Rockwell Automation is a global technology leader focused on helping the world’s manufacturers be more productive, sustainable, and agile. With more than 28,000 employees who make the world better every day, we know we have something special. Behind our customers - amazing companies that help feed the world, provide life-saving medicine on a global scale, and focus on clean water and green mobility - our people are energized problem solvers that take pride in how the work we do changes the world for the better.
We welcome all makers, forward thinkers, and problem solvers who are looking for a place to do their best work. And if that’s you we would love to have you join us!
Job Description
Role: OEM Account Manager
Reports to : OEM Sales Leader
Responsibilities:
- Achieve AOP targets for orders, shipment & AR through assigned OEM accounts
- Maintain detailed account plans for assigned OEMs and work towards enhancing OEM/Machine share
- Adhere to Global Disciplined Selling Process (Funnel Strength, Forecast Accuracy) and practice Outcome-based selling.
- Leverage GOTC deployment to create strong differentiation and enhance win rate. Leverage domain experts to maintain/increase account share.
- Execute growth initiatives in a disciplined manner to enhance attachment business (MR, safety, cubic, VFD and visualisation portfolio.)
- Leverage channel network/eco-system for assigned accounts in collaboration with Channel Team.
- Work in collaboration with Industry/EU team to improve win rate through push/pull model.
- Leverage and participates in marketing events/programmes for demand generation to ensure healthy OEM funnel (3X)
- Own the account strategy within the assigned accounts aligning with Industry/OEM BSR and onboard internal stake holders on an account-by-account basis when appropriate
- Ensure compliance to policies and procedures as per Rockwell Automations' standards
Key Result Areas:
- Achievement of AOP Target (orders/shipment by SBU, Z category)
- Maintain sales funnel rate and forecast accuracy following the plan (Funnel Strength and Forecast Accuracy)
- Percentage Growth in OEM/Machine share in assigned account
- Percentage Achievement for identified growth initiatives like Safety, Drives, Mid-range and Software attachment (target vs actual)
- Marketing Linkage in opportunity Funnel to measure ROI on demand generation programs (No of customers attended vs. Planned, No of Z3/Z4 customers amongst attendees)
Job Specification:
- Bachelor's degree in engineering
- 10+ Yrs exp in relevant industry sales experience or equivalent training, automation industry is preferred
- Product: Intermediate level of expertise in Business Development activities in Process, and Services & Solutions
- Industry: Intermediate level of expertise in Industry Knowledge, Market Research & Analysis (Market & Economic Trends, Customer Buying Behavior, Competitor Research) and Project / Implementation Management,
- Behavioral: Training Skills, Selling Fundamentals (Listening, Analytical, Problem Solving, Lead Qualifying, Negotiating, Persevering, Closing) and Project Sales Strategizing
Essential Competencies:
- Collaborates & Teams Effectively - Taking the initiative to work with others to achieve business goals
- Communicates Effectively - Speaking, listening and responding in ways that support both relationships and results
- Adds value for customers & partners - Creating a positive customer experience, and supporting others to do the same
- Attains Results - Planning and executing in simple, effective ways to consistently achieve desired outcomes, holding self and others accountable for doing same
- Drives Productivity - Improving quality, increasing efficiency and eliminating waste
- Drives Growth - Directing efforts that significantly increase revenue, margins, brand equity, markets served and/or market share, as well as ensuring our talent and systems can support that growth
What We Offer:
Our benefits package includes …
- Comprehensive mindfulness programs with a premium membership to Calm
- Volunteer Paid Time off available after 6 months of employment for eligible employees
- Company volunteer and donation matching program – Your volunteer hours or personal cash donations to an eligible charity can be matched with a charitable donation.
- Employee Assistance Program
- Personalized wellbeing programs through our OnTrack program
- On-demand digital course library for professional development
... and other local benefits!
At Rockwell Automation we are dedicated to building a diverse, inclusive and authentic workplace, so if you're excited about this role but your experience doesn't align perfectly with every qualification in the job description, we encourage you to apply anyway. You may be just the right person for this or other roles.
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Rockwell Automation’s hybrid policy aligns that employees are expected to work at a Rockwell location at least Mondays, Tuesdays, and Thursdays unless they have a business obligation out of the office.
