Industry Sales Manager - Discrete

Rockwell Automation is a global technology leader focused on helping the world's manufacturers be more productive, sustainable, and agile. With more than 25,000 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

The Industry Sales Manager, Discrete is responsible for the leadership of a sales team, resulting in sustained, aggressive sales and market share growth for assigned products, solutions and services. This individual develops and implements sales strategies and plans, to achieve annual goals and objectives. The Sales Manager is accountable for managing the day-to-day sales within the assigned territory, including accountability for executing commercial programs, while working closely with extended resources. This role has responsibility for a large customer base ranging in account size and for managing through their direct sales staff to drive sustainable growth.

This Industry Sales Manager role will focus on the Semiconductor industry along with other discrete industries within the portfolio structure. Knowledge of selling in these industries is a key requirement. A strong understanding of the various processes (such as specification development, regulatory compliance, bid process, coordinating key stakeholders, and services) that are leveraged within the industry is required. Understanding of the digital transformation and smart connected operations including the digital thread, analytics, and manufacturing execution systems is desired. Experience with emerging markets through commercialization would be a plus.

• Leads a team of End User Account Managers. Executes a Disciplined Sales Process with account managers to ensure sufficient opportunities exist to achieve or exceed annual sales goals. Develops strategies and plans to develop long-term customer relationships/advocacy and leverage resources to the highest priorities in order to maintain and create demand.
• Establishes/monitors account packages for Sales Account Manager; ensures they are focused on the most impactful account opportunities.
• Recruits, develops and effectively performance manages a competent and engaged staff capable of exceeding assigned annual sales goals.
• Supports employee development by investing time and resources for both formal and informal training and executes development plans/opportunities for the team.
• Clearly articulates and teaches the Rockwell Automation Connected Enterprise message to Sales Account Managers.
• Demonstrates/Role models expertise in targeted industries and applications to the sales teams at targeted accounts.
• Develops and maintains key executive relationships for long-term business success.
• Engages at key customers and opportunities to ensure Rockwell Automation's best chance for success.
• Coordinates cross territory/region/country pursuits with appropriate sales teams and partners.
• Analyzes local market information and provides ongoing local market intelligence to help develop targeted accounts, monthly sales activity reports, forecasting and ad-hoc feedback.
• Documents the competitive landscape by geography, customer type and segment with a pursuit strategy to develop and defend our position.
• Effectively communicates and collaborates with the Sales management team and corporate management regarding dynamics, performance, and sales opportunities.
• Ensures familiarity with company policies and procedures. Appropriately applies policies and procedures in compliance with government laws. Policies and procedures include, but are not limited to: Standards of Business Conduct, Intellectual Property, Control Environment, Information Protection, ISO 9000 & 14000, and government regulations (e.g. health, safety, quality, and environmental).

Basic Qualifications:

• Bachelor's degree or equivalent work experience
• Legal authorization to work in the US is required. We will not sponsor individuals for employment visas, now or in the future, for this job opening.

Preferred Qualifications:

• 5 years of management experience with 8 to 14 years of overall sales experience within industrial automation.
• IIOT, Digital Transformation and Industry Experience
• Bachelor of Science degree in an Engineering or Business discipline. Additional business-related degree/experience preferred.
• Prior experience in sales, industrial distribution, systems integration or an engineering firm.
• Previous experience managing a sales team or leading distributors.
• Experience working with all levels of large project customers including executives, management, and engineers.
• Valid driver's license.
• Ability to travel between 25-50% of the time.

The total target compensation range for this role in Colorado or New York is $200,000 to $240,000 of which 60% is base salary and 40% is variable.

This is a summary of the position's responsibilities and does not reflect the entire scope of work expectations.

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We are an Equal Opportunity Employer including disability and veterans.

If you are an individual with a disability and you need assistance or a reasonable accommodation during the application process, please contact our services team at +1 (844) 404-7247.