Strategic Account Manager, CPG

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

Customers. They are integral on why we wake up energized to do our best every day. They are the reason we develop our technology - unmatched products, information software and solutions that solve real problems and expand human possibility. So, we are hiring a Strategic Account Manager to join our North America Sales organization and help ensure we're making our customers' lives easier, more productive and more successful.

Beyond technology, the differentiator here is your relationship-building skills. How you embrace collaboration with people will create your success in this role. You will develop and implement sales strategies and plans that will meet, or better yet, exceed annual sales goals and grow our market share. It is your ability to influence executive-level decision-makers that will make the difference. Because you have demonstrated how our products, information software and solutions will benefit the customers operation and bottom line, those customers will rely on you for answers and future solutions - and grow their spend with us.

We are looking for a Strategic Account Manager to sell our company's products and/or services to a single national/global existing account of strategic importance. Maintains contact with account at a high, executive level, focusing on the strategic nature of the relationship. Represents the organization to the customer and the customer to the organization. Responsible for expanding and retaining named accounts while ensuring ongoing customer service.

Why join Rockwell Automation? Aside from being a part of an award-winning, ethical company recognized for innovation, your days here are never the same. Who you talk to and what you talk about is different depending on your customers and their challenges. As you grow your skills and expertise, you will also grow your career with opportunities that span industries and regions.

What You'll Do:

• Represent all of Rockwell Automation's products & services well (capable breadth), and periodically must augment skills with additional competency to support customer-critical products & services (selective depth)
• Interact comfortably with the Strategic Account at senior management & executive levels, and convey Rockwell Automation's products & services in a manner that demonstrates tangible economic value, linked to customer business drivers and key performance indicators, and based upon elements of competitive advantage, strategic positioning, shared goals & risks and profitability impact.
• Effectively promote business growth through indirect management of extended teams, affording a balanced selling effort at multiple customer levels of the Strategic Account. Must be able to team with, find compromise, and build consensus with Field Sales Management, during the process of leveraging the extended geographic sales team.
• Develop a trust-based, mutually beneficial relationship with principal customer sponsors of the Strategic Account. Must mature and formalize Strategic Account relationship expectations and address all Rockwell Automation products & services with a growth strategy for each that maximizes "customer share" across all global regions.
• Quickly qualify opportunities in order to efficiently deploy Rockwell Automation resources on high-potential activities.
• Ensure that the Strategic Account has access to all Rockwell Automation resources by establishing excellent working relationships with the product groups/divisions, geographic sales management, international and senior management.
• Participate in the Strategic Account's manufacturing, planning, and implementation teams to provide control/information input at an early stage, and via this participation, recommend strategies/tactics to Rockwell Automation that will benefit the Strategic Account.
• Identify new growth opportunities in products and services for the mutual benefit of Rockwell Automation and the Strategic Account.
• Provide the annual plan for the Strategic Account in coordination and cooperation with geographic Rockwell Automation sales/support offices worldwide, and communicate this plan within Rockwell Automation and to the Strategic Account, including regular progress throughout the year.
• Work with the Strategic Account to expand Rockwell Automation's presence globally, and to deliver consistently across geographic boundaries.
• Must be willing to travel to personally communicate Strategic Account relationship objectives to extended teams, and to engage in strategic Global Account growth opportunities directly with remote resources.
• With Strategic Account active participation and approval, must periodically define mutually agreeable opportunities to leverage Strategic Account applications or solutions and communicate/publish these successes as 'reference stories' for industry/global selling efforts.
• Must model the capabilities of an 'Executive Sales Professional' to sales colleagues, and be a mentor when appropriate.
• Ensures thorough familiarity with company policies and procedures. Appropriately applies policies and procedures in compliance with government laws. Policies and procedures include, but 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 (5) years equivalent of relevant experience
• Ability to travel domestically and internationally 50% of time.
• Valid Drivers' License
• 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:

• Bachelor of Science degree in an Engineering discipline. Additional business-related degree/experience preferred.
• Software industry experience
• Prior experience in technical sales, industrial distribution, systems integration or an engineering firm, or graduate of the Rockwell Automation Sales Training Program
• Applied experience in one or more areas related to selling control/information solutions into our target industries, or supporting same, and/or production/process engineering experience, manufacturing operations experience or similar work, either from within the Rockwell Automation organization or in similar industry
• Ability to sell at the senior management & executive levels and convey Rockwell Automation's products & services in a manner which demonstrates tangible economic value.
• Global sales experience preferred.
• Software Industrial experience.
• Experience in the CPG, Food & Bev, or HPC industries

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

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.