Sales Manager, Strategic Accounts EMEA

Contenu de l'offre Sales Manager, Strategic Accounts EMEA chez Rockwell Automation

Job Description

The Sales Manager, Strategic Account EMEA – Life Science, is responsible for the leadership of a high performance sales team, resulting in sustained, aggressive sales and market share growth for assigned strategic accounts / customers. In this regard they need to develop and implement sales strategies and plans, to achieve strategic goals and objectives. This individual is responsible for global partnership development with the Strategic Account’s corporate influence points and can articulate Rockwell Automation’s value propositions at an executive customer level. They are accountable for regular communications and team leadership enabling worldwide geographic Rockwell Automation sales/support to increase the scope of our product line, solutions & services penetration. Facilitates communications between the Strategic Account and the Rockwell Automation Product Groups/Business Units and Functions.

This role reports to the EMEA CPG & Life Science Manager Strategic Accounts, and should be located in any major European hub.

What you will do

Leads a team of Strategic Account Managers responsible for our most import Life Science accounts. Executes a Disciplined Sales Process with account managers and partners to ensure sufficient opportunities exist to achieve or exceed annual sales goals. Develops strategies and plans to create new opportunities through global marketing programs, target accounts and other activities that create demand. Recruits, develops and effectively performance manages a competent and engaged staff capable of exceeding assigned annual sales goals within the Strategic accounts. 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 Strategic Account Managers, leveraging OT/IT convergence and the PTC partnership. Develops and maintains key executive relationships for long term business success. Sponsors and Interacts comfortably with the Strategic Account at senior management & executive levels and convey Rockwell Automation’s products & services in a consultative outcome based approach that help customers achieving their business goals through a great experience, in line with their 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. Consistently demonstrate capabilities to team up and align by gaining consensus with Geographical Sales leadership. 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 and prioritize high impact opportunities 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/business units, geographic sales management, international and senior management.

Basic qualifications

Bachelor degree in an Engineering discipline. Additional business-related degree/experience preferred. Prior experience in technical sales, industrial distribution, systems integration or an engineering firm. 5+ years of management experience in Life Science Industry. Software Industry and Digital Transformation experience.

Preferred qualifications

Applied experience in one or more areas related to selling control/information solutions into our target industries, either from within the Rockwell Automation organization or in similar industry being particularly valued: IOT / IIOT / Software / Annual Recurring Revenue-Subscription model type of experience including customer success organizations. Digital Transformation experience and success is a relevant differentiator. Working with all levels of a manufacturing enterprise – CxO, operations leadership, technical leadership, plant leadership and OEM machine builders. Ability to communicate and sell at the senior management & executive levels and convey Rockwell Automation’s vision and unique differentiating message which demonstrate tangible economic value and drive long term loyalty. Global sales experience preferred. Valid driver’s license. Ability to travel domestically and internationally 50% of time.