Territory Account Manager at Rockwell Automation

Kalamazoo, Michigan, United States

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Not SpecifiedCompensation

Mid-level (3 to 4 years)Experience Level

Full TimeJob Type

UnknownVisa

Manufacturing, Industrial AutomationIndustries

Requirements

Bachelor's Degree or Equivalent Years of Relevant Work Experience
Legal authorization to work in the U.S. (no sponsorship for employment visas)
Valid driver's license
(Preferred) Bachelor of Science degree in Engineering, Operations Management, or Business (or additional business-related degree/experience)
(Preferred) 5+ years of experience in technical sales, industrial distribution, manufacturing operations, or systems integration

Responsibilities

Own the account strategy within assigned accounts and communicate to extended teams on an account-by-account basis
Establish relationships at all organizational levels within the customer base and understand customers' processes, goals, and organizational models
Follow the Rockwell Automation sales process: know assigned accounts, plan for growth, maintain a healthy funnel, drive opportunities to closure, and evaluate performance to goal
Understand the industry (applications, standards/regulations, drivers, and trends), the customer's organization and desired business outcomes, Rockwell Automation offerings and delivery mechanisms, as well as partner capabilities relevant to assigned accounts
Understand appropriate industry segments, customer, and Rockwell Automation/partner capabilities
Collaborate with North America Sales and Technical Resources
Manage sales activities according to Rockwell Automation's outcome-based selling methodology
Qualify customer opportunities, engage appropriate resources, coordinate solution design to influence customer's decision process, and present solutions (value proposition)
Coordinate Rockwell Automation account team, senior management, and technical engagement team (domain experts) to plan for and win identified opportunities
Maintain accurate assessment of target and opportunity funnel within the Dynamics Customer Relationship Management system
Team with corporate Contracts and Negotiations group to come to terms with customers
Negotiate contract terms and conditions (T&Cs), pricing, discounts, and allowances through distributor
Support customer/internal account reviews
Set and help manage internal/external partner expectations
Ensure familiarity with company policies and procedures and appropriately apply them in compliance with government laws (e.g., Standards of Business Conduct, Intellectual Property, Control Environment, Information Protection, ISO 9000 & 14000, health, safety, quality, and environmental regulations)

Skills

sales strategy

account management

relationship building

sales process

funnel management

opportunity closure

industry knowledge

customer service

Rockwell Automation

Industrial automation and information technology solutions

About Rockwell Automation

Rockwell Automation provides hardware, software, and services aimed at improving operational efficiency and sustainability in various industries, including manufacturing and food and beverage. Their products work by integrating advanced technology to streamline processes, enhance reliability, and reduce operational costs. This includes alarm notification software, cybersecurity solutions, and computerized maintenance management systems. What sets Rockwell Automation apart from competitors is their strong emphasis on sustainability and tailored solutions for specific industry needs, helping clients meet environmental standards and improve productivity. The company's goal is to drive better outcomes for clients through technological innovation and comprehensive support.

Milwaukee, WisconsinHeadquarters

1903Year Founded

$39.1MTotal Funding

IPOCompany Stage

Industrial & Manufacturing, Enterprise Software, CybersecurityIndustries

10,001+Employees

Benefits

Health Insurance

Dental Insurance

Vision Insurance

401(k) Retirement Plan

401(k) Company Match

Paid Vacation

Paid Holidays

Paid Time off

Parental Leave

Caregiver Leave

Flexible Work Hours

Risks

Emerging AI-driven automation companies threaten Rockwell's market share with competitive solutions.

Rapid AI advancements may outpace Rockwell's offerings, requiring significant R&D investment.

Supply chain vulnerabilities, especially in semiconductors, could disrupt Rockwell's production schedules.

Differentiation

Rockwell Automation integrates cutting-edge technology to enhance operational efficiency and sustainability.

The company offers tailored solutions for diverse industries, including manufacturing and food and beverage.

Rockwell Automation emphasizes sustainability, helping clients meet environmental standards and consumer demands.

Upsides

Increased adoption of AI-driven predictive maintenance aligns with Rockwell's focus on operational efficiency.

The rise of Industry 4.0 technologies drives demand for Rockwell's integrated automation solutions.

Growing digital twin technology market offers expansion opportunities for Rockwell's software offerings.

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