Territory Account Manager

Kalamazoo, Michigan, United States

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 thework 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

As a Territory Account Manager you are responsible for the development and implementation of sales strategies and plans to maintain existing business and identify opportunities for growth to meet or exceed annual sales goals. You will establish and maintain relationships at assigned accounts and ensuring a customer service and satisfaction. You will focus on opportunistic pursuits, new business, conversion of new business, identifying and closing new contracts and deals. You will work in a hybrid environment from our Kalamazoo office.

Your 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 : knows assigned accounts, plans for growth, maintain a healthy funnel, drive opportunities to closure and evaluates performance to goal.
• Understand the industry (applications, standards / regulations, drivers and trends), the customer's organization and desired business outcomes and 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
• Follow Rockwell Automation sales processes
• Collaborate with the North America Sales and Technical Resources.
• Manage sales activities according to Rockwell Automation's outcome-based selling methodology.
• Qualify customer opportunities, engage the appropriate resources, and coordinate the solution design to influence the customer's decision process and presents solutions to the customer (value proposition).
• Coordinate Rockwell Automation account team, senior management and a 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.
• Teams 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. 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, government regulations (e.g. health, safety, quality and environmental).

The Essentials - You Will Have :

The Preferred - You Might Also Have :

This position is part of a job family. Experience will be the determining factor for position level and compensation.

What We Offer :

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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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.