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Location

Deutschland | Germany

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Job description

- Responsible for achieving and exceeding the annual sales target through the maximization of business opportunities at the specified accounts.

- Responsible for developing and implementing effective account plans for all accounts assigned

- Lead and coordinate the efforts of Rockwell Automation resources in order to provide ASEM Visualization products to customers

- Coordination, where necessary, of Global, Pan-European and In-Country sales initiatives and activities as defined by Sales Management

- Responsible of executing, directly or in collaboration with other resources the Rockwell Automation sales process necessary to obtain the orders (i.e., Identify sales and business opportunities, present quotes and proposals, negotiate and close the orders)

- Responsible for the preparation and presentation of quotes, sales proposals, and contracts to the customer in compliance with Company Policies and Standards, obtaining the appropriated approvals

- Handles objections effectively and manages a pipeline of opportunities, negotiates profitable deals.

- Consult with other functions on issues like pricing, product specification, warranties and product adaptation to ensure that we provide the appropriated business and technical solution to the customer need

- Collaborate with all sales teams to increase market penetration, assure sales coverage and provide appropriated order fulfillment

- Develops, uses and share success of concepts and ideas to present Rockwell Automation’s capabilities.

Business

- Build effective business relationship with the Accounts through understanding their organization, developing a business relation with senior management, identifying key decision-makers and understanding their business, strategy and directions.

- Develop and implement a customer focused sales strategy based on the Rockwell Automation strategy and all relevant customer information to optimize business opportunities

- Focuses on opportunities that support Rockwell Automation’s market strategy

- Understands business models and how they can exploit, including the interpretation of financial statements

Leadership

- Overall account coordination

- Coordinate the account plan and target setting for all his/her accounts

- Share and drive information about new potential Accounts with Sales Management for further analysis

- Ability to set and achieve challenging targets

- Takes initiative in response to changing circumstances within the organization or markets

- Report any information relative to competition or market trends and new competitive product developments to the appropriate resources through standard required reporting formats.

- Utilization and up-to-date maintenance of the sales and customer relationship management tools (i.e., Marketing Manager), optimizing his/her activities by using these tools intensively

- Ensure the right level of business information exchanged within the organization

- Ability to set priorities that maximize revenue and profitability

- Coaches others to improve performance

- Keeps skills and knowledge in all areas (technical and commercial) up to date

Interpersonal

- Collaborate with other Account Managers to define targets for MPS, MES, Components and Stand-Alone business opportunities in his/her accounts

- Responsible to engage other Account Manager and/or Commercial Engineers in the specific selling approach for certain areas

- Provides timely information to support effective management of the business to all levels

- Excellent communication to foster an open environment - Identifies key issues from information gathered

- Demonstrates behavior in accordance with Rockwell Automation values

- Acts with highest integrity in all areas

- Ability to motivate others and him/herself

Required education:

- Bachelor or master’s degree in an engineering/technical related field or equivalent

- Additional education in business administration or marketing is preferred

- Local language skills, plus active English language skills (verbal and written)

Experience required for Professional Level:

- Experience in a technology-based organization

- Excellent knowledge about production processes within certain industries

- Proven ability in appropriate competencies

- Proven ability to achieve results

- Ability to acquire new business within existing and new customers

Core Competencies 

- Contributes professional & technical expertise

- Adds value for customers & partners

- Demonstrates business & financial acumen

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Job tags

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Salary