Sells 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 with the partners to the customer and the customer to the organization. Responsible for expanding and retaining named accounts while ensuring ongoing customer service.
Formulates business strategies to grow overall sales and market share in System Integration
Coordinates activities and resource utilization within the sales organization
Implements and measures Rockwell Automation market access commercial programs for System Integrators
Manages the development of assigned System Integrators and their performance.
Analyzes account requirements and develops account penetration plans to increase market share.
Resolves market access issues resulting in conflict
Measures System Integrator performance and implements performance improvement programs.
Facilitates the implementation of new product launches and promotional programs through the direction of all market access team resources
Takes an active role in coaching system Integrator personnel and evaluating their competency in the support of Rockwell Automation products and services.
Ensures thorough familiarity with company policies and procedures.
Represent all of Rockwell Automation’s products & services, and augment skills with additional competency to support customer-critical products & services.
Interact comfortably with the Strategic Account at senior management & executive levels, and convey Rockwell Automation’s products & services in a manner which demonstrate 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 extended geographic sales team.
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 which will benefit 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.
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.