The End User Sales Manager is responsible for the leadership of a sales team, resulting in sustained, aggressive sales and market share growth for assigned products, solutions and services. This individual develops and implements sales strategies and plans, in collaboration with the territory management team, to achieve annual goals and objectives. The Sales Manager is accountable for managing the day to day sales within the assigned territory, including accountability for executing commercial programs, while working closely with extended resources. This role has responsibility for a large customer base ranging in account size and for managing through their direct sales staff to drive sustainable growth
Leads a team of Sales Account Managers. Executes a Disciplined Sales Process with account managers and distributors to ensure sufficient opportunities exist to achieve or exceed annual sales goals. Develops strategies and plans to create new opportunities through local and national marketing programs, target accounts and other activities that create demand.
Establishes/monitors account packages for Sales Account Manager; ensures they are focused on the largest / most strategic account opportunities within the territory.
Recruits, develops and effectively performance manages a competent and engaged staff capable of exceeding assigned annual sales goals within the assigned territory.
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 Sales Account Managers.
Demonstrates/Role models expertise in targeted industries and applications to the sales teams at targeted accounts.
Develops and maintains key executive relationships for long term business success.
Owns the executive relationship with the key Solution Partners and Systems Integrators in the delivery strategy.
Engages at key customers and opportunities to ensure Rockwell Automation's best chance for success.
Coordinates cross territory/region/country pursuits with appropriate sales teams and partners.
Analyzes local market information and provides ongoing local market intelligence to help develop targeted industries and applications, monthly sales activity reports, forecasting and ad-hoc feedback.
Documents the competitive landscape by geography and industry segment with a pursuit strategy to defeat and defend our position.
Effectively communicates and collaborates with the territory management team and corporate management regarding territory dynamics, performance and sales opportunities.
Facilitates distributor meetings with territory sales management that set goals and objectives around account planning, account collaboration, commercial programs and product launches.
Ensures through 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).
Internal Number: R21-753
About Rockwell Automation
When you choose Rockwell Automation, you join countless talented employees who have helped us establish our leadership position in the automation industry over the past century.
You join a diverse, inclusive and global community with a passion for innovation. A place where you can partner with great minds and inspiring people. And a corporation backed by the financial strength that drives growth – and career opportunities.
As much as we focus on our customers, we know our employees are key to our success and future. Helping you develop a rewarding career is a top priority. Because when you succeed, we succeed.