Process Sales Director

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 the work 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

Process Sales Director, Strategic Accounts EMEA

What you will do

• Develops a vision and strategy to deliver long term growth above market growth in EMEA for our key process accounts.
• Lead an organisation of Strategic Account Managers across EMEA..
• Executes a Disciplined Sales Process with account managers and partners to ensure sufficient opportunities exist to achieve or exceed annual sales goals.
• Creates new opportunities through engagement with global marketing programs, strategic initiatives, target accounts and other activities that create demand.
• Recruits, develops and effectively performance manages a competent and engaged staff capable of exceeding assigned annual sales goals within the Strategic accounts.
• 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 coaches the Rockwell Automation Connected Enterprise and Digital Transformation message to Strategic Account Managers and customers, leveraging OT/IT convergence and the full portfolio of solutions, services and products.
• Develops and maintains key executive relationships for long term business success.
• Sponsors and Interacts comfortably with the Strategic Account at senior management & executive levels, including executive sponsorship of specific accounts. Convey Rockwell Automation’s products & services in a consultative outcome based approach that help customers in achieving their business goals through a great experience, in line with their 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.
• Consistently demonstrate capabilities to team up and align by gaining consensus with Geographical Sales leadership.
• Develop a trust-based, mutually beneficial relationship with principal customer sponsors of the Strategic Account.
• Must mature and formalize Strategic Account relationship expectations and address all Rockwell Automation products & services with a growth strategy for each that maximizes “customer share” across all global regions.
• Quickly qualify and prioritize high impact opportunities 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/business units, geographic sales management, international and senior management.
• Provide the annual plan for the Strategic Account in coordination and cooperation with geographic Rockwell Automation sales/support offices world-wide and communicate this plan within Rockwell Automation and to the Strategic Account, including regular progress throughout the year.
• Achievement and accurate forecasting of allocated sales target
• Work with the Strategic Account to expand Rockwell Automation’s presence globally, and to deliver consistently across geographic boundaries.
• 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.
• Must model the capabilities of an ‘Executive Sales Professional’ to sales colleagues and be a mentor when appropriate.
• 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).

Basic qualifications

• Bachelor degree in an Engineering discipline. Additional business-related degree/experience preferred.
• Prior experience in technical sales, industrial distribution, systems integration or an engineering firm.
• 5+ years of multicultural management experience in the Process Industry.
• Software Industry and Digital Transformation experience.

Preferred qualifications

• Applied experience in one or more areas related to selling control/information solutions into our target industries, either from within the Rockwell Automation organization or in similar industry being particularly valued: IOT / IIOT / Software / Annual Recurring Revenue-Subscription model type of experience including customer success organizations. Digital Transformation experience and success is a relevant differentiator.
• Working with all levels of a manufacturing enterprise – CxO, operations leadership, technical leadership, plant leadership and OEM machine builders.
• Ability to communicate and sell at the senior management & executive levels and convey Rockwell Automation’s vision and unique differentiating message which demonstrate tangible economic value and drive long term loyalty.
• Global sales experience preferred.
• Valid driver’s license.
• Ability to travel domestically and internationally 50% of time.

Competencies

• Strong leadership, coaching and mentoring capabilities
• Strategic planning skills and ability to execute on strategy
• Ability to engage with senior level executives both internally and externally
• Good communication skills (Listening, verbal and written)
• Consultative outcome base selling with strong financial acumen