Professional Services Commercial Manager, EMEA

at  Rockwell Automation

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
The Commercial Manager will drive the EMEA strategies and initiatives for the Digital (DGB) and Manufacturing Operations Management (MOM) business.
The Commercial Manager will work closely with the Lifecycle Services (LCS) Business Managers, Sales and other key stakeholders to ensure the development, implementation and ongoing support of Sales strategies that support the Annual Operating Plan for DGB and MOM.
The Commercial Leader will also support Operating Earnings by working with the Delivery teams to monitor and improve the Standard Margins in line with AOP expectations.

Key Performance Indicators

• Meet or exceed Funnel, Order and Shipment targets in line with AOP.
• Meet or exceed key initiative growth targets set around DGB and MOM.
• Meet or exceed contract attachment, contract renewal and expansion targets.
• Meet or exceed standard margin requirements.
• Build and manage domain expertise.
• Achieve customer satisfaction as defined by DGB and MOM.

Key Responsibilities

• Collaborate with Sales, Business Managers, and other Key Stakeholders to develop and implement sales strategies & focus to meet and exceed annual operation plans (AOP) goals for Orders & Revenue. Key Stakeholders include Regional Sales Leadership, MOM and DB Services Delivery/Operations/Consulting, Marketing/Sales Operations and Channels Leadership.
• Collaborate with Business Managers, Service Delivery, Proposals and Operations to support Operating Earnings by ensuring Standard Margin expectations are met in line with AOP and optimize a great customer experience in line with business strategies.
• Collaborate with Sales / Business Managers to identify, develop, qualify, and close opportunities, with a primary focus on new strategic accounts (including using Dynamics and preparing dashboards for funnel management).
• Provide business development support (presentations, demonstrations, etc.) and provide sales tools / materials / coaching / training to enable Sales to lead sales discussions / value messaging with Customers.
• Lead commercial input on all major proposals and win strategies / bidding processes (including pricing strategies, risk identification / mitigation, etc.).
• Responsible for driving Full Lifecycle program including attaching Integrated Support Contracts and driving MOM and DGB to improve adoption, renewal and expansion of all contracts.
• Communicates and collaborates with Sales, Business Manager and Marketing teams to analyze competition, recommend new offerings, promotions, or suggest refinements for success.
• Manage and lead the Commercial organisation including strategic organizational planning, building / hiring key domain expertise, development and retention of key talent, performance reviews, coaching & development.
• Continuously provide market intelligence on PAM, market share, product positioning, commercial positioning, and competitor information.
• Oversee the implementation of the Sub-region initiatives, strategy, and planning in line with EMEA targets.
• Collaborate with each Sub-region on commercial support to ensure overall efficiency / excellence.
• Work as a member of the EMEA LCS leadership team and participate in cross regional projects / best practices sharing as necessary.
• Ensure compliance with Ethics, Standards of Business Conduct, Safety, other RA policies and the relevant government regulations in the geography.
• Any other duties as assigned by immediate Manager.

KEY COMPETENCIES REQUIREMENTS

Job Related Competencies

• High level of expertise and knowledge in MOM and DGB Product Marketing and Solution Selling Skills (Strategic Planning & Lifecycle Management) and Value Based Selling Skills, Disciplined Selling Process, Customer Solution Centric Selling Skills
• Intermediate level of expertise in managing P&L and general accounting principles.
• Basic understanding of all RA products.
• Extensive knowledge in EMEA market and automation industry.
• General management, leadership skills and performance driven.
• Leading change & culture transformation (e.g. D&I) and managing change. Highly collaborative, proficient in managing matrix reporting teams and multiple stakeholders.
• Travel is required in the function up to 50%.

EDUCATION QUALIFICATIONS / WORK EXPERIENCE

• Bachelor’s degree in business, Engineering or equivalent.
• 10+ years of sales, business management or marketing experience preferably in automation industry with at least 5 years’ experience in indirectly managing a wide range of stakeholders.

• Collaborate with Sales, Business Managers, and other Key Stakeholders to develop and implement sales strategies & focus to meet and exceed annual operation plans (AOP) goals for Orders & Revenue. Key Stakeholders include Regional Sales Leadership, MOM and DB Services Delivery/Operations/Consulting, Marketing/Sales Operations and Channels Leadership.
• Collaborate with Business Managers, Service Delivery, Proposals and Operations to support Operating Earnings by ensuring Standard Margin expectations are met in line with AOP and optimize a great customer experience in line with business strategies.
• Collaborate with Sales / Business Managers to identify, develop, qualify, and close opportunities, with a primary focus on new strategic accounts (including using Dynamics and preparing dashboards for funnel management).
• Provide business development support (presentations, demonstrations, etc.) and provide sales tools / materials / coaching / training to enable Sales to lead sales discussions / value messaging with Customers.
• Lead commercial input on all major proposals and win strategies / bidding processes (including pricing strategies, risk identification / mitigation, etc.).
• Responsible for driving Full Lifecycle program including attaching Integrated Support Contracts and driving MOM and DGB to improve adoption, renewal and expansion of all contracts.
• Communicates and collaborates with Sales, Business Manager and Marketing teams to analyze competition, recommend new offerings, promotions, or suggest refinements for success.
• Manage and lead the Commercial organisation including strategic organizational planning, building / hiring key domain expertise, development and retention of key talent, performance reviews, coaching & development.
• Continuously provide market intelligence on PAM, market share, product positioning, commercial positioning, and competitor information.
• Oversee the implementation of the Sub-region initiatives, strategy, and planning in line with EMEA targets.
• Collaborate with each Sub-region on commercial support to ensure overall efficiency / excellence.
• Work as a member of the EMEA LCS leadership team and participate in cross regional projects / best practices sharing as necessary.
• Ensure compliance with Ethics, Standards of Business Conduct, Safety, other RA policies and the relevant government regulations in the geography.
• Any other duties as assigned by immediate Manager