Regional Vice President Sales Germany

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
We’re looking for a proven Sales leader who can provide strategic direction and maximize growth and performance for a large sales team based in Germany. Someone with experience developing and nurturing strategic executive-level relationships with key customers, partners, and other regional growth influences.
A leader capable of not only driving growth, but also passionate about creating an inclusive environment that enables their team to do their best work, develop people and organizations in alignment with the growth strategy. The Regional Vice President, Germany Region, together with the team, will be primarily responsible for capitalizing on accelerated growth opportunities in Germany, one of the largest industrial automation markets in the world, driving sales to direct large end users and machine builders and partners buying through our authorized distribution network.
The person should be native and based in Germany, fluent in English and German. The person should have a deep understanding of the industrial market - manufacturing of goods across discrete, hybrid, and/or process environments. Familiarity with the end user and machine building ecosystem is mandatory.
The Regional Vice President, Germany Region is a key contributor to the global Sales & Marketing strategy and drives alignment with the EMEA regional priorities. This role reports to the Regional President EMEA and has global visibility. Experience in a highly matrix-ed and/or publicly traded company is important for a faster ramp up and to be successful in the role.

What You Will Do

• Assess current mid-term Germany strategy and fine tune plans for accelerated growth in the next five years in alignment with the EMEA regional and global RA strategy.
• Understand our strategic levers and differentiation underlying our growth potential.
• Develop and nurture strategic executive level relationships with focus accounts as well as partners and regional influencers. Ensure appropriate executive sponsorship on the relationship with key customers, channels and business partners. Develop executive relationships and sponsorship within Rockwell Automation including North America.
• Deliver on the annual plan across all business units and build an organization that supports business strategy growth goals. Drive objectives in quarterly and yearly basis and meets high performance KPIs.
• Attract, develop, and retain top talent. Build succession plans by coaching and developing leaders within the region, using the appropriated performance management and development tools to assure employee success and development. Enable the sales organization to adapt to new selling methodologies and tools.
• Lead the Germany sales team of managers to consistently achieve or exceed order and revenue targets. Monitor & report orders, revenue and forecast pipeline monthly via CRM tool to ensure performance goals are met.
• Meet or exceed Germany regional business revenue plans for cybersecurity, software solutions and ARR using a discipline sales process, account planning, funnel management, forecast accuracy and key opportunity tracking.
• Provide direction to the sales and marketing operations team including overseeing programs to research, to monitor competitive activities, provide information, and support to global market managers and the regional sales directors on new products and competitive analysis.
• Is a member of the EMEA Senior Management Team. Collaborates across the matrix organization to drive key initiatives. As a senior representative of the company in the Germany region, is responsible for the coordination and co-management of other functions and businesses, in conjunction with the related functional leaders. Represent RA externally and creates thought leadership by presenting in panels, round tables, and in related industry forums. Help driving brand awareness in the Germany region.
• Will be partnering with functions like Finance, Pricing, Human resources, Marketing, and Sales Operations to execute the strategy and make recommendations specifically to be successful in the Germany region.
• Collaborate with and amplify sales through the broader Global Sales and Marketing and Channel teams. Sell and close major accounts/deals while leveraging the broader RA sales teams.
• Legal Entity Director

Qualifications

• 15+ years of experience in sales with five or more years in a technology-based organization and industry. Extensive exposure to customers in Germany. Understanding of how American companies work is a major plus.
• Proven experience delivering on strategy and exceeding results on software-based solutions with significant customer business outcomes, first and foremost at end users’ level, with an exposure in the machine builder digitalization market.
• Proven experience in consulting selling approach for software, services, and solutions.
• Bachelor’s degree. Additional business-related degree (e.g. MBA, finance and/or strategy) and/or experience is a major plus.
• Experience working with labour relations, ie: managing director title at a GmbH entity!
• Experience working with external relations like standardization committees and/or universities is a plus.
• Ability to travel, mainly within Europe, but also internationally to USA occasionally. This is an on the field role. The person is expected to visit customers and sales office up to 50% of the time.
• Ability to work with and gain confidence of senior leadership level (internal and external) in a highly collaborative, matrixed organization. The candidate has to have executive presence and the charisma to get things done, managing by influence and remotely.
• Strong strategy focus with continuous improvement mind-set, persistence in delivering results, aligning and executing plans.
• Ability to resolve complex issues in a creative and effective manner.
• Strong influencing and collaborating skills, self-awareness and empathetic leader.
• The ideal candidate is a team player and collaborates easily across a matrix organization. He/she seeks support from segment leaders and functions to optimally meet business objectives. Strong communicator and listener.
• Demonstrates flexibility and is comfortable with a high level of ambiguity (VUCA and ambivalence).
• Exhibits highest level of integrity, exceptional judgement, and bias for action.

Industry Experience

• Working in a B2B environment, and knowledge of industrial automation products and processes.
• Experience beyond selling components. Selling outcomes to customers via technology, solutions, and or services.
• Experience on driving ARR models – Licenses and services which drive annual recurring revenue. Experience implementing LAER concepts is a plus -Land, Adopt, Expand and Renew. Working with customer success and customer care.
• Working with all levels of a manufacturing enterprise – CxO, operations leadership, technical leadership, plant leadership and OEM machine builders.
• In depth knowledge of the Germany Industry & Digital players.
• Demonstrated ability to sell at the senior management & executive levels, focusing on the business outcomes and demonstrating the tangible economic value of our products, information software & services.
• Auto/Tire/Life Science / Pharmaceutical / Medical Device / Regulated Industries Consumer Product Goods / Food and Beverage / Packaged Goods

• Assess current mid-term Germany strategy and fine tune plans for accelerated growth in the next five years in alignment with the EMEA regional and global RA strategy.
• Understand our strategic levers and differentiation underlying our growth potential.
• Develop and nurture strategic executive level relationships with focus accounts as well as partners and regional influencers. Ensure appropriate executive sponsorship on the relationship with key customers, channels and business partners. Develop executive relationships and sponsorship within Rockwell Automation including North America.
• Deliver on the annual plan across all business units and build an organization that supports business strategy growth goals. Drive objectives in quarterly and yearly basis and meets high performance KPIs.
• Attract, develop, and retain top talent. Build succession plans by coaching and developing leaders within the region, using the appropriated performance management and development tools to assure employee success and development. Enable the sales organization to adapt to new selling methodologies and tools.
• Lead the Germany sales team of managers to consistently achieve or exceed order and revenue targets. Monitor & report orders, revenue and forecast pipeline monthly via CRM tool to ensure performance goals are met.
• Meet or exceed Germany regional business revenue plans for cybersecurity, software solutions and ARR using a discipline sales process, account planning, funnel management, forecast accuracy and key opportunity tracking.
• Provide direction to the sales and marketing operations team including overseeing programs to research, to monitor competitive activities, provide information, and support to global market managers and the regional sales directors on new products and competitive analysis.
• Is a member of the EMEA Senior Management Team. Collaborates across the matrix organization to drive key initiatives. As a senior representative of the company in the Germany region, is responsible for the coordination and co-management of other functions and businesses, in conjunction with the related functional leaders. Represent RA externally and creates thought leadership by presenting in panels, round tables, and in related industry forums. Help driving brand awareness in the Germany region.
• Will be partnering with functions like Finance, Pricing, Human resources, Marketing, and Sales Operations to execute the strategy and make recommendations specifically to be successful in the Germany region.
• Collaborate with and amplify sales through the broader Global Sales and Marketing and Channel teams. Sell and close major accounts/deals while leveraging the broader RA sales teams.
• Legal Entity Directo