Sales Manager, Strategic Accounts 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
As the Sales Manager, Strategic Account EMEA – Life Science, you will lead a high-performance sales team, resulting in sustained sales and market share growth for assigned strategic accounts and customers. In this regard, you will develop and implement sales strategies and plans, to achieve strategic goals. You will oversee global partnership development with the Strategic Account’s corporate influence points and communicate Rockwell Automation’s value propositions at an executive customer level. You will be responsible for regular communications and team leadership helping worldwide geographic Rockwell Automation sales/support increase the scope of our product line, solutions and services reach. You will facilitate communications between the Strategic Account and the Rockwell Automation Product Groups/Teams and Departments.
You will report to the EMEA CPG & Life Science Sales Director Strategic Accounts, and be located in any major European hub.

The responsibilities - You will do:

• Lead a team of Strategic Account Managers responsible for our most import Life Science accounts.
• Implement a Disciplined Sales Process with account managers and partners to ensure opportunities exist to achieve or exceed annual sales goals.
• Develop strategies and plans to create new opportunities through global marketing programs, target accounts and other activities that create demand.
• Recruit, develops and performance manages an experienced and engaged staff that can exceed assigned annual sales goals within the Strategic accounts.
• Support employee development by investing time and resources for both training and executes development plans/opportunities for the team.
• Articulate and teach the Rockwell Automation Connected Enterprise message to Strategic Account Managers, using OT/IT convergence and our partnerships.
• Maintain important executive relationships for long-term success.
• Sponsor and Work with the Strategic Account at senior management and executive levels and convey Rockwell Automation’s products and services in a consultative outcome-based approach that help customers achieving their goals through a great experience, following their goals, and based on competitive advantage, strategic positioning, shared goals & risks and profitability impact.
• Promote business growth of extended teams, affording a balanced selling effort at multiple customer levels of the Strategic Account.
• Demonstrate capabilities to team up and align by gaining agreement with Geographical Sales leadership.
• Develop a trust-based, mutually beneficial relationship with principal customer sponsors of the Strategic Account.
• Improve and formalize Strategic Account relationship expectations and address all Rockwell Automation products and services with a growth strategy for each that maximizes “customer share” across all global regions.
• Qualify and prioritize high impact opportunities to deploy Rockwell Automation resources on activities.
• Ensure that the Strategic Account has access to all Rockwell Automation resources by establishing excellent working relationships with the product groups/teams, geographic sales management, international and senior management.

The essentials - You will have:

• Bachelor’s degree in an Engineering discipline.
• Prior experience in technical sales, industrial distribution, systems integration or an engineering firm.
• 5+ years of management experience in Life Science Industry.
• Software Industry and Digital Transformation experience.

The preferred - You might also have:

• Additional business-related degree/experience.
• 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 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.
• Work with all levels of a manufacturing enterprise – CxO, operations leadership, technical leadership, plant leadership and OEM machine builders.
• Sales experience at the senior management and executive levels.
• Global sales experience.
• Valid driver’s license.
• Ability to travel domestically and internationally 50% of time.

What we offer:

• Comprehensive mindfulness programs with a premium membership to Calm
• Volunteer Paid Time off available after 6 months of employment for eligible employees
• Company volunteer and donation matching program – Your volunteer hours or personal cash donations to an eligible charity can be matched with a charitable donation.
• Employee Assistance Program
• Personalized wellbeing programs through our OnTrack program
• On-demand digital course library for professional development

At Rockwell Automation we are dedicated to building a diverse, inclusive and authentic workplace, so if you’re excited about this role but your experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyway. You may be just the right person for this or other roles.

• Lead a team of Strategic Account Managers responsible for our most import Life Science accounts.
• Implement a Disciplined Sales Process with account managers and partners to ensure opportunities exist to achieve or exceed annual sales goals.
• Develop strategies and plans to create new opportunities through global marketing programs, target accounts and other activities that create demand.
• Recruit, develops and performance manages an experienced and engaged staff that can exceed assigned annual sales goals within the Strategic accounts.
• Support employee development by investing time and resources for both training and executes development plans/opportunities for the team.
• Articulate and teach the Rockwell Automation Connected Enterprise message to Strategic Account Managers, using OT/IT convergence and our partnerships.
• Maintain important executive relationships for long-term success.
• Sponsor and Work with the Strategic Account at senior management and executive levels and convey Rockwell Automation’s products and services in a consultative outcome-based approach that help customers achieving their goals through a great experience, following their goals, and based on competitive advantage, strategic positioning, shared goals & risks and profitability impact.
• Promote business growth of extended teams, affording a balanced selling effort at multiple customer levels of the Strategic Account.
• Demonstrate capabilities to team up and align by gaining agreement with Geographical Sales leadership.
• Develop a trust-based, mutually beneficial relationship with principal customer sponsors of the Strategic Account.
• Improve and formalize Strategic Account relationship expectations and address all Rockwell Automation products and services with a growth strategy for each that maximizes “customer share” across all global regions.
• Qualify and prioritize high impact opportunities to deploy Rockwell Automation resources on activities.
• Ensure that the Strategic Account has access to all Rockwell Automation resources by establishing excellent working relationships with the product groups/teams, geographic sales management, international and senior management