Account Manager, End User

4 days ago

Randburg, South Africa Rockwell Automation Full time

To promote the sales of Rockwell Automation solutions, products and services to prospective and existing customers from within a defined sector, customer portfolio or geographical area in line with the sales strategy. This includes maintaining long term business relationships and the creation of profitable sustainable business growth, including the pull-through of all Rockwell Automation’s businesses. To report back to the Sales Manager on the progress of all accounts. To ensure collaboration, coordination and communication with the local distributor branches in their geographical area in terms of sales strategy, account management, operational business plan, new customer business development opportunities and vertical industrial segment knowledge.

**Key Responsibilities**:

- Growth of customers in Namibia, Botswana, Mozambique, Tanzania, Madagascar & Mauritius.
- Manage a portfolio of customer accounts to include existing and development Accounts.
- Guide others to ensure sales proposals and contracts are delivered to the customer in compliance with Company Policies and Standards, obtaining the appropriate approvals
- Consult with other functions on issues like pricing, product specification, warranties and product adaptation to ensure that we provide the appropriate business and technical solutions to meet the needs of our customers
- Collaborate with all internal and external sales and support teams to increase market penetration, assure sales coverage and provide appropriated order fulfilment
- Develop, use and share concepts and ideas that demonstrate Rockwell Automation’s capabilities
- Build effective business relationship with Accounts through understanding their organization. Developing business relations with senior management, identifying key decision-makers and understanding their business, strategy and direction
- Ensure a focus on opportunities that support Rockwell Automation’s market strategy
- Understands business models and how they can be exploited, including the interpretation of financial statements.
- Overall account coordination, and implementation of strategic sales tools to ensure world effective approach to opportunity pursuit “Win Strategy”
- Share and drive information about new potential Accounts with Sales Management for further analysis
- Takes initiative in response to changing circumstances within the organization or markets
- Report any information relative to competition or market trends and new competitive product developments to the appropriate resources through standard required reporting formats
- Utilization and up-to-date maintenance of the sales and customer relationship management tools (CRM i.e. Dynamics), optimizing activities by ensuring update to these tools in a timely manner
- Keeps skills and knowledge in all areas (technical and commercial) up to date

**Skills, Knowledge, Experience and Education**
- Diverse communication skills (social media, panels, corporate)
- Similar previous job with exceeding business objectives
- Ability to Influence key customer decisions
- Relevant Industry Knowledge (O&G, Mining, Cement, F&B)
- Experience in account management and development
- Able to demonstrate collaborative working, able to deliver results in a pressured environment
- Proven ability to work/thrive within complex matrixed organizations, Global / EMEA sales experience preferred
- Customer intimacy (complex diverse and global stakeholder map)
- Experience in Process Solution, Electrical part LV/MT, and IT & Software focused background
- Strong communication skills including written and presentation skills.
- Disciplined governance
- Bachelor's degree in engineering or another related technical field

**Temperament**
- Consistently engage collaboratively across both internal organization and Customer functions
- Work as a ‘Hunter’ be inquisitive and probe the customer for information
- Able to reverse complex situations
- When faced with difficult situations; always remains calm and collected
- Understands and demonstrates the importance of maintaining good customer relations

**Information Processing Capability (Factors of Complexity)**
- Forecasting and Planning ability
- Utilizing and reviewing CRM data

**Accepts Role Requirements**
- Travel will be required throughout your region, travelling to Customer and RA sites, with several nights spent away each month, a driving license is required.
- Working hours of Sales staff can require flexibility
- Willingness to Network with decision makers
- Build Partnerships
- Demonstrates ability to add value both internally and externally.
- Positive Outlook

**Key Performance Metrics**
- Will support the Growth & Performance Strategy by working toward achieving/exceeding own targets as well as those of the Account Managers in their team
- Delivery of Account growth in F20 across Rockwell Automations full portfolio
- Develop 10 new clients per fiscal year.
- Create a strong ecosystem to accomplish signifi

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