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Job Description
Job Summary
This position will be responsible for consistently driving sales that achieve order and revenue goals in SEA for the Connected Services Business suite of offerings.
This includes but is not limited to selling Safety Services in the region. The role requires a proven track record of leading and executing complex sales pursuits as well as client based executive level engagement/consulting. Providing leadership for Safety Services offering in the region by coordinating between Customers, Account Managers and Safety Consultants.
This individual must demonstrate collaboration and cross functional leadership skills, as their responsibilities will also include working with sales territories, sales management, business unit domain experts, and strategic partners to Rockwell Automation. Global collaboration, project coordination, market access and strategy planning will be needed as required.
Job Requirements
Achieve Rockwell Automation Connected Services sales targets, and meet business revenue plans for Safety business.
Directly responsible for meeting and exceeding quota by actively negotiating and bringing opportunities to closure while working with the broader matrixed Rockwell Automation sales teams.
Develop and manage an accurate sales forecast and pipeline of Connected Services opportunities and other related solutions.
Work with Global Account team, COE, PMO, Solution Consultants and Proposal Team to develop Scope of Supply, Bill of Materials, and Contract Requirements for proposals.
Rockwell Automation Connected Services to ensure efficient and effective communications and information flow from sales and pipeline development activities. Effectively translate technical terms into everyday language and properly manage expectations, both internally and externally.
Provide formal regular status reports to sales management which include forecast, pipeline and activity summary information. Monitor & report revenue and pipeline results weekly via CRM tool for assigned Verticals or Geographies to ensure performance goals are met.
It is essential the candidate has a strong foundational understanding or previous experience of products, technologies, and solutions centered on Machine Safety to generate demand, develop and lead complex sales, close opportunities into revenue, and work within all vertical industries within the assigned region.
Must have strong communication & collaboration skills in order to work with Rockwell Automation Product Business Units, Solutions and Services Delivery Teams, Global Sales teams, Sales Leadership, and Key strategic partners.
Must be able to demonstrate and execute sales and business management processes, (Monthly/Quarterly/Annual Funnel Reviews, Target Account Progression, New Customer Generation, Financial Forecasting, Proposal Generation/Revenue Target Review)
Responsible for competency development of territory sales teams, limited authorized distributor sales teams, and customers through conducting regular learning sessions, participate in/coordinate Rockwell Automation lead seminars and trade shows.
Collect, analyze and communicate market data to produce growth strategies, target account planning, which includes deep understanding of competitive landscapes, trends, key wins/losses and service development needs to the BU product management teams.
Achieve and exceed assigned targets in terms of business revenue and management objectives.
Minimum Qualifications
EDUCATION REQUIREMENTS:
BS Degree in Engineering or equivalent experience.
Safety Certification TÜV FS Technicians or equivalent is an added advantage.
EXPERIENCE REQUIREMENTS:
Minimum of 5 years experience in machine safety services or discrete manufacturing safety engineering
Knowledge and firsthand experience in working with safety legislation, e.g. OSHA, IEC, ISO, EN Safety standards (62061, 13849, etc.), or equivalents.
Competency Requirements:
Demonstrated ability to propose and present Safety Services. Strong understanding of machine safety in a manufacturing environment required.
Demonstrated understanding of discrete manufacturing processes, automation design and integration.
Successful candidate should possess strong capability in driving a disciplined process, holding individuals and themselves accountable for results.
Self-started and capable of working with minimal supervision.
Excellent verbal and written communication skills.
Demonstrates time management skills and the ability to manage multiple priorities.
Understanding of financial statements and ability to generate financial justification and ROI calculations for projects required.
Customer/Partner Focus: comprehending the needs and requirements of customers or business partners to provide them with strategic value.
Energy, passion, commitment, and integrity.
Ability to travel extensively (more than 50%), and visit customer plants, compliance with legislation and the customer works and safety rules is mandatory.
Strong knowledge of the industrial services marketplace is required.
Strong commercial skills must be present to interact at all levels of the organization.
Ability to understand Rockwell Automation technology inorder to provide the most effective support.
Ability to convey concepts and ideas to the team, while fostering a sense of ownership and innovation.
Ability to communicate and interact effectively across all levels of the organization.
Ability to present and communicate effectively to a large audience.
Ability to develop relationships of trust and confidence with LCS business groups and key stakeholders within Sales, Control Products and Solutions, and Architecture and Software.
Demonstrates good judgment in selecting methods and techniques for obtaining solutions.
Rockwell Automation