Strategic Account Manager Life Science

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Job Description

Strategic Account Manager - Life Sciences

Location Ireland, UK.

Position Summary

The Life Sciences Strategic Account Manager will be responsible for building and expanding the business with our most important customers, representing Rockwell Automation’s comprehensive product, services, software and solutions portfolio to a Strategic Account customer who has made a substantial business commitment. Responsible for supporting the global partnership development with the Strategic Account’s corporate influence points and can articulate Rockwell Automation’s value propositions at an executive customer level. Accountable for regular communications and extended team leadership enabling EMEA wide Rockwell Automation sales/support offices to increase the scope of our product line & services penetration. Facilitates communications between the Strategic Account and the Rockwell Automation leadership and business units.

Responsibilities/Accountabilities

Represent all of Rockwell Automation’s products, solutions & services (to critical Rockwell customer). Interact comfortably with the Strategic Account at senior management & executive levels, and convey Rockwell Automation’s products & services in a manner which demonstrate tangible economic value, linked to customer business drivers and key performance indicators, and based upon elements of competitive advantage, strategic positioning, shared goals & risks and profitability impact. Effectively promote business growth through indirect management of extended teams, affording a balanced selling effort at multiple customer levels of the Strategic Account. Must be able to team with, find compromise, and build consensus with Field Sales Management, during the process of leveraging extended geographic sales team. Develop a trust-based, mutually beneficial relationship with principal customer sponsors of the Strategic Account. Must mature and formalize Strategic Account relationship expectations and address all Rockwell Automation products & services with a growth strategy for each that maximizes “customer share” across the EMEA region. Quickly qualify opportunities in order to efficiently deploy Rockwell Automation resources on high potential activities. Ensure that the Strategic Account has access to all Rockwell Automation resources by establishing excellent working relationships with the product groups/divisions, geographic sales management, international and senior management. Participate in the Strategic Account’s manufacturing, planning, and implementation teams to provide control/information input at an early stage, and via this participation, recommend strategies/tactics to Rockwell Automation which will benefit the Strategic Account. Identify new growth opportunities in products, solutions and services for the mutual benefit of Rockwell Automation and the Strategic Account. Provide the annual plan for the Strategic Account in coordination and cooperation with geographic Rockwell Automation sales/support, and communicate this plan within Rockwell Automation and to the Strategic Account, including regular progress review’s throughout the year. Work with the Strategic Account to expand Rockwell Automation’s presence in EMEA, and to deliver consistently across geographic boundaries. Must be willing to travel to personally communicate Strategic Account relationship objectives to extended teams, and to engage in strategic account growth opportunities directly with remote resources. With Strategic Account active participation and approval, must periodically define mutually agreeable opportunities to leverage Strategic Account applications or solutions and communicate/publish these successes as ‘reference stories’ for industry/global selling efforts.

We are looking for the best sales talent, who understand and personalize the importance and expectation the company has, with the highest accountability and engagement, performing and delivering to the highest standards. We expect our Strategic Account Manager to become the “go-to” person for Rockwell Automation sales, internally, externally, with partners, teaching others through example and mentoring, demonstrating a sense of urgency, willingness to succeed and exceeding expectations.

Rockwell Automation is offering you a unique career opportunity, with great development opportunities. We are proud of our reputation in the marketplace and of the principles and ethics that guide us. We empower our people and provide them with the platform to exceed in their role and invest in their development. This role provides a high level of visibility within the organization.

Minimum Qualifications

• Bachelor degree in engineering or other related technical field.
• 5+ years of experience selling automation / control / MES / software / information solutions / services / products and consulting in Digital Transformation into the Life Sciences industry.
• Experience in interfacing and interacting with key stakeholders up to and including the C- Suite
  
  

Skills & Abilities

• Ability to sell at the senior management & executive levels, and articulate the value of Rockwell Automation’s products, solutions & services in a manner which demonstrate tangible economic value
• Proven ability to work/thrive within complex matrixed organizations
• Global / EMEA sales experience preferred
• Strong communication skills including written and presentation skills.
• High levels of personal & professional integrity
• Track record of delivering and exceeding business objectives
• Strategic Thinking
• Inspirational Team Player
• Ability to Influence (executing through others)
• Vision (right balance between short term performance vs long term strategic alignment)
• Disciplined governance
• Customer intimacy (complex diverse and global stakeholder map)
• Diverse communication skills (social media, panels, corporate) and thought leader
  
  

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