ACCOUNT MANAGER – CSM (Customer Support & Maintenance)
Position Summary: To promote the sales of Rockwell Automation customer support and maintenance business to prospective and existing customers, establishing solid and long term business relationships with the customers and creating profitable business growth. The position holder is responsible for meeting or exceeding the CSM business targets of the assigned geography through engaging, supporting other sales resources and providing strategic direction.
Reporting structure: Reporting to Sales Manager operationally and functionally to CSM Country Management
Principal duties and responsibilities:
Responsible for achieving and exceeding the annual sales target through the maximization of business opportunities in the assigned geography. Depending on the local account structure the individual may be personally assigned to CSM accounts
Responsible for developing and implementing effective account plans for all accounts assigned
CSM business consultant for the Regional Sales/CSM Business Manager and supports the implementation of the company strategies
Supports Account Managers and Sales Resources in customer activities and is the coordination point for all product marketing activities within the defined geography
Supports skill development of direct and indirect sales force through product updates, training on new technology, etc.
Supports the value transformation from technical features into commercial values, develops and implements assisting tools
Supports the sales organization in all price related areas and manages the related processes
Supports the company's business planning process (AOP, Forecast etc.)
Establish, develop and maintain commercial relations through visits, telephone calls and correspondence with selected accounts, promoting Rockwell Automation CSM business
Build effective business relationship with accounts through understanding their organization, developing a business relation with senior management, identifying key decision-makers and understanding their business, strategy and directions
Develop a customer focused sales strategy to optimize business opportunities
Has a complete understanding of the CSM market in the local market place. Understands and capitalizes on RA strengths, understand RA weaknesses and propose corrective actions
Takes initiative and ensures continuous market analysis and market intelligence to identify new market opportunities or corrective actions in existing markets
Develops, in conjunction with the sales management, appropriate account plans to define business opportunities for CSM offerings, and determine activities required to grow the business
Ability to set and achieve challenging targets
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 (i.e. Marketing Manager), optimizing his/her activities by using these tools intensively
Ensure the right level of business information exchanged within the organization
Ability to set priorities that maximize revenue and profitability
Coaches others to improve performance
Keeps skills and knowledge in all areas (technical and commercial) up to date
Responsible to engage other Account Manager, Sales and/or CSM Management in the specific selling approach for certain areas
Provides timely information to support effective management of the business to all levels
Excellent communication to foster an open environment
Identifies key issues from information gathered
Demonstrates behavior in accordance with Rockwell Automation values
Acts with highest integrity in all areas
Ability to motivate others and him/herself.
Internal Number: 2599366
About Rockwell Automation
When you choose Rockwell Automation, you join countless talented employees who have helped us establish our leadership position in the automation industry over the past century.
You join a diverse, inclusive and global community with a passion for innovation. A place where you can partner with great minds and inspiring people. And a corporation backed by the financial strength that drives growth – and career opportunities.
As much as we focus on our customers, we know our employees are key to our success and future. Helping you develop a rewarding career is a top priority. Because when you succeed, we succeed.