Account Manager - End user

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

This is a sales position where you will help develop and execute strategic growth plans for Rockwell Automation's Water, Wastewater, Power and Utilities customers in South Africa.

In your daily work, you will grow sales, develop all customer relationships, identify new business opportunities and progressively take ownership of an assigned portfolio of accounts.

You will work with customers to understand their operational, technical and our challenges and connect these needs to Rockwell Automation's portfolio of automation, electrical, digital and lifecycle service solutions.

Work in collaboration with a team of technical consultants, product specialists, Information Solutions specialists, Lifecycle Services teams, system integrators, distributors and other partners. You will participate throughout the sales cycle, from identifying and qualifying opportunities through solution development, proposals and negotiations to delivery, service and future modernization opportunities.

You will build relationships across the customer organization, from engineers, maintenance and operations teams to procurement, project managers and senior decision-makers.

This role is suited for an early-career technical professional who want to develop into a successful Account Manager. We are looking for someone with a technical foundation, customer orientation, commercial curiosity, experience putting yourself in the mind of the customer and the desire to grow.

You will report to a Sales Manager.

Your Responsibilities:

• Focus on selling the Connected Enterprise. Rockwell Automation's portfolio includes products, solutions, and services across industrial automation, control systems, variable speed drives and motor control, industrial networks, digital solutions, OT cybersecurity, and Lifecycle Services.
• Develop knowledge of the Water, Wastewater, Power and Utilities sectors, including customer operations, installed base, our priorities, planned projects and industry challenges.
• Take progressive responsibility for a portfolio of all and development customers.
• Build longstanding customer relationships. Maintain clean records of sales outreach and contacts in a CRM. These records should include levels such as engineers, maintenance teams, operations, Site Managers, Engineering Managers, Project Managers, Procurement, and senior decision-makers.
• Conduct regular customer and site visits to understand processes, applications, operational challenges and future investment requirements.
• Identify and qualify new sales opportunities and develop a healthy and sustainable opportunity pipeline.
• Support and progressively lead customer opportunities from initial engagement and needs identification through solution development, quotation/proposal, negotiation, delivery and follow-up.
• Work with Rockwell Automation technical consultants, industry specialists, product specialists, Lifecycle Services, Information Solutions and solution delivery teams to develop the appropriate solution for each customer.
• Collaborate with distributors, system integrators, OEMs, EPCs, consulting engineers and other ecosystem partners.
• Help develop account plans, partner maps and growth strategies for assigned customers.
• Maintain accurate customer, opportunity, activity, pipeline and forecast information within Rockwell Automation's CRM and sales management processes.
• Develop technical and commercial competence to conduct preliminary customer discussions and identify when you should engage specialist resources.
• Follow up on customer and internal commitments.
• Develop your technical, industry, commercial and account-management capability through coaching, mentoring and Rockwell Automation learning programmes.

The Essentials - You Will Have:

• A National Diploma or Diploma in a technical field is acceptable. It could also be an Advanced Diploma, BEngTech, BEng, or BSc Engineering. The diploma or degree must be in a relevant technical discipline, such as Electrical Engineering, Electronic Engineering, Mechatronics, Instrumentation, Control & Automation, Mechanical Engineering, or Chemical/Process Engineering.
• Approximately 3 years of relevant experience in an engineering, technical, project, service, application, sales or customer-facing environment.
• Experience in the Water, Wastewater, Power, Utilities or related process industries would be advantageous.
• An interest in developing a career that combines technology, engineering, customers and commercial responsibility.
• Experience in communication with technical and business stakeholders such as engineers, maintenance teams, Site Managers, Operations Managers, Engineering Managers, Project Managers and Procurement.
• Curiosity and willingness to understand customer challenges before recommending solutions.
• A collaborative mindset and the ability to develop an internal network and work within a matrix-based organization.
• Stay up to date with industry trends, with the ability and enthusiasm to learn new technologies, customer applications and commercial concepts.
• Experience in long sales cycles, changing priorities and challenging customer situations.
• A valid driver's license and willingness to travel to customer and project sites within South Africa.
• Legal authorization to work in South Africa.

The Preferred - You Might Also Have:

• Previous experience with a water utility, municipality, power utility, industrial end user, automation supplier, system integrator, OEM, EPC or consulting engineering organization.
• Exposure to water treatment plants, wastewater treatment facilities, pump stations, power generation facilities or other utility infrastructure.
• Knowledge or exposure to PLCs, SCADA, control systems, variable speed drives, MCCs, industrial networks, instrumentation or process automation.
• Exposure to Rockwell Automation technologies or other industrial automation platforms.
• Experience participating in customer RFQs, tenders, quotations, engineering specifications or project proposals.
• Understanding of customers' business and operational plans and contribute to discussions about how automation, digitalization and lifecycle solutions can support their goals.
• Basic commercial awareness, including an understanding of quotations, opportunity pipelines, forecasting, margins and the sales cycle.
• Excellent networking skills.
• Communicate technical concepts to all kinds of audiences.
• Exposure to CRM or sales opportunity management systems.
• Professional involvement with relevant engineering or industry organizations would be advantageous.
• A desire to progressively develop strategic, commercial and financial capability.
• Foster an open, collaborative and inclusive working environment.
• Confidence working with different levels of an organization, with the potential to develop relationships with senior leaders and decision-makers.
• Willingness to receive coaching, learn from experience and improve.

What We Offer:

Our benefits package includes …

• 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.
• On-demand digital course library for professional development
• Comprehensive mindfulness programs with a premium membership to Calm
• Employee Assistance Program
• Personalized wellbeing programs through our OnTrack program

... and other local benefits!

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.

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