Manager, Account Sales Representative

Rockwell Automation - Brampton, ON (5 months ago)

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Position Summary

The Manager, Account Sales Representatives is instrumental in establishing and running a new selling team within our North America sales organization. This role requires a leader who can build a new team of results driven Inside Account Representatives to drive sales growth through strong customer relationships. They will execute on their plans in collaboration with the geographic sales RVP staffs and the North America Leader.

Establish an energetic, proactive and results driven team of Territory Inside Account Representatives.
Manage through clear job responsibilities and integration points with Rockwell Automation Tele-Sales, Outside Sales, Sales Operations Support, Customer Care and Services teams as well as our Distributor teams.
Establish Key Performance Indicator values (activities and sales results) to incentivize team members to highest performance.
Conduct resource planning in conjunction with the RVP Staff and North America leader to drive out hiring schedule.
Hiring and on-boarding Inside Account Representatives in alignment with our outside selling processes and teams. Inside Account Representative responsibilities include:
Conducts the necessary planning, collaboration, and sales activities to meet or exceed annual sales goals for assigned accounts.
Establishes a cadence with the selling team to measure progress and make adjustments to sales execution priorities to maximize sales outcome.
Leads the collaboration of resources for customer engagements by acting as a project manager in sales pursuits.
Ensures alignment with the sales execution strategy through continuous interface with both the Rockwell Automation and distributor Sales teams.
Documents the customer pursuit in Dynamics Customer Relationship Management as opportunities progress through the sales cycle.
Taps into customer insights from the Rockwell Automation and our Distributor Partner extended selling teams as well as conduct research leveraging internal sales and marketing tools. Understands the customer's organization as well as the industry to create insights into current and future opportunities for growth.
Collaborates with Rockwell’s marketing organization to deliver relevant content to key account contacts through campaign enablement and execution.
Demonstrate the value of engaging and building a digital relationship with our customers.
Coordinates with the extended team to demonstrate a proof of concept aligned with an identified customer business outcome and with Rockwell Automation’s sales execution strategy.
Ensures a positive customer experience and maintains a positive and healthy relationship through regular communication. Proactively identifies customer issues for resolution and initiates the proper process(es) and communication to resolve.
Ensure onboarding, enablement and training programs support hiring schedule.
Drive change management with team and stakeholders.
Leverage Digital Behavior tools and data across the new organization.
Plan for continuous recruiting and intentional development of the team.

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Qualifications

Basic Qualifications

Bachelor degree
Legal authorization to work in Canada is required. We will not sponsor individuals for employment visas, now or in the future, for this job opening.

Preferred Qualifications:
Bachelor of Science degree in business, marketing, or technical discipline.
3 years sales experience in Business to Business (B2B) enterprise technical sales
Have successfully managed Technical or Software B2B Inside Sales team.
Knowledge of industrial automation business and related product and service offerings
Builder mentality, Self Starter
Superb communication skills
Experience with Linked in Navigator and other social tools
Experience with disciplined sales processes and the use of CRM (Microsoft Dynamics preferred) systems.
Knowledge of and ability to collaborate with various channels to market including Distributors and Systems Integrators.