Position Summary

The Initiative Account Manager is responsible for establishing executive level relationships at assigned accounts and engaging in market making opportunities through the development and implementation of business outcome-focused sales strategies and plans. This individual will acquire new business to meet or exceed annual sales goals and grow market share.

• Owns the account strategy and new, incremental growth within assigned accounts and communicates to extended teams on an account by account basis.
• Identifies, builds and leverages relationships with executives within assigned accounts through direct sales and business development activities
• Establishes a trusted advisor relationship with customers, understands customer processes, business drivers and organization model while providing guidance on customer's strategic initiatives
• Follows the Rockwell Automation sales process: knows assigned accounts, plans for growth, maintains a healthy funnel, drives opportunities to closure and evaluates performance to goal.
• Creates customer business outcomes by translating application knowledge, industry expertise/best practices and development of high-level strategies
• Represents Rockwell Automation capabilities and establishes new accounts and revenue and develops account penetration plans to increase customer share in assigned initiatives.
• Persists in the face of obstacles through collaboration with multiple cross-functional internal and external teams to design and deliver effective, customer-focused solutions.
• Proactively collaborates with the North America Regional Industry Managers and OEM Segment Leaders.
• Qualifies customer opportunities, engages the appropriate resources and coordinates the solution design to impact the customer's decision process and presents solutions to the customer (value proposition).
• Maintains accurate assessment of target and opportunity funnel within the Dynamics Customer Relationship Management system.
• Teams with corporate Contracts and Negotiations group to come to terms with customers. Obtains agreements and prices to support the proposal effort. Negotiates contract terms and conditions (T&Cs), pricing, discounts and allowances.
• Sets and helps manage internal/external partner expectations.
• Ensures thorough familiarity with company policies and procedures. Appropriately applies policies and procedures in compliance with government laws. Policies and procedures include, but not limited to: Standards of Business Conduct, Intellectual Property, Control Environment, Information Protection, ISO 9000 & 14000, government regulations (e.g. health, safety, quality and environmental).