Job: Sales Engineer Channel and Account

Jobing Description

This position is located in Bismarck ND.

The Sales Engineer, Accounts and Channel is responsible for the development and implementation of sales strategies and plans to maintain and grow the established business at assigned accounts, meet or exceed annual sales goals and grow customer share.

The individual is responsible for establishing and maintaining relationships at assigned accounts and engaging with distributors to ensure effective and efficient utilization of resources.

Responsible for channel performance, sales growth, and business development of Rockwell authorized distributors. Formulate business strategies and plans to grow overall sales and market share. Coordinate activities and resource utilization with others in the Sales organization.

Implement and measure all A-B channel commercial programs. Act as the single point of contact for each assigned distributor.

Essential Functions:
Call on accounts to represent Rockwell Automation capabilities, maintain established business and close new orders.

Analyze accounts and develop an account penetration plan to increase customer share. Update customers on new products and technology as related to customer needs.

Manage the development of assigned distributors and their performance.
Analyze account requirements and develop an account penetration plan with the distributor and account sales engineers to increase market share.

Measure distributor performance and implement distributor performance improvement programs.

Facilitate the implementation of new product launches and promotional programs through the direction of all channel team resources, including the distributor s personnel.

Take an active role in coaching the distributor personnel and evaluating their competency in the support of RA products and services.

Assure that we have a consistent high level of distributor capabilities to serve all customers in the assigned geography.

Develop account relationships at a senior level and establish relationships with other appropriate influences within the customer base.

Solve customer problems with Rockwell Automation solutions.

Utilize branch and district resources to provide appropriate technical expertise to the customer. Coordinate with Rockwell Automation distributors on account strategy as necessary.

Collaborate with Customer Care team in the renewal and expansion of agreements, co-managed objectives and TechConnect transactional agreements.

Coordinate the appropriate resources as necessary to resolve problems involving pricing, product specifications, warranties and product modifications.

Responsible for driving transactional services revenue.

Understand customer processes and business model. Provides application and product domain expertise Capable of recognizing applications, specifying products and creating a bill of material, and assisting distributor with quotes.

Maintain accurate assessment of target and opportunity funnel within the CRM system. Manages sales activities according to Rockwell Automation s CCS process (when appropriate)

Identifies competitive and new business opportunities. Bundles products and services to differentiate offering. Brings the right resources to the table to impact the customer s decision process.

Presents components and solutions to customer (value proposition). Closes an engagement with the customer. Engages the Rockwell Automation account team to plan for and win opportunities.
Minimum Qualifications Bachelor degree in engineering or related technical field or equivalent experience is required. Additional business related degree and/or experience is a plus.

Minimum of 5 years related experience in technical sales is required, or graduate of the Rockwell Automation sales training program.