Strategic Account Manager EPC (Engineer, procure, construct) - Life Sciences
Location: Ireland / Germany
Reporting to the Life Science Industry Manager EMEA, the strategic account manager EPC (Engineer, procure, construct) organisations will be responsible for building and expanding our relationship & business with EPC organizations working in the Life Sciences Industry.
You will represent Rockwell Automation's comprehensive product, Services and solution portfolio to EPC's to accelerate our growth in Life Science customers.
Responsible for supporting the partnership development with the key EPC influence points and can articulate Rockwell Automation's value propositions at an executive customer level.
Accountable for regular communications and extended team leadership enabling EMEA wide Rockwell Automation sales/support offices to increase the scope of our product line & services penetration.
Facilitates communications between the EPC and the Rockwell Automation leadership and business units.
Develops and Implements the EPC strategy within target accounts across the region.
Interact comfortably with the EPC Account at senior management & executive levels, and convey Rockwell Automation's Solutions & services in a manner which demonstrate tangible economic value, linked to customer business drivers and key performance indicators, and based upon elements of competitive advantage, strategic positioning, shared goals & risks and profitability impact.
Identifies competitive and new business opportunities. Tracks capital investments across the region and coordinates internal resources to win in targeted opportunities.
Develop a trust-based, mutually beneficial relationship with principal customer sponsors of the EPC Account. Must mature and formalize Strategic Account relationship expectations and address all Rockwell Automation Solutions & services with a growth strategy for each that maximizes "customer share" across the EMEA region.
Quickly qualify opportunities in order to efficiently deploy Rockwell Automation resources on high potential activities.
Provide the annual plan for the Strategic EPC Account in coordination and cooperation with geographic Rockwell Automation sales/support, and communicate this plan within Rockwell Automation and to the Strategic EPC Account, including regular progress review's throughout the year.
Must be willing to travel to personally communicate Strategic Account relationship objectives to extended teams, and to engage in strategic account growth opportunities directly with remote resources.
Develops account relationships at an executive level as well as with appropriate influencers within the customer base and understands customer applications, processes, and business model.
Brings the right resources to the table (Rockwell Automation and partners) to impact the customer's decision process and presents solutions to the customer (value proposition).
Negotiates and obtains management approvals for bid investments, bid approvals, contract terms and conditions (T&Cs) and pricing.
Organizes and manages a technical engagement team for identified opportunities and integrates competitive data and strategy into proposals.
We are looking for the best sales talent, who understand and personalize the importance and expectation the company has, with the highest accountability and engagement, performing and delivering to the highest standards. We expect our EPC Strategic Account Manager to become the "go-to" person for Rockwell Automation Sales, Internally, externally, with Partners, teaching others through example and mentoring, demonstrating sense of urgency, willingness to succeed and exceeding expectations.
Rockwell Automation is offering you a unique career opportunity, with great development opportunities. We are proud of our reputation in the marketplace and of the principles and ethics that guide us. We empower our people and provide them with the platform to exceed in their role and invest in their development. This role provides a high level of visibility within the organization.
Bachelor degree in engineering or other related technical field.
5+ years of experience selling control / information solutions / services / consulting into EPC Organization's In the Life Science Industry.
Experience in interfacing and interacting with key stakeholders up to and including the C- Suite.
Skills & Abilities
Ability to sell at the senior management & executive levels, and articulate the value of Rockwell Automation's solutions & services in a manner which demonstrate tangible economic value.
Proven ability to work/thrive within complex matrixed organizations.
Global / EMEA sales experience preferred.
Strong communication skills including written and presentation skills.
High levels of personal & professional integrity.
Track record of delivering and exceeding business objectives.
Inspirational Team Player.
Ability to Influence (executing through others).
Vision (right balance between short term performance vs long term strategic alignment).
Customer intimacy (complex diverse and global stakeholder map).
Diverse communication skills (social media, panels, corporate) and thought leader.
Internal Number: R21-3701
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.