Sales Account Manager

3 weeks ago

Kuala Lumpur, Malaysia Rockwell Automation Full time

**Job Purpose**

The expectation of the **Sales** **Account Manager (North Malaysia - Penang) **role is to drive the total products and solutions - [Intelligent Devices (ITD), Software and Control (SWC)] + Solutions and Services (S&S) sales growth in the assigned geography. Incumbent for this role is responsible for development of new customer accounts as well as increase installed base penetration of existing customer by working with Distributor (DI) and/or System Integrators (SI). Incumbent for the role must embrace the Market Access - Limited Distribution Model and collaborate with our appointed Distributors for mutual Rockwell Automation and Distribution success.

**Key Responsibilities**
- Work closely with Country Manager to establish and implement account plan and strategy (including eco-system) for assigned geography focusing on driving conversion or increasing market share growth.
- Partner with DI/SI/Original Equipment Manufacturers (OEM) as well as Industry Experts to obtain leads on new customers and to convert targeted accounts. Keep abreast with Channel Access to ensure that leads have been contacted/ status of development/ progress.
- Acquire the needed technical competency to hold at least preliminary technical presentations and discussions with customers, so as to understand and fulfill their needs and requirements with Rockwell Automation products, solutions and services.
- Account management for ecosystem SI, maintain high level of engagement through entire SI organization. Ensure success plan is agreed between RA and SI, drive execution of the success plan with support from other RA internal stakeholders.
- Diligently develop and maintain active and health opportunity funnel ensuring that it is at least 4 x value of assigned AOP. Ensure funnel attributes (GDSP) are updated on CRM.
- Plan the Weekly Sales Visit and conduct sales visits to targeted customers on regular basis to build visibility and convert to RA products, solutions and services with targeted customers/stakeholders. Review and update progression of these visits with manager on weekly basis.
- Diligently develop and maintain updated Account Workbook and/or full CRM attributes.
- Keep updated regarding product, services, solutions offering, Industry & customer trends, challenges and initiatives.
- Establish and maintain healthy working professional relationship with stakeholders of the assigned account ecosystem (EU, DI, SI, OEM) through collaborations by conducting meeting/visits on a periodic basis, keeping abreast of their business update/requirements as well as identifying new opportunity for conversion for the RA products, solutions and services. Provide regular feedback to Country Manager as well as share information with internal stakeholders, as relevant.
- Analyze and identify the customer needs & requirements (pain points) through familiarity with Rockwell Products and their values as well as leverage on the relevant internal and channel resources (e.g. Domain Experts, Technical Consultants, SI) to grow share in the existing account and/or to convert new account.
- Initiate and own Win Strategy Call process for major opportunities.- Report and analyze current business levels against annual sales goals and provide the monthly, quarterly and yearly sales forecasts and reviews to the Country Manager in a timely manner.
- Utilize CCS/ Outcome Based Selling method, TCE playbook appropriately and passionate to achieve Black Belt award
- Be accountable for the completion of annual corporate requirements including and not limited to participation in audit, reporting, training, CSR/ employee activities, etc.
- Perform any other relevant duties as and when assigned by the Sales Manager and/or Country Manager, from time to time.

**Skills/ Knowledge/Education/ Experience**

**Skills**:

- Understand how ecosystems work.
- Communication - ability to make appropriate and effective use of spoken and written English to communicate, make presentation and negotiate with diverse individuals and groups across the hierarchy of any organization.

Knowledge
- **
Malaysia Information, Automation & Electrical Industry.**
- EUs, OEM, Contractors, EPC networks
- Commercial terms as well as local and/or regional trade laws of Southeast Asia.

Education
- Bachelor’s degree in Electrical / Electronic Engineering or related discipline.
- Diploma in Engineering or related discipline acceptable with required industry working experience.

Experience
- Ability to work in complex sales environment.
- Matured sales professional with at least 5 years’ work experience in end-user, project and solution selling. **Software selling skills preferred**
- Grow solutions business, able to initiate and maintain EU/EPC/Consultants relationships, follow-up on medium to large project pursuits.
- Able to work in complex sales environments, ability to deal with senior management level of Key Account Management and possess strategic mindset.

LI-JX1

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