Account Manager Channel
Rockwell Automation
Casablanca
il y a 2j

Job Description

As Account Manager Channel, you are in charge of the business generated by your Business Partners as well as the recruitment of new Partners.

Within the Northern half of Africa, you are responsible for the development of sales of the Rockwell universe through your network of accredited partners.

These sales are linked to products, solutions and digital transformation.

Core focus is to pro-actively manage our sales channel through distribution partners and RCSI. To develop promotional activities and commercial programmes to recruit and grow our non-managed reseller base across the region.

This is a fast-paced, dynamic and extremely high-energy where the Partner / Distribution Sales is expected to have sense of urgency and be very hands on.

They must be committed to customer service excellence and have experience that demonstrates success in an expanding, growth situation.

The successful candidate will likely be an experienced on sales who is comfortable working strategically and tactically with a very consultative sales approach.

You will work closely with the Account End Users, Support and Marketing teams in their respective areas.

Responsibilities :

You establish the Sales and Marketing plans for the various Partners managed and recruited, as well as the training and certification plan for the latter on our products.

All with regular follow-up points.

You ensure your Partners access and proper use of the existing tools of our Partner Program.

You provide reports and dashboards according to Company standards.

You lead the sales and pre-sales forces of our partners by establishing a relationship of trust and close collaboration through training, coaching and field support.

Responsible of the Channel Partners Programm in Nothern Africa.

Responsible for achieving and exceeding the annual sales target through the maximization of business opportunities at the specified accounts.

Responsible for developing and implementing effective account plans for all accounts assigned.

Lead and coordinate the efforts of Rockwell Automation resources in order to provide Rockwell Automation solutions, products and services to the customers.

Coordination, where necessary, of Global, Pan-European and In-Country sales initiatives and activities as defined by Sales Management.

Responsible of executing, directly or in collaboration with other resources the Rockwell Automation sales process necessary to obtain the orders (i.

e. Identify sales and business opportunities, present quotes and proposals, negotiate and close the orders).

Responsible for the preparation and presentation of quotes, sales proposals and contracts to the customer in compliance with Company Policies and Standards, obtaining the appropriated approvals.

Handles objections effectively and manages a pipeline of opportunities, negotiates profitable deals.

Consult with other functions on issues like pricing, product specification, warranties and product adaptation to ensure that we provide the appropriated business and technical solution to the customer need.

Collaborate with all sales teams to increase market penetration, assure sales coverage and provide appropriated order fulfillment.

Develops, uses and share success of concepts and ideas to present Rockwell Automation’s capabilities.

Build effective business relationship with the Accounts through understanding their organization, developing a business relation with senior management, identifying key decision-makers and understanding their business, strategy and directions.

Develop and implement a customer focused sales strategy based on the Rockwell Automation strategy and all relevant customers information to optimize business opportunities.

Focuses on opportunities that support Rockwell Automation’s market strategy

Understands business models and how they can exploited, including the interpretation of financial statements.

Minimum Qualifications :

Bachelor or Master degree in an engineering / technical related field or equivalent, additional education in business administration or marketing is preferred.

Local language skills, plus active English language skills (verbal and written).

Prior minimum 4-6 years experience in a technology-based organization.

Ideal candidate will have a proven track record of success in personally developing channel relationships and programs with measurable, profitable results.

Ability to work into a large group with matrix organization.

Core Competencies

Contributes professional & technical expertise.

Organized, logical and structured approach to business planning and administration.

Ability to function as a proactive problem solver in a dynamic, fast-paced environment.

Expertise in contracting, building and managing effective business partner relationships.

Sense of business judgment in decision-making.

Outstanding verbal & written communication abilities and excellent listening skills are essential.

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