Job Title: RcSI Channel Account Manager Job Code: S022 (professional level 4) Band: Band D Variable plan: Sales Incentive Plan (SIP) Reports to: Channel Manager (UK & Ireland)
Short Role Description
This job description supports the introduction of a new position within the UK Sales Business.
The RcSI Channel Account Manager will have responsibility for
developing, driving and managing the Recognised System Integrator (RcSI) programme within the overall Market Access/Channel strategy;
account managing the UK's portfolio of RcSIs with both sales and technical expertise
ensuring effective communication, engagement and collaboration between all parties;
to accelerate business and customer performance and growth and, foster alignment between RA's vertical industry teams, end user customers and the RcSIs.
Primary responsibility is in managing the RcSI programme and leading the relationship with our RcSIs and sales account managers (who manage the end user and OEM accounts) to ensure sales and operational performance objectives are met, the correct RcSI and customer projects are paired and our customer base grows and progresses for sustainable and profitable growth. Working closely with the Sales Management team, Sales Account Management team, Channel Account Managers and Field Business Leaders/ Commercial Engineering to identify and capture business opportunities via RcSIs with current and new customers, achieve business performance objectives and facilitate corrective action plans if necessary. Drive engagement and communication between RcSIs, vertical sales teams and the UK Distributor for increased collaboration.
The role is based from RA's UK head office in Milton Keynes but will involve travelling throughout the UK. The post holder will be expected to be present at RcSI locations on a frequent basis and also attend Rockwell, Distributor and Channel specific meetings at locations throughout the UK as required. It is likely that the position holder will need to travel within the UK approximately 3 days per week.
Responsible for achieving and exceeding the annual RcSI targets through the maximisation of business opportunities and application of sales and technical expertise, alongside business amplification through preference to use Rockwell Automation products and solutions in none or low specification opportunities
Key liaison and conduit between the RcSIs, Rockwell Channel team (UK and EMEA), Sales teams and Commercial Engineers to ensure effective and reciprocal communication and support driving opportunities and initiatives across all relevant BUs and vertical sales teams
Define and implement local RcSI strategy / roadmap based on common guidelines
Support RcSIs to identify and improve penetration with existing and new customers
Ensure that Rockwell strategy and focus aligns with RcSIs, in order for them to amplify Rockwell's efforts
Implement RcSI commercial programmes
Work with RcSIs and Sales Account Managers to ensure a working funnel for Rockwell business via RcSIs
Re-introduce and lead robust win strategy meetings for new projects and delivery a business case for the selection of RcSI for the project
Work with sales account managers and distributor to increase and maximise attachment and business value within purchasing accounts and identified opportunities
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 growt...h – 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.