The Business Development Manager (BDM) is responsible for influencing and growing Rockwell Automation's specification position and business with A&E (Architecture & Engineering) and EPC (Engineering, Procurement and Construction) firms in the Life Science & Chemical Industry resulting in sustainable year over year growth. The initial focus for this position will be on projects in North America and will require extensive collaboration with the North America sales territories. Global collaboration and project coordination will also be required.
The Business Development Manager will also be responsible for strategy and execution to increase market share through solution providers and end users to meet /exceed sales goals. A strong background in sales, calling on EPC's, consulting firms and process applications and the ability to execute a disciplined selling process with multiple sales team is essential.
Manage a defined process to analyze accounts and develop plans to influence specification position and develop a revenue stream.
Develop senior level relationships with the targeted A&E and EPC firms serving primarily the Life Science & Chemical Industries.
Manage activities to raise awareness on technology, products and solutions.
Represent 100% of Rockwell Automation offerings.
Coordinate with local geographical resources to provide appropriate technical expertise.
Coordinate with Rockwell Automation distributors on account strategy as necessary.
Develop and manage a partner strategy to increase market share in assigned industries.
Coordinate relations between partners and local sales territories.
Execute a disciplined selling process to identify and pursue opportunities.
Identify and establish a strategy to engage the key end users in the assigned industry or geography.
Achieve sales targets for assigned industries.
Develop and maintain a sales funnel to support growth objectives by identifying, creating and qualifying opportunities with EPC's, partners and end users.
Track and regularly report on opportunities and conversion progress.
Facilitate engagement and communication for opportunities that span geographies.
Call on accounts to represent Rockwell Automation capabilities, maintain established business and close new.
Educate the local sales territories and support with industry expertise.
Support customer/internal program reviews. Understand relevant industry standards and customer applications.
Identify customer technical / commercial challenges and engage appropriate resources to bring issues to resolution.
Understand important industry trends and communicate needs to Rockwell Automation Business Units.
Coordinate with marketing groups to assist with industry messaging and collateral.
Participate in professional organizations and support industry events.
EOE, M/F/DISABLE, VET
Rockwell Automation, Inc.