Sales Capture/strategic Pursuits Leader - Paris, France - Rockwell Automation

Rockwell Automation

Entreprise vérifiée

Paris, France

il y a 2 semaines

Posté par:

Sophie Dupont

beBee Recruiter

Description

Rockwell Automation is a global technology leader focused on helping the world's manufacturers be more productive, sustainable, and agile. With more than 25,000 employees who make the world better every day, we know we have something special.

Behind our customers - amazing companies that help feed the world, provide life-saving medicine on a global scale, and focus on clean water and green mobility - our people are energized problem solvers that take pride in how the work we do changes the world for the better.

We welcome all makers, forward thinkers, and problem solvers who are looking for a place to do their best work.

And if that's you we would love to have you join us

Job Description:

Key Responsibilities

Strategic Client, Internal and External

Regularly interacts with "C" level Executives and senior management both internal to RA and with major clients.
Establishes and maintains relationships at an executive level with target accounts and engaging with Rockwell business unit leadership, field sales and RA distributors to ensure effective pursuit strategy and execution.
Partners and collaborates with the sales force on key opportunities to drive the full portfolio of Rockwell Automation products, services, solutions including, network & security, safety, life cycle management, remote monitoring, and support.

Pursuit and Opportunity Management

Lead assigned opportunity from start to finish
Assess and determine levels of support needed based on the opportunity. Assembles the right resources to impact the customer's decision process and presents solutions to the customer (value proposition). This includes Rockwell Automation resources in addition to partners
Confirm all steps of the pursuit process and adhere to producing content of the highest quality
Drive the momentum of the pursuit and lead all members of the pursuit team to make certain that deliverables are met, duties are shared appropriately, and enthusiasm and motivation remain high.
Defines the value proposition for opportunity, also the "influence plan", at the Enduser, Feed EPC, EPC's levels to ensure a winning proposal is submitted. Coordinate the appropriate resources to identify opportunities and integrates competitive data and strategy into proposals.
Leads development of the bidding and pricing strategy, including the solution and delivery model.
Supports the negotiations and facilitates obtaining management approvals for bid investments, bid approvals, contacts terms and conditions (T&Cs) and pricing.
Build a thorough understanding of the customer's expected business outcomes using the Outcome Based Selling method
Responsible for the development and execution of sales/win strategies (using the RA sales tools) and plans to exceed RA growth and performance objectives.
Identifies competitive and new business opportunities.
Analyzes accounts and develops an account strategy and penetration plan with Rockwell field sales and distributor to increase Rockwell share position at assigned accounts.
Customizes multiproduct, multivendor solutions from the Rockwell portfolio and our partner network to deliver economic value add to assigned/target accounts.
Provides project target and opportunity goals to regional account sales to manage funnel for the Customer Relationship Management system.

Analytical/Decision Making Responsibilities

Utilizes understanding of the external marketplace, competitors, capabilities, risks, etc. to determine the appropriate strategy for each pursuit. This can include determining to pursue or decline opportunities.
Participate/Carry out win/loss reviews

Other

Ensures thorough familiarity with company policies and procedures. Appropriately applies Policies and procedures in compliance with government laws.
Policies and procedures include, but not limited to: Standards of Business Conduct, Intellectual Property, Control Environment, Information Protection, ISO 9000 & 14000, government regulations (e.g. health, safety, quality and environmental), and functional policies published on the Rockwell Automation Information Network.