The End User Sales Manager is responsible for the leadership of a sales team, resulting in sustained, aggressive sales and market share growth for assigned products, solutions and services. This individual develops and implements sales strategies and plans, to achieve annual goals and objectives. The Sales Manager is accountable for managing the day-to-day sales within the assigned territory, including accountability for executing commercial programs, while working closely with extended resources. This role has responsibility for a large customer base ranging in account size and for managing through their direct sales staff to drive sustainable growth.
This End User Sales Manager role will focus on the pharmaceutical industry. Knowledge of selling into the pharmaceutical industry is a key requirement. Strong understanding of the various processes (such as weigh and dispense, recipe management, API, secondary manufacturing, electronic batch records) that are leveraged within the industry is required. Understanding of the regulations and guidelines required in pharma manufacturing along with an understanding of the digital transformation and smart connected operations including the digital thread, analytics and manufacturing execution systems is desired. Experience with emerging biotech through commercialization would be a plus.
Leads a team of End User Account Managers. Executes a Disciplined Sales Process with account managers to ensure sufficient opportunities exist to achieve or exceed annual sales goals. Develops strategies and plans to develop long-term customer relationships/advocacy and leverage resources to the highest priorities in order to maintain and create demand.
Establishes/monitors account packages for Sales Account Manager; ensures they are focused on the most impactful account opportunities.
Recruits, develops and effectively performance manages a competent and engaged staff capable of exceeding assigned annual sales goals.
Supports employee development by investing time and resources for both formal and informal training and executes development plans/opportunities for the team.
Clearly articulates and teaches the Rockwell Automation Connected Enterprise message to Sales Account Managers.
Demonstrates/Role models expertise in targeted industries and applications to the sales teams at targeted accounts.
Develops and maintains key executive relationships for long term business success.
Engages at key customers and opportunities to ensure Rockwell Automation's best chance for success.
Coordinates cross territory/region/country pursuits with appropriate sales teams and partners.
Analyzes local market information and provides ongoing local market intelligence to help develop targeted accounts, monthly sales activity reports, forecasting and ad-hoc feedback.
Documents the competitive landscape by geography, customer type and segment with a pursuit strategy to develop and defend our position.
Effectively communicates and collaborates with the Sales management team and corporate management regarding dynamics, performance and sales opportunities.
Ensures through 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).
Bachelor's degree or equivalent work experience
Legal authorization to work in the US is required. We will not sponsor individuals for employment visas, now or in the future, for this job opening.
5 years management experience with 6-8 years of selling into the pharmaceutical industry.
Software Industry Experience
Bachelor of Science degree in an Engineering or Business discipline. Additional business-related degree/experience preferred.
Prior experience in sales, industrial distribution, systems integration or an engineering firm.
Previous experience managing a sales team or leading distributors.
Experience working with all levels of pharmaceutical customer including executives, management, and engineers.
Valid driver's license.
Ability to travel locally greater than 50% of time.
This is a summary of the position's responsibilities and does not reflect the entire scope of work expectations.
We are an Equal Opportunity Employer including disability and veterans.
If you are an individual with a disability and you need assistance or a reasonable accommodation during the application process, please contact our services team at +1 (844) 404-7427.
Internal Number: R21-1886
About Rockwell Automation
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 growth – 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.