Services Sales Specialist

About the role

Crawford Electric Supply is a company committed to building a relationship with its employees, fostering a fun work environment, and being a business partner to its customers. For the past 30 years, Crawford has been known for its strong culture of growth, opportunity, and innovation.

Responsibilities

• Able to articulate the value of Rockwell Automation's portfolio of Lifecycle Services and Crawford delivered services, utilizing outcome-based selling strategies at all customer levels.
• Responsible for annual planning, selling, use of Sales enablement tools, and driving the business strategy.
• To accelerate business growth within the assigned geography.
• Lead the commercial introduction of innovative solutions and services.
• Set business goals, identify customer targets, present solutions to C-level, Mid-level, and Plant personnel, coordinate sales engagements, consult and advise customers on proposals and pricing strategies, and incorporate value-added services within customer project proposals and product-centric engagements.
• Develop and implement a competency plan to ensure that Inside sales, Account Managers, and Specialists are prepared to maximize market share for this business in the assigned territory.
• Collaborate with cross-functional teams including Marketing, Inside Sales, Account Managers, Specialists, and Operations to meet and exceed targets.
• Provide pre-sale and post-sale support while appropriately leveraging Remote Support and Authorized Services (ASP).
• Understand market trends, business drivers, KPIs (Key Performance Indicators), and competing forces and translate them into customer solutions.
• Build and maintain trusted customer relationships while understanding the different personas within the customer (e.g., buyer vs. influencer) and their business drivers.
• Develop, create, and implement account and territory plans, campaigns, and commercial programs for new and existing business.
• Interface with Rockwell Automation’s Business Leaders and Technical Consultants to facilitate the resolution of quality and delivery issues when necessary and provide feedback to the appropriate Rockwell Automation team relative to product or service gaps, as well as opportunities.
• Lead and support customer-facing meetings and events.
• Respond in a timely manner to customer and sales requests, including outside of normal business hours.
• Travel as required within assigned geography, and for training and events that may require overnight stay and travel outside of your traditional sales territory.
• Acknowledge and maintain compliance with applicable Sonepar, Crawford, and Rockwell Automation policies.

Qualifications

• 4-year degree or equivalent professional experience.
• 5+ years' experience of sales and/or services experience in Industrial Automation, IT, or Software.
• Ability to manage multiple partner and customer relationships while achieving target outcomes.
• Good technical writing, presentation, and communications skills with the ability to present topics to groups of customers and internal peers.
• Ability to identify data trends and utilize the information in the decision-making process.
• Demonstrates professional selling skills, e.g., prospecting, negotiation techniques, preparing for professional meetings, handling customer objections, gaining committed customer relationships.
• Ability to identify and understand market trends and conditions, competitive forces, sales opportunities, and growth through strategic business planning.
• Outcome-based sales experience with an understanding of the important business drivers (key factors and activities that drive the operational and financial results) for industrial customers.
• Deep understanding of Rockwell Automation Lifecycle Services and Automation portfolio.
• Exposure to Industry 4.0, and Smart Manufacturing concepts.

Environment

Note: The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.