Services Sales Specialist

About Crawford

Crawford Electric Supply is an electrical distributor operating throughout the Southeast U.S. and part of the Sonepar group, the world’s #1 electrical distributor with over 45,000 associates globally. The company is committed to building relationships, fostering a supportive culture, and encouraging professional growth. Known for its innovative thinking and stability, Crawford emphasizes its motto “Whatever it Takes!” through core mindset competencies: Adapt, Dare, and Learn.

Responsibilities

• Articulate the value of Rockwell Automation’s Lifecycle Services and Crawford-delivered services using outcome-based selling strategies at all customer levels.
• Responsible for annual planning, selling, use of sales enablement tools, and driving business strategy to accelerate growth within the assigned geography.
• Lead the commercial introduction of innovative solutions and services, including setting business goals, identifying customer targets, and presenting solutions to C-level, mid-level, and plant personnel.
• Coordinate sales engagements and consult with customers on proposals and pricing strategies, incorporating value-added services within customer project proposals and product-centric engagements.
• Develop and implement a competency plan to prepare Inside Sales, Account Managers, and Specialists to maximize market share 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, leveraging Remote Support and Authorized Services (ASP) as appropriate.
• Understand market trends, business drivers, KPIs, and competing forces, translating them into customer solutions.
• Build and maintain trusted customer relationships, understanding different customer personas and their business drivers.
• Develop, create, and implement account and territory plans, campaigns, and commercial programs for new and existing business.
• Act as a trusted partner to aligned Rockwell Automation Business Units, providing local market intelligence and constructive customer feedback.
• Interface with Rockwell Automation’s Business Leaders and Technical Consultants to resolve quality and delivery issues and provide feedback on product or service gaps and opportunities.
• Serve as a domain expert for the portfolio of services, maintaining and building technical and sales competency through training and regular product updates.
• Lead and support customer-facing meetings and events.
• Respond in a timely manner to customer and sales requests, including outside normal business hours.
• Travel as required within assigned geography and for training and events that may require overnight stays and travel outside of traditional sales territory (up to two weeks annually).
• Acknowledge and maintain compliance with applicable Sonepar, Crawford, and Rockwell Automation policies.

Qualifications

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