Summary:
This role plays a crucial part in supporting our purpose of creating lasting value for those we serve by providing wholistic technical solutions to our customers. This role will collaborate with other selling team members to provide customers with Smart Machine solutions that help solve their business challenges and arrive to their desired business outcomes.
This role is responsible for supporting Van Meter’s sales efforts in complex opportunities by providing solution expertise in our OEM customer segment. This role acts as the solution expert for the sales organization by delivering outcome-based messaging to customers at executive and management levels. A deep understanding of Van Meter’s Smart Machine solutions and how these solutions can benefit our customers’ business is required.
Key Responsibilities & Essential Functions:
Broad understanding of Van Meter’s solutions & capabilities
In-depth understanding of the OEM and Machine Builder industry segment- industry trends, customer challenges and desired business outcomes.
Expertise in Van Meter/Rockwell’s Smart Machine solutions and understanding of how these solutions can benefit customers in various industry segments.
Solutions include: Motion Control, Robotics, Mechatronics, Independent Cart, Smart Devices, Digital Transformation Solutions
Assigned to key conversion opportunities in their area of expertise and industry focus.
As part of the Van Meter Selling Team focusing on advancing key conversion opportunities through the stages of the Sales Process.
In-depth understanding of the OEM sales process and the ability to lead and execute it effectively
Ability to present & communicate complex technical concepts clearly in the customer’s terms
Identify new opportunities within existing and new accounts
Participate in account planning and sales strategy focusing on new customer acquisition and existing customer expansion in the OEM Segment
Competitive Intelligence - be able to analyze competitive solutions & strategy and position our solution and value proposition accordingly.
Actively seek out and participate in both formal and informal training opportunities to continuously develop skills.
Advise team members on solution development, proposal generation and validation.
Support Van Meter’s growth & commercial strategies
Proactively provide Sales Enablement on industry trends, how our solutions align and how they deliver desired customer outcomes
Keep sales activity, sales process milestones and customer relationship management data up to date in CRM
Identify gaps in Van Meter’s offerings and provide feedback to Product & Business Managers
Critical Success Factors:
A positive work ethic & attitude
Growth mindset and a desire to continuously learn and improve
Intrinsically motivated
Strong communication & presentation skills
Comfortable with change & challenge
Creative thinker
Collaborative
Customer-Focused
Ability to resolve complex issues in creative and effective ways
Ability to align and influence critical stakeholders
Comfortable asking probing questions
Active Listener
Able to handle and anticipate objections
Ability to set, be accountable for and achieve challenging goals.
Ability to influence, empower, coach, and motivate others.
Ability to prioritize effectively between multiple opportunities & responsibilities simultaneously.
Technically oriented
Consistent follow up and follow through
Ability to learn quickly and relay knowledge to others
Ability to develop rapport with customers and peers
|
Click here for technical assistance.
.png)