OEM Account Manager

Kalypso It Solutions

5 - 9 years

7 - 11 Lacs

mumbai

Posted:2 months ago| Platform:

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Skills Required

automation quality improvement analytical oem sap crm agile market research sales management product marketing salesforce

Work Mode

Work from Office

Job Type

Full Time

Job Description

OEM Account Manager

Pune-India

You will report to OEM Sales Leader

Your Responsibilities:

Achieve AOP targets for orders, shipment & AR through assigned OEM accounts
Maintain detailed account plans for assigned OEMs and work towards enhancing OEM/Machine share
Adhere to Global Disciplined Selling Process (Funnel Strength, Forecast Accuracy) and practise Outcome-based selling .
Leverage GOTC deployment to create strong differentiation and enhance win rate. Leverage domain experts to maintain/increase account share.
Execute growth initiatives in a disciplined manner to enhance attachment business (MR, safety, cubic, VFD and visualisation portfolio.)
Leverage channel network/eco-system for assigned accounts in collaboration with Channel Team.
Work in collaboration with Industry/EU team to improve win rate through push/pull model.
Leverage and participates in marketing events/programmes for demand generation to ensure healthy OEM funnel (3X)
Own the account strategy within the assigned accounts aligning with Industry/OEM BSR and onboard internal stake holders on an account-by-account basis
Ensure compliance to policies and procedures as per Rockwell Automations standards

Key Result Areas:

Achievement of AOP Target (orders/shipment by SBU, Z category)
Maintain sales funnel rate and forecast accuracy following the plan (Funnel Strength and Forecast Accuracy)
Percentage Growth in OEM/Machine share in assigned account
Percentage Achievement for identified growth initiatives like Safety, Drives, Mid-range and Software attachment (target vs actual)
Marketing Linkage in opportunity Funnel to measure ROI on demand generation programs (No of customers attended vs. Planned, No of Z3/Z4 customers amongst attendees)

The Essentials - You Will Have:

Bachelors degree in engineering
10+ Yrs exp in relevant industry sales experience or equivalent training, automation industry
- Product: Intermediate level of expertise in Business Development activities in Process, and Services & Solutions
- Industry: Intermediate level of expertise in Industry Knowledge, Market Research & Analysis (Market & Economic Trends, Customer Buying Behaviour, Competitor Research) and Project / Implementation Management,
- Behavioural: Training Skills, Selling Fundamentals (Listening, Analytical, Problem Solving, Lead Qualifying, Negotiating, Persevering, Closing) and Project Sales Strategizing
Collaborates & Teams Effectively - Taking the initiative to work with others to achieve business goals
Communicates Effectively - Speaking, listening and responding in ways that support both relationships and results
Adds value for customers & partners - Creating a positive customer experience, and supporting others to do the same
Attains Results - Planning and executing in simple, effective ways to consistently achieve desired outcomes, holding self and others accountable for doing same
Drives Productivity - Improving quality, increasing efficiency and eliminating waste
Drives Growth - Directing efforts that significantly increase revenue, margins, brand equity, markets served and/or market share, as well as ensuring our talent and systems can support that growth

The Preferred - You Might Also Have:

Use platforms like Salesforce, SAP CRM, or similar tools for managing sales pipelines and customer relationships
Work with product, marketing, and engineering teams to align strategies and provide customer-centric solutions.

What We Offer:

Our benefits package includes

Comprehensive mindfulness programs with a premium membership to Calm
Volunteer Paid Time off available after 6 months of employment for eligible employees
Company volunteer and donation matching program Your volunteer hours or personal cash donations to an eligible charity can be matched with a charitable donation.
Employee Assistance Program
Personalized wellbeing programs through our OnTrack program
On-demand digital course library for professional development

... and other local benefits!

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#LI-NB1

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