
OEM- Key Account Manager
Rockwell Automation
Career Objective
As a sales leader, develop team to plan and execute strategies for sustainable business.
Profile Summary | Industrial Automation: B2B Sales | Total Experience: ~14 Years
- Knowledge of Robotic Applications and Project management for Automotive Industry
- 14 years’ experience in selling technical Turnkey solutions
- Engineering graduate with strong leadership skills gained from hands-on work experience
- Leverage Channel and collaborate with them for mutual success to achieve assigned goals
- Possess people management skills to achieve/exceed personal & professional goals
- Sales of AC drives, Switchgears, Safety Products, CNC/PLC, HMI, IPC, SCADA, Servo & Motion Control systems
- In-Depth knowledge of Level 1-3 automation solution Exposure to Level 4-5 information solutions. (IIOT Solutions).
- Experience in Software Solution Sales, On Edge, On Premise or on Cloud Solution
- In depth exposure to industries like – Automotive, Food & Beverage, Life Sciences (Pharma & Beauty), Printing, Tire & Rubber and Packaging. Exposure to Water W/W, Oil & Gas
- Key management skills – organization, prioritizing, communication, documentation, leadership, team manageme
- Proficient in using MS applications (Word, Excel, PowerPoint, Outlook)
Leadership Attributes: (Ref: 360 Degree Feedback, Globe Smart Test and Caliper Test)
- As a Sales Manager led 5 sales executives to consistently achieve/exceed goal
- Strategic thinking and experience in product and as well as value based solution sells
- Ability for cross functional influencing & communication locally and in global network
- Strong technical/commercial skills with strong business acumen
- Strategic thinking abilities, result oriented and works in collaborative environment
- Market Analysis/Knowledge: Possess ability to analyze market dynamics , worked for tops down and bottoms up market estimation, AOP Planning, vertical segmentation and analysis, growth sectors
IIoT Exposure
Zone | Level | Vendors/Suppliers | IIoT Exposure |
Enterprise Zone (IT) | Level 5 | Networking, IT Integrators | ERP, CRM, SAP |
Level 4 | Software | MES and Control | |
Manufacturing Zone (OT) |
Level 3 |
Automation Software/Hardware Vendors |
Plant historian Detailed production scheduling Administration and control applications Engineering Workstation |
Level 2 Area Control |
Software Vendors/OEM |
Operator interfaces or HMIs Alarms or alerting systems Control room workstations | |
Level 1 Basic Control |
Original Equipment Manufacturers (OEM) |
Discrete – PLC/PAC, Process – DCS Motion Controllers, Servo Drives / Motors AC/DC VFD / Motors Safety Control LV Switchgear |
|
Level 0 Process |
Sensors, Robots Safety LC, Gate Lock Switch, Mats, Scanner Sensors and actuators Distributed I/O (DIO) |
Sales Management Exposure & Key Result Areas(KRA)
- Exposure to OEM and End user business and knows business drivers, KPI’s and processes of both segments
- Sound understanding of the Automation market, Experience of working EPC’s
- Strong knowledge of Rockwell and Siemens product portfolio and various applications in various industry segments
- Experience in managing product business through channels, demonstrated success in achieving business goals
- Strong analytical skills and development of sales / business plans to meet segment / regional objectives
- High degree of business & commercial acumen to understand the business models & ‘EU-OEM ecosystem’
- Number of new account conversions
- Maintaining healthy sales funnel, say to do ratio, forecast accuracy, track weekly customer visits
- Percentage Growth in OEM/Machine share to achieve/exceed year over year growth expectations
- Ratio between Revenue Realization vs resource investment
- Percentage achievement of AOP targets (orders/shipment by Business Unit)
- Leadership to DI/direct team in assigned territory, resulting in sustained and aggressive sales and market share growth
- Create short-medium & long term sales strategies aligned to the strategic business plan of the company
- Drives OEM/machine share in the assigned accounts by conducting periodic reviews of OEM Account profiles (Share Tools)
- Facilitates collaboration between the End User and Industry/OEM/Channel team/s to increase win rate
- Responsible for the successful execution of sales strategies and plans to achieve assigned goals and objectives
- Retention of existing OEM’s and Key Account Management (KAM) for new/target accounts
- Collaborate with BU/Internal organizations while working on development of specification on assigned account package
- Drives initiatives like Focused Account programs (FAP), Drive Acceleration (DAP), Mid-Range, Smart Machines/The Connected Enterprise Initiative
Professional Achievements
- In FY19, Won mid-range sales award from Rockwell Asia-Pacific Management
- In FY19, won multiple projects through collaboration against competitor. Notable Wins: PARI – Ford, Patil Automation – Faurecia, Jendamark – Faurecia, ATS Conveyors – Mahindra, JK – Pluscon – Neel Metals, Warade PackTech – P&G
- In FY19, Wins “Best Technology Partner” award from Patil Automation-Pune for notable contribution in Faurecia projects
- In FY16, FY17 & FY18, consistent YOY 10% growth & In FY19, YOY 80% growth
- In FY18, Recognition by M/s Patil Automation-Pune for “best sales and service support in 2018
- In FY17, Won “Olympian Rookie of the year” award by Rockwell Asia-Pacific Management
- In FY14 & FY15, Successfully lead sales team (5 engineers) to achieve YOY 10% growth
- In 2015, awarded with maximum Tier-1 OEM conversions by Rockwell Automation market access team
- Awarded with a “certificate of excellence for highest monthly order booking” in July 2014. Order booking: 2.2Cr
- Won INR 125 million opportunity from M/s Jindal Polyfilms, Nasik – India
- Average IELTS Scores of 5 (Reading/Writing/Speaking & Listening)
- Successful implementation of OMS (Operational Market Share) initiative for Z2/Z3 conversions
- Successfully assessed by Engineers Australia for a Permanent Residential Visa
Extra Curriculum Achievements
- Joint Secretary of Training and placement student’s association (TAPSA) from 2003-2005 in college
- Successful event management for a 2 day official trip for 50 executives in Feb 2015.
COMPANY WEBSITE: www.rockwellautomation.com