POSITION SUMMARY :
This role is technically and customer facing focused. Business planning is led by the Power Business Lead in collaboration with the Automation Manager, while this Power Specialist role is focused on execution of commercial activities aligned with that plan. To support sales growth, leads pre-sale technical, customer facing activities for core products including Component drives, Architecture drives, Packaged drives, MCCs, and Medium Voltage. Provides post-sale support while appropriately leveraging Remote Support and ASP.
Grow the Power Business in OneSource’s Rockwell APR (Orange County, San Diego County, Yuma, Hawaii and El Centro). Ethernet on the plant floor continues to be a rapidly developing market space and opportunity for OneSource and its partners – particularly Rockwell and the various “Encompass Partners program.” The specific Rockwell products this position focuses on are :
- MCC Assemblies
- Medium Voltage Assemblies (MV Drives)
- Low Voltage Drives (VFD’s)
- Stand Alone Drives (Enclosed)
ESSENTIAL DUTIES AND RESPONSIBILITIES : (Include the following)
CRM Funnel- Logging ALL sales opportunities weekly. Maintain the funnel with current comments and action items.Participate in account planning focusing on new customer acquisition and existing customer expansion. Lead the sales force in promoting the solution to existing and new customers with presentations, demonstrations, technical pre-sales and post-sales support.Focuses majority of time on Grow & Protect and Partner Led accounts.Understands how to leverage available commercial programs with customers to drive core product sales.Executes customer facing commercial activities and events such as live demonstrations, remote demonstrations, webinars, and lunch & learns.Collaborates with RA sales, domain experts, distributor sales in order to sell core products.Provides technical, application, and industry training to distributor account managers for core products.Works directly with customers on pre-sale and post-sale engagements.Understands how to navigate RA support infrastructure - quality, pricing, customer care, and technical support.Responds in a timely manner to customer and sales requests, including outside of normal business hours.Creativity / ability to drive customer share.Willing to continuously learn and improve technical competency.Collaborates and supports other specialists within distributor ownership.TECHNICAL COMPETENCIES :
Understands the technical capabilities of core products.Articulates and demonstrates core technologies including Premier Integration, Automatic Device Configuration, TotalFORCE control, CIP motion (PowerFlex 527, PowerFlex 755), and Intelligent MCCs.Uses and demonstrates software including CCW, Studio 5000, Web based simulation tools.Proficient in using RA Cbi, RA foundations, and other remote demonstration / training tools.Understands applications in targeted industries within APR.Understands legacy products and provides modernization guidance from legacy products to latest technology.Uses configuration tools such as Proposal Works to configure core products based on customer requirements and specifications.Provides guidance to customers on the proper installation and configuration of core products.Understands power one-line diagrams and SCCR (Short circuit current rating) requirements.Articulates power and intelligent motor control packaging capability.Willing to continuously learn and improve technical competency.Ability to bundle complimentary / Encompass partner offerings such as motors, cables, and filters to provide a complete solution to the customer.MARKETING COMPETENCIES :
During presentations and demonstrations, articulates core product capabilities and differentiation to customers in a way that is relevant to customer's industry and applications.Understands how to navigate market supply chain for relevant industries with various customer types (contractors, OEMs, SI, engineering firms, end users).Understands the local market and opportunity to convert additional competitive business.Effectively communicates the competitive landscape.QUALIFICATIONS :
EDUCATION AND / OR EXPERIENCE :
Bachelor's degree (B.A or B.S.) from a 4-year college or University; or1 - 3 years' of related experience and / or training; orEquivalent combination of education and experience.REQUIREMENTS :
Must be a self-starter with the ability to work independently and with little supervisionMust demonstrate good time management skillsMust possess strong planning, organizational and execution skillsMust have the ability to set goals and meet deadlinesMust possess excellent customer service skillsMust demonstrate ownership of assigned responsibilities and ability to get the job done correctly and in a timely mannerMust possess a proactive and positive team approach to problem resolutionMust have the ability to establish strong working relationships with co-workers and managementMust have the ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram formRequired Skills Required Experience
