Services Specialist

Summary:

The Services Specialist role plays a crucial part in supporting our purpose of creating lasting value for those we serve by promoting wholistic technical and services-oriented solutions to our customers. This role will collaborate with other Selling Team members to promote services and solutions that solve customer’s business challenges and help them arrive to their desired business outcomes. This role acts as the solution expert for the sales organization by delivering outcome-based messaging to customers at executive and management levels.

The Services Specialist has a broad understanding of all related Van Meter products and services delivery offerings and understands how these solutions can benefit our customers in specific industries. Van Meter’s Industrial Services currently include Rockwell Lifecycle Services, Training offerings, Custom Van Meter Developed Solutions, and National Account Capabilities and Services. However, success in this role will be defined by the ability to understand a customer’s need, develop a wholistic solution provided by Van Meter, and work through execution with appropriate teams.

• Leads the commercial introductions of new services to market including target setting, marketing, performance, and sales management.
• In-depth understanding of Van Meter’s service offerings
• Expertise in manufacturing plant operational processes and understanding of how Lifecycle services solutions can benefit customers in specific industry segments
• Ability to present & communicate complex technical, services, and financial concepts clearly in the customer’s terms
• Lead the sales force in promoting the portfolio to existing and new customers with presentations
• Identify new opportunities within existing and new accounts
• Participate in account planning and sales strategy focusing on new customer acquisition and existing customer expansion to grow our Lifecycle Services business
• 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 Services related growth & commercial strategies
• Proactively provide Sales Enablement on industry trends, how our solutions align and how they deliver desired customer outcomes
• In-depth understanding of the sales process and the ability to lead and execute it effectively
• 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

• A positive work ethic & attitude
• Growth mindset and a desire to continuously learn and improve
• Intrinsically motivated
• Strong interpersonal, communication, and presentation skills
• Comfortable with change & challenge
• Creative thinker
• Self-starter
• Collaborative
• Customer-Focused
• Ability to resolve complex issues in creative and effective ways
• Ability to align and influence critical stakeholders both internally and externally
• Comfortable asking probing questions
• Active Listener
• Able to handle and anticipate objections
• Ability to set, be accountable for and achieve challenging goals & targets.
• Ability to influence, empower, coach, and motivate others
• Ability to prioritize effectively between multiple opportunities & responsibilities
• Knowledge in Industrial Automation
• Technically oriented
• Consistently follows up and follows through
• Ability to learn quickly and relay knowledge to others
• Ability to develop rapport with customers and peers
• Willing to contribute to overall company growth

• Minimum 2 year degree or technical education and equivalent experience required
• Knowledge of and experience with Rockwell Automation preferred
• Minimum of 4 years working with End User manufacturers
• Demonstrated experience and understanding of end-to-end plant financial drivers and operational processes
• Local travel required (approximately 50%) to support customers