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.

Key Responsibilities & Essential Functions:

• 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

Critical Success Factors:

• 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

Job Requirements/Specifications:

• 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

Work Environment & Physical Demands:

• Consistently works indoors and in the office
• Frequently sitting, working with hands & fingers, talking, hearing, works with others, and customer contact
• Sometimes standing, walking, and works alone
• Occasionally lifting, carrying, pushing, bending at the waist, twisting upper body, kneeling, crouching, reaching, driving, non-standard shift work and extended day

The above statements are intended to describe the general nature and level of work being performed by an incumbent. They are not intended to be an exhaustive list of activities, duties or responsibilities. Incumbent may be asked to perform other duties as required.

Several factors are considered in making compensation decisions at Van Meter; including but not limited to education, skill sets, work experience and training, and other business and organizational needs. Please note that compensation may be below the lower end of the range when the minimum requirements of the role are not met and the higher end is reserved for candidates with extensive experience and qualifications that exceed the requirements of the role.

Van Meter offers a comprehensive benefits package, including medical, dental, and vision insurance, pet insurance, company paid life and disability insurance, paid time off including holidays, 401(k) with company match and an Employee Stock Ownership Plan.

Van Meter is an EOE/M/W/Vets/Disability Employer