Account Manager OEM
Rockwell Automation · Lyon
Rockwell Automation is a global technology leader focused on helping the world’s manufacturers be more productive, sustainable, and agile. With more than 28,000 employees who make the world better every day, we know we have something special. Behind our customers - amazing companies that help feed the world, provide life-saving medicine on a global scale, and focus on clean water and green mobility - our people are energized problem solvers that take pride in how the work we do changes the world for the better.
We welcome all makers, forward thinkers, and problem solvers who are looking for a place to do their best work. And if that’s you we would love to have you join us!
Job Description
As an Account Manager OEM you will develop and drive commercial growth with OEM manufacturers (heavy equipment builders, industrial systems, and special‑purpose machinery), with a primary focus on sectors such as metallurgy, energy (traditional & renewable), industrial decarbonization, oil & gas, transport & logistics, pumping and compressed air. The role combines new business development, strategic management of major OEM accounts, and the identification of new business opportunities in a highly technical environment.
You will report to the Sales Manager OEM and work on a hybrid schedule from any of our offices in France, including Île‑de‑France (Voisins‑le‑Bretonneux), Lille, Lyon, Clermont‑Ferrand or Nantes.
Your Responsibilities:
Business Development & Strategy
- Define and execute the commercial strategy for the Heavy OEM segment.
- Identify, prospect, and convert high potential new key accounts.
- Analyze market trends to anticipate OEM needs.
- Position technical offerings according to sector challenges (efficiency, reliability, CO₂ reduction, digitalization).
OEM Account Management
- Manage an existing portfolio of OEM customers, ensuring structured and regular follow up.
- Build relationships with engineering departments, procurement teams, and technical leadership.
- Develop annual business plans and negotiate framework agreements.
Technical & Pre Sales Competencies
- Understand and translate the technical requirements of heavy machinery and industrial systems.
- Collaborate with engineering, R&D, and technical support teams.
- Prepare high value proposals, including technological aspects and ROI.
Performance Management & Reporting
- Monitor commercial performance (pipeline, forecasts, margins).
- Deliver structured reporting to the sales leadership.
- Participate in industry trade shows and sector events.
The Essentials - You Will Have:
- Engineering degree (mechanical, industrial, energy…) or Master's in business with technical affinity.
- Minimum 5–10 years experience selling technical solutions or industrial equipment, ideally within an OEM or a technology supplier for OEMs.
- Sector knowledge: Metallurgy, energy, oil and gas, renewable energy, water treatment, compressors/pumps, heavy duty applications.
- Technical understanding of heavy equipment: mechanical / electromechanical systems; metal processing, steelmaking, forming; turbines, engines, energy equipment; pump technologies, compressors, compression/decompression systems; energy‑efficiency and decarbonization solutions.
- Experience with complex OEM sales cycles and major account negotiations.
- Professional proficiency in English.
The Preferred - You Might Also Have:
- Autonomy, entrepreneurial mindset, and results orientation.
- Ability to operate in technical and demanding environments.
- Strong interpersonal skills and ease engaging with senior‑level stakeholders.
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En tant qu'Account Manager OEM, vous développerez et piloterez la croissance commerciale auprès des fabricants OEM (constructeurs d'équipements lourds, systèmes industriels et machines spéciales), avec un focus particulier sur des secteurs tels que la métallurgie, l'énergie (traditionnelle et renouvelable), la décarbonation industrielle, l'oil & gas, le transport & la logistique, ainsi que les solutions de pompage et d'air comprimé. Le rôle combine développement de nouveaux comptes, gestion stratégique de grands comptes OEM et identification de nouvelles opportunités business dans un environnement fortement technologique.
Vous serez rattaché(e) au Sales Manager OEM et travaillerez selon un mode hybride depuis l'une de nos bureaux en France : Île‑de‑France (Voisins‑le‑Bretonneux), Lille, Lyon, Clermont‑Ferrand ou Nantes.
Responsabilités
Développement commercial & stratégie
- Définir et exécuter la stratégie commerciale du segment Heavy OEM.
- Identifier, prospecter et convertir des comptes clés à fort potentiel.
- Analyser les tendances marché pour anticiper les besoins des OEM.
- Positionner les offres techniques selon les enjeux sectoriels (efficacité, fiabilité, réduction du CO₂, digitalisation).
Gestion de comptes OEM
- Gérer un portefeuille existant de clients OEM, avec un suivi structuré et régulier.
- Développer des relations durables avec les bureaux d'études, achats et directions techniques.
- Élaborer des business plans annuels et négocier des accords‑cadres.
Compétences techniques & avant‑vente
- Comprendre et traduire les exigences techniques des équipements lourds et systèmes industriels.
- Collaborer avec les équipes engineering, R&D et support technique.
- Préparer des propositions à forte valeur ajoutée, incluant aspects technologiques et analyse de ROI.
Pilotage & reporting
- Suivre la performance commerciale (pipeline, prévisions, marges).
- Produire un reporting structuré à destination de la direction commerciale.
- Participer à des salons professionnels et événements sectoriels.
Profil recherché – Les indispensables
- Diplôme d'ingénieur (mécanique, industriel, énergie…) ou Master en commerce avec forte sensibilité technique.
- 5 à 10 ans d'expérience minimum dans la vente de solutions techniques ou d'équipements industriels, idéalement chez un OEM ou un fournisseur technologique pour OEM.
- Connaissance des secteurs : métallurgie, énergie, oil & gas, énergies renouvelables, traitement de l'eau, compresseurs/pompes, applications heavy‑duty.
- Compréhension technique des équipements lourds : systèmes mécaniques/électromécaniques, procédés métal/sidérurgie/formage, turbines, moteurs, équipements énergétiques, technologies de pompes, compresseurs, systèmes de compression/décompression, solutions d'efficacité énergétique et de décarbonation.
- Expérience confirmée des cycles de vente complexes (OEM) et des négociations grands comptes.
- Maîtrise professionnelle de l'anglais.
Atouts supplémentaires
- Autonomie, esprit entrepreneurial et orientation résultats.
- Capacité à évoluer dans des environnements techniques exigeants.
- Excellentes qualités relationnelles et aisance auprès d'interlocuteurs de haut niveau.
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What We Offer:
Our benefits package includes …
- 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.
- On-demand digital course library for professional development.
- Comprehensive mindfulness programs with a premium membership to Calm
- Employee Assistance Program
- Personalized wellbeing programs through our OnTrack program
... and other local benefits!
At Rockwell Automation we are dedicated to building a diverse, inclusive and authentic workplace, so if you're excited about this role but your experience doesn't align perfectly with every qualification in the job description, we encourage you to apply anyway. You may be just the right person for this or other roles.
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Rockwell Automation’s hybrid policy aligns that employees are expected to work at a Rockwell location at least Mondays, Tuesdays, and Thursdays unless they have a business obligation out of the office.
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