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Emerson Process Management- HEIC HAS THE FOLLOWING OPPORTUNITY
Title: Industry Sales Development (ISD) Lead
Location: Calgary, Houston or Austin
For information, or to apply: To apply, email your resume to Claudine.Lussier@emerson.com. Current Emerson employees please include a note indicating your current job/division/location.
Primary Purpose
The Industry Sales Development Lead is accountable for achieving the Industry Center orders budget for a customer or group of customers. The ISD Lead will drive the growth, market share, and profitability of key accounts through planning and pursuit strategies in coordination with LBP's, PSS and Emerson Sales Management.
Position Requirements
This position is located in Calgary, Houston or Austin. Travel requirements vary by territory but could be expected to average 10-35%.
Areas of Accountability
1. Account Pursuit and Penetration
- Develop strategy and plan for penetration and/or growth into identified Industry Focus Accounts as part of the PSS growth initative
- Develop strategy and plan for site specific pursuit activities within the targeted Industry Focus Accounts
- Achieve recognized growth of both PSS installation and the corresponding pull of Emerson devices with the identified Industry Focus Accounts – drive profitability of the account
- Coordinate with the sales channel to deliver a consistent and concise message for delivery to the Account that focuses on the value Emerson offers towards providing a solution to a Client pain.
- Increase the visibility into account specific automation installation opportunities
- Develop strong relationships with customer decision makers and local business partners, work to understand their requirements, and monitor customer satisfaction
- Facilitate effective communication between Local Business Partners, Emerson key account teams, territory managers, and Management.
- Coordinate customer contact with local business partners and participate in direct sales efforts in support of the LBPs to present PSS capabilities as required
- Work with proposal development group to create proposal and pricing strategies and participate in project negotiations with the client
- Continue to work with a project execution team over the life of a project implementation to identify opportunities for scope growth and post project services – Never leave the site.
2. Sales Planning and Forecasting
- Continually update knowledge and understanding of customer needs and business drivers, the technical drivers of the market, and industry trends
- Work with local business partners, territory managers, program directors, and project execution to develop sales plans for the customer or customer group
- Identify customer risks, and develop risk responses that maximize opportunities and minimize threats
- Provide bookings forecast for customer group, including change notices, demand services and long-term contracts
- Maintain overall pursuit list and pursuit data for key accounts; update key account plan bi-annually
- Work with senior management, territory managers, program managers, and marketing to refine and update the key account list annually
- Prepare and present management summaries on account sales, bookings, margin, site penetration and account success metrics
Performance Metrics: Orders volume, GP%, dynamic customer share %, QBR's
Qualifications
- Bachelors degree in Engineering, Applied Sciences or Commerce
- Additional training in sales, customer management, and relationship selling
- 12-15 years experience in the industry account development, sales or similar
roles with increasing levels of responsibility
- Solid understanding of the solutions offerings of the Industry Center
Performance Dimensions
- Results Against Objectives: the ability to set and achieve targets and deliver results to the business
- Technical/Professional Proficiency: the functional and technical knowledge and skills to do the job. Includes quality and quantity of work in relation to the expectations for the classification
- Customer Focus: the ability to meet the expectations of internal and external customers, anticipate their needs, and display a service attitude
- Interpersonal Skills: the ability to build and maintain effective working relationships internally and externally in order to deliver results
- Accountability: the ability to take ownership and accountability for assignments, plans, and m goals, and deliver on commitments
- Communication Skills: the ability to get messages across in written and verbal form, and to listen and understand the messages of others
Emerson Process Management is an equal opportunity employer.
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