Exempt Job Opening

Job Title: Territory Manager

Job Number: 06-0062

Organization/Function: Business Development

Minimum Education Qualifications: BS Eng or Comp Sci + 6 years; OR MS Eng or Comp Sci + 5 years of related experience required.

Brief Description of Duties / Minimum Requirements: This position is located in Austin.

Primary Purpose: The Territory Manager is accountable for achieving the bookings targets for the Hydrocarbon and Energy Industry Segment within a particular Territory. The Territory Manager works in coordination with the Local Business Partners (LBP's), Emerson Sales Management and project execution teams to ensure that Emerson is the supplier of choice in the territory and is achieving it's bookings targets for both Systems and Services initiatives including Project Services, Modernization and Migration Services, Education Services, Aftermarket (Sure Service), Data Services, Consulting Services, DeltaV HW/SW, Legacy HW/SW and DeltaV SIS HW/SW.

Areas of Accountability:

• Manage Territory orders planning, forecasting, and growth for HEIC systems and service business including
• Monthly orders planning
• Yearly orders budgeting
• Single point contact for LBP issues and communications
• Ensure a growing working relationship with territory LBP’s and Emerson sales
• Facilitate LBP training and education for key HEIC systems and services initiatives
• Facilitate systems and services discounting
• Maintain pursuit and initiative lists for territory including new pursuits, day to day business and project change notices
• Facilitate communication and understand project commissions and communications for existing projects
• Work with Senior Management, Program Managers and Marketing to refine and update the territory plans each year.
• Participate in territory LBP review meetings
• Contact point for HEIC initiatives and issues with Area Vice President (AVP) and Area Growth Director (AGD)
• Participate in territory pursuits and proposal generation as required including the facilitation of GP2 discussions

Performance Dimensions for Segment/Territory Managers

• 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 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

Competencies:

1. Action Oriented: Enjoys working hard; is action oriented and full of energy for what is seen as challenging; not fearful of acting with minimal planning; seizes more opportunities than others.
12. Conflict Management: Steps up to conflicts, seeing them as opportunities; reads situations quickly; good at focused listening; can hammer out tough agreements and settle disputes equitably.
13. Confronting Direct Reports: Deals with problem direct reports firmly and in a timely manner; doesn’t allow problems to fester; regularly reviews performance and holds timely discussions; can make negative decisions when all other efforts fail; deals effectively with troublemakers.
15. Customer Focus: Dedicated to meeting expectations & requirements of internal/external customers; gets first-hand customer information & uses it for improvements in products/services; acts with customers in mind; establishes & maintains effective customer relationships.
16. Timely Decision Making: Makes decisions in a timely manner, sometimes with incomplete information and under tight deadlines and pressure; able to make a quick decision.
17. Decision Quality: Makes good decisions (without considering how much time it takes) based on analysis, wisdom, experience, & judgment; most of his/her solutions/suggestions turn out as correct & accurate when judged over time; sought out by others for advice & solutions.
18. Delegation: Clearly and comfortably delegates both routine and important tasks and decisions; broadly shares both responsibility and accountability; tends to trust people to perform; lets direct reports and others finish their own work.
20. Directing Others: Is good at establishing clear directions; sets stretching objectives; distributes the workload appropriately; lays out work in a well-planned and organized manner; maintains two-way dialogue with others on work and results; brings out the best in people; is a clear communicator.
22. Ethics and Values: Adheres to an appropriate and effective set of core values and beliefs during both good and bad times; acts in line with those values; rewards the right values and disapproves of others; practices what he/she preaches.
24. Functional/Technical Skills: Has the functional and technical knowledge and skills to do the job at a high level of accomplishment.
27. Informing: Provides the information people need to know to do their jobs and to feel good about being a member of the team, unit, and/or organization; provides individuals information so that they can make accurate decisions; is timely with information
31. Interpersonal Savvy: Relates well to all kinds of people – up, down, & sideways, in & out of organization; builds rap-port; builds constructive & effective relationships; uses diplomacy & tact; can diffuse high-tension situations comfortably.
33. Listening: Practices attentive and active listening; has the patience to hear people out; can accurately restate the opinions of others even when he/she disagrees.
35. Managing and Measuring Work: Clearly assigns responsibility for tasks and decisions; sets clear objectives and measures; monitors process, progress, and results; designs feedback loops into the work.
36. Motivating Others: Creates climate where people want to do their best; can motivate many kinds of staff; can assess each person’s needs & use it to get best out of person; empowers others; invites input from all; shares ownership & visibility; someone people like to work with/for.
37. Negotiating: Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging relationships; can be both direct and forceful as well as diplomatic; quickly gains trust of others parties to the negotiations; has a good sense of timing.
39. Organizing: Can marshal resources (people, funding, material, support) to get things done; can orchestrate multiple activities at once to accomplish a goal; uses resources effectively and efficiently; arranges information and files in a useful manner.
47. Planning: Accurately scopes out length and difficulty of tasks and projects; sets objectives and goals; breaks down work into the process steps; develops schedules and task/people assignments; anticipates and adjusts for problems and roadblocks; measures performance against goals; evaluates results.
50. Priority Setting: Spends his/her time and the time of others on what’s important; quickly zeros in on the critical few and puts the trivial aside; can quickly sense what will help or hinder accomplishing a goal; eliminates roadblocks; creates focus.
51. Problem Solving: Uses rigorous logic and methods to solve difficult problems with effective solutions; probes all fruitful sources for answers; can see hidden problems; is excellent at honest analysis; looks beyond the obvious and doesn’t stop at the first answers.
53. Drive for Results: Can be counted on to exceed goals successfully; is constantly & consistently one of the top performers; very bottom-line oriented; steadfastly pushes self & others for results.
60. Building Effective Teams: Blends people into teams when needed; creates strong morale and spirit in his/her team; shares wins and successes; fosters open dialogue; lets people finish and be responsible for their work; defines success in terms of the whole team; creates a feeling of belonging in the team.

Minimum Education Requirements: Bachelors degree in Engineering or Applied Sciences or equivalent. Additional training in sales, customer management, and relationship selling 15+ years experience in the industry or similar roles with increasing levels of responsibilities preferred.

To Apply For this Job Posting: Email your resume, with "Territory Manager - 06-0062" in the subject line, to HR4@emersonprocess.com. Applicants who are current PSS employees: send an Internal Opportunity Response form and resume to your supervisor for acknowledgement, and your supervisor will forward the application to your HR Representative. Applicants from Sales Representative Companies / Local Business Partners and other Emerson divisions must advise their current management before applying for PSS roles.

Emerson Process Management is an equal opportunity employer.

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