SUMMARY OF ROLE
This role is essential to develop, maintain and improve direct customer relationships for defined accounts as per defined Go-To-Market Strategy in the industry and region.
The main objective is to position Emerson with its Systems & Software Solutions as the supplier of first choice and establish solid and long term relationships with new and existing customers on all levels to create profitable business growth.
The role requires a professional and ethical demeanor with a sense of urgency to serve our customers as well as collaborative teamwork.
PRINCIPLE JOB RESPONSIBILITIES
- Signs responsible to achieve and exceed sales, bookings and gross profit targets for the Systems and Solutions Group’s products, services, and solutions at defined Accounts
- Actively visits new and existing customers to promote the entire solution portfolio and services
- Seeks new opportunities to sell assigned products, solutions and services to new customers
- Leads and coordinates the development of account strategies and resulting account plans and their implementation to grow our business in assigned accounts and sites
- Builds credibility for him/herself and the company that enables to forge strong relationships that enables to obtain an insider’s perspective on the customer’s business.
- Identifies expansion and green field projects in assigned accounts early in the development cycle and if appropriate hands opportunity over to Project Pursuit to allow early involvement and maximization of chance to win. Supports Project Pursuit as necessary during the cycle.
- Proactively looks for growth opportunities to increase Emerson participation at the account.
- Negotiates with Customers Business Contracts within the agreed Delegation of Authority including discount, price, and volume structures.
- Maximizes both “face –to-face-time” and other remote communication possibilities (phone, mail etc.) with customers and leverages our Inside Sales and Operations team to execute activities
- Corporates closely with the existing EMR sales force and business development team in order to exploit the potential synergies in the best possible way.
- Provides competitive, technical and commercial input for each proposal and, if need be, produce the proposal in total. Take part in commercial negotiations with customer of sub-vendors to ensure the project is won.
- Delivers an accurate order forecast through CRM to give visibility to future business.
- Active usage of sales productivity tools like CRM, DMS and Decision Support Tool.
- Practices and promotes the “Think Customer” and “Go Boldly” culture in all aspects of the role
- Ensures that all transactions are properly screened and recorded in accordance with the company’s Trade Compliance procedures and escalates any concerns or questions to the local Gatekeeper
- Adheres to Business Ethics stipulated by Emerson
REQUIRED QUALIFICATIONS AND EXPERIENCE
- Candidates need to have proven ability to develop and implement Strategic Account Plans and demonstrate business acumen and strong drive for results
- Bachelor or Master Degree or equivalent in an engineering/technical related field
- Additional education in business administration is preferred
- Minimum 3 years of experience in sales/account management, software sales preferred
- Fluent in English Language
- MS-Office
- Willingness to travel
