JOB SUMMARY:
Achieve assigned growth goals through the sale of process automation and control products, as well as professional services, to enable natural gas, petroleum, and other pipeline customers to better manage their processes. Develop assigned territory marketing and sales plan for profitable growth. Create and execute evergreen, strategic account plans for all Most Valuable Customers (MVC's).PRINCIPAL DUTIES & RESPONSIBILITIES:
Product and Services Application Responsibilities- Primary sales responsibility for process control products and services
- Represent control valves (Fisher), regulators, flow products, actuation, isolation valves, safety relief valves, and supporting instrumentation.
- Guide related outage and day to day services including repair, engineering, and on-site contracts.
- Provide data driven digital services.
- Drive initial project identification, qualification and serve as a project pursuit team member for large Emerson Process Management control system opportunities.
- Develop applications knowledge for all primary products and service responsibilities for the industry mix located in the assigned territory.
- Grow and maintain trusted advisor business relationships with key customer contacts at all levels.
Territory Marketing and Sales Plan- Conduct market research and competitor analysis for assigned territory as required.
- Maintain evergreen customer database with key contact names, positions, phone numbers, addresses and activity history.
- Develop and implement an adequate sales coverage plan for process plants and gas utilities based on sales potential.
- Conduct local and on-site seminars to introduce new products and services and/or reinforce existing capabilities.
Strategic Account Management- Based on industry segment focus and/or territory assignment, direct all Emerson Process Management sales activities at approximately 7 to 10 high potential, strategic accounts.
- Develop an evergreen strategic account plan that transitions the customer from a price-based buyer to a value-based buyer.
- Conduct maintenance and engineering "prospecting" seminars and provide industry specific applications assistance to sell our products and services.
- Verify and track the economic impact of our solutions to improve the customer's key performance indicators. Use this data to build our superior industry/application proofs database that can be leveraged into new product, services and/or contract applications.
LEADERSHIP / TEAM PLAYER:Indirect leadership of Emerson Process Management sales force at assigned key accounts. Serve as cross-functional team member with Rosemount and Emerson systems sales force to provide a unified Emerson Process Management front to the marketplace. Serve as account/territory team member with assigned inside Applications Engineer.
TRAVEL:Overnight travel would be expected. The primary territory is the state of Florida excluding West of Tallahassee, and the state of Georgia, South of Macon.
TRAINING:Depending on experience, customized training in Atlanta and Florida for up to four months may be required. Additional training at other business partner facilities may also be required for one-to-two-week intervals.
KNOWLEDGE & EXPERIENCE:
Bachelor's Degree required; BS in Engineering preferred. Required minimum of 3-5 years total experience in engineering and/or pipeline process control functions. The candidate must have a strong desire to move into Pipeline Sales, selling engineered products (not commodities) and solutions to our customers.
PHYSICAL REQUIREMENTS:Professional position requiring the ability to perform the requirements of the position which is essentially a field sales function. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of the job.
- Physical ability to travel to customer sites each day.
- Standard visual acuity required.
- Ability to navigate stairs and/or ladders.
- Must have adequate hearing and speech/communication capabilities.
NON-NEGOTIABLE TRAITS:Must demonstrate and exhibit at all times each one of the company's nine non-negotiable traits which includeintegrity, self-starter, team player, positive attitude, sense of urgency, organized, dedicated, drug-free, and accountable.
ESSENTIAL PERFORMANCE SKILLS:Interaction and Versatility: Able to modify one's own behavioral style to respond to the needs of others; exhibit empathy for others; communicate with others in a warm and helpful manner while building credibility and rapport.
Communications: Able to clearly present information through the spoken and written word; influence or persuade others through oral presentation in positive and negative circumstances; listen well; effectively present ideas and document activities.
Goal Setting and Commitment to Task: Able to define realistic, specific goals and objectives for self-development and sales territory growth; prioritize objectives; exhibit a high sense of motivation and sense of urgency to reach goals.
Confidence and Resilience: Able to maturely express feelings and opinions; exhibit high self-esteem; manage disagreements constructively; prioritize the need to do business over the need to be liked; overcome setbacks and personal rejection; remain emotionally neutral in the selling process.
Sandler Selling System: Able to negotiate "Up-front Contracts"; ability to uncover, financially quantify, and get prospects to "feel" their pain; able to uncover how much money the prospect has and is willing to spend; able to uncover the prospect's decision-making process; never moves to the Present step until the Pain, Money and Decision steps have been completely qualified.
General computer and Office Product competencies:Able to work proficiently in the standard Microsoft Office Product Suite including Outlook, WORD, Excel, PowerPoint; ability to quickly learn our CRM (presently Salesforce.com).
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)
