Outside Sales - Maintenance Service Sales

ESSENTIAL RESPONSIBILITIES

• Focuses on services value the Customer needs
• Builds strong, mutually beneficial, enduring Customer relationships
• Communicates Customer needs and business strategy/initiatives to ensure continued leadership in delivering creative services solutions
• Identifies and tracks all maintenance outages and service spending events
• Supports Customers' drive/need for outage execution, operational efficiency and effectiveness
• Serves Customers' needs from the day-to-day support required from our customer service, inside sales, field service technicians and manufacturer’s support teams
• Maintains a high degree of industry knowledge and awareness including: trends, technology advancement, significant accomplishments by others in the business, state of the competition, and significant events related to the Company’s business and the customer businesses
• Identifies, establishes, and maintains business relationships with customers final decision makers and managers who influence the selection of solutions
• Maintains a thorough understanding of the customer’s business, including products and processes, markets served, key customers, industry dynamics that effect the customer’s business, and events that influence the customer’s profits and therefore their accessible spend and drivers for that spend
• Identifies the customer’s Critical Success Factors (CSF), Key Performance Indicators (KPI), and key initiatives to support development of account plans, sales strategies, and project justifications
• Understands The Company’s Offering
• Understands the Company’s product and service offerings
• Maintains basic knowledge of industry benchmarks pertinent to developing new performance targets for customers
• Maintains knowledge of Quantified Business Results (QBR) delivered to other customers
• Understands the Emerson organizations and its ability to impact sales and support efforts
• Understands the Company’s key strengths and weaknesses when compared to the competition
• Delivers Bookings growth across the breadth of the service business
• Coordinates work with account managers to help increase product pull through during outages and maintenance related spending events
• Technical understanding or the willingness to learn about process control equipment: Control Valves, Process Instrumentation (Pressure, Temperature, Flow, etc…), Valve Automation Products and our other offerings

TECHNICAL UNDERSTANDING

• Identifies recurring problems and completes thorough diagnosis to understand requirements and potential solutions
• Acts as a scope architect to generally describe potential solutions
• Prioritizes solution options and describes strengths and weaknesses of different alternatives
• Develops the business value messages offered by the solution alternatives
• Quantifies the PlantWeb® value in terms of customers KPIs and builds business justification for the investment
• Acts as a consultant to assist in the customer’s selection of best alternatives, which will optimize profit for both companies
• Leads the internal team (Technical Specialists, Service Techs, Inside Sales), delivering increased customer loyalty and profitable growth

COMMUNICATION AND SALES

• Willingness to plan business strategies and complete the tactics to complete this plan in a steady and continuous manner
• Led the identification and qualification of all maintenance outages and service opportunities
• Develops, implements, and maintains an account service strategy that maximizes profit generation for the Company, including crafting a value proposition for continuous improvement that sustains the business relationship
• Leads and coaches the customer support team and keeps them focused on the Strategic Focus Areas
• Communicates, in business terms, how the Company’s service solutions address the “pain”
• Responsible for providing service solutions of uncompromising quality to the customer

SKILLS AND QUALIFICATIONS

• Strong technical background in process control, instrumentation, electrical and automated service solutions
• Excellent communications (presentation, verbal, and written skills) and interpersonal skills
• Highly effective at building long-term relationships
• Experience in negotiating contracts, deal making and making presentations
• Strong ‘Customer First’ focus
• Effective at dealing with a variety of Customer roles, including senior positions
• Ability to navigate ambiguous situations
• Strong team player
• Entrepreneurial work ethic
• Knowledge of Emerson\Emerson Process Management organization
• Basic knowledge of the entire Emerson Process Management offering
• Understanding of customers’ organizations, business models and processes
• Understanding of customers’ Value Chain
• Manages across multiple divisions, companies, and organizations
• Experienced with the outage planning process
• Proficient with Microsoft Office applications
• Ability to learn and utilize computer based programs such as CRM and SharePoint
• Willingness to work the hours needed to meet customer requirements