Account Manager- Central Florida

JOB SUMMARY:

• Achieve assigned bookings and sales margin growth goals through the sale of process automation and control products, as well as professional services, to enable industrial customers to better manage their processes and business initiatives.
• 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:

• Primary sales responsibility for process control products and services including:
• Control valves (Fisher), isolation valves, safety relief valves, and supporting instrumentation
• Related outage and day to day services including repair, engineering, and on-site contracts.
• Data driven digital services.
• Responsible for initial project identification, qualification and serving 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.
• Develop and maintain trusted advisor business relationships with key customer contacts at all levels.

• 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.
• Conduct local and on-site seminars to introduce new products and services and/or reinforce existing capabilities.

• 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 market place. Serve as account/territory team member with assigned inside Applications Engineer.

TRAVEL:

Overnight travel would be minimal.

TRAINING:

Depending on experience, customized training in may be required.

KNOWLEDGE & EXPERIENCE:

• Previous experience working in or selling to the combined cycle power generation or phosphate chemical industries preferred.
• Previous sales experience not required. However, candidate must have a strong desire to move into Industrial Sales, selling engineered products (not commodities), services and solutions to our customers.
• BS in Engineering preferred but not required. Others will be considered based on experience and competencies.
• Required minimum of 3-5 years total experience in engineering and/or industrial process control functions.

PHYSICAL REQUIREMENTS:

Professional position requiring ability to perform the requirements of the position (noted above) which is basically a traveling sales function. Requires physical ability to travel via auto, bus, train, and/or air to customer sites each day and safely walk through industrial sites without the aid of another person. You must have 20/20 visual acuity in each eye, corrected or uncorrected, in order to adequately perform duties stated above. Occasionally, must be able to navigate stairs and/or ladders. Must have the ability to hear, understand, and distinguish speech and/or other sounds (e.g., machinery alarms, medical codes or alarms). Must have adequate speech/communication capabilities. May occasionally have to lift up to 50lbs.

NON-NEGOTIABLE TRAITS:

Must demonstrate and exhibit at all times each one of the company's nine non-negotiable traits which include integrity, 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).