Requisition ID: (19005288) Primary Location: Argentina-Buenos Aires Job Function: Sales
Job Posting Date: Apr 16, 2019, 9:13:49 AM
POSITION: Account Leader
REPORTS TO: Lifecycle Care Manager
SUPERVISES TO: N/A
WORKS WITH: BU Management, Account Leaders, Application Consultants, Technical Staff, Operations, Customers, Channels, Inside Sales, etc.
NAME:
PURPOSE OF THE POSITION: Responsible for the sale of after- market services for PSS/AO. The scope of services includes Guardian Support, On-Site Services Agreements, Application Enrichment, Education/Training and Control System Upgrade Service in Argentina. The Specialist will work with the corresponding sales resources as required and through the local representative sales channels where they exist.
1. MAIN LOCAL RESPONSIBILITIES:
He/She must be knowledgeable of the key people of the representative in his assigned territory.
He/She must be aware of the political, economic, and specific process control market trends in the assigned territory in order to identify the best strategic opportunities for the division and take decisions based on solid grounds.
He/she must prepare the business travel budget for each fiscal year and manage it throughout the fiscal year avoiding any significant deviation.
He /she will pursue the sales quotas together with each representative organization covering the territory.
He/She will make updated presentations about the evolution of the businesses and forecasts whenever a Sales Manager or a Business Manager request it.
He/She must align his information reports in the culture of a cross-divisional sales effort openly sharing information and coordinating joint activities in that direction. This is valid also with regard to other Emerson offices world wide.
He/she must follow the good and honest selling practices aligned with the ethics policy of the company, fostering his reports to behave in the same way.
He/she will be responsible for sending to the Division’s management the periodic sales and key initiatives evolution reports.
He/she must add value to the customers to foster their loyalty and assure their satisfaction.
He/she must supervise all main projects by getting involved in the project pursuit activities jointly with the Representatives and other Emerson’s offices according to the territories involved.
He/she must be aligned with the vision and mission of the corporation and the Divisions.
Perform face-to-face contact with key customers for building a solid relationship; get key early sales related information, get account organizations understanding and intelligence activities in order to know in advance its concerns, plans and purchasing criteria.
He/she can be designated a project’s leader related to his/her assigned division plus others, having to define the best strategy in order to optimize the chances to win it in a cross-divisional effort.
Must collaborate with his/her colleges in an honest attitude, honor his committed word, and share accurate and timely information.
He/She will proactively support Emerson’s PlantWeb/Wireless initiative as well as any other initiative deployed by Emerson Southern Cone.
He/She must inform any unethical behavior as well as any issue that might arise during his relationship with the assigned sales channel.
He/She must be capable of talking to any customer, EPC or OEM on all the Emerson solutions portfolio.
He/She must assist and participate on all multidivisional training sessions.
He/She must report all business activity at the available tool (eg. Customer Experience Tool or other).
Develop any Site Account Plan assigned, in order to maximize the Emerson’s content.
Participate in all mandatory training provided by the company, such as those related to Trade Compliance and all training related to compliance with legal regulations and / or Corporate Policies and may also be the mentor/guide of these issues if it is required.
Become fully familiar with the Lifecycle Care service portfolio including Guardian Support and Site Services for DeltaV and AMS Device Manager. Site Services include Resident Engineer Program, On Site Schedules & Emergency Services, Control System Upgrades, Parts Programs, Education & Training programs and AMS Device Manager (DM)/Asset Performance Management (APM) Packaged Services
Become fully familiar with developments and pricing of Service Agreements customized to meet customer requirements
Will train regularly to stay up to date with new developments in those Lifecycle products and services
Will also offer recommendations and feedback to help improve those Lifecycle Care products and services
Will develop a Lifecycle Care sales and account plan for his/her region, to be reviewed at the beginning of each fiscal year and at scheduled times during the year
Will visit the entire DeltaV installed base in his/her region according to a prequalified program and will sell all Lifecycle Care products & services for b
