Business Development Manager - Automation (DeltaV)

Business Development Manager- Automation

Purpose:

Serve as the leader in establishing mutually beneficial relationships with the customers of Applied Control by gaining a complete understanding of what is critical to the success of customers businesses and the needs they have where Applied Control can offer valuable Control and Automation Systems solutions. Develop account plans accordingly and collaborate with other Applied Control and Emerson team members to consistently win business and deliver exceptional customer experiences driving growth and loyalty.

Business Development Manager- Automation Success Factors:

1. Customer Intimacy/Sales Effectiveness: Consistently builds lasting, powerful, meaningful customer relationships based on a desire to understand customer pains, business drivers, and help solve their problems with engineered solutions. Develops and leverages sponsors within accounts; identifies detractors and develops/executes a conversion plan. Takes responsibility for overall customer satisfaction with all Applied Control business units. Provides consistent, exceptional customer service and delivers value through each customer touch (Phone, Email, In Person, Lunch and Learn, etc.)
2. Sales Planning/Execution: Actively uses Account Development and Solution Selling concepts for all accounts/pursuits. Develop account plans that are evergreen, routinely updated, and relevant in collaboration with Account Managers and other Business Development Managers. Creates account plans that provide a clear understanding of overall knowledge of the account, key players, client initiatives bridged to Applied Control opportunities, and steps to move the account to trusted advisor status. Creates and communicates call reports for strategic/important client interactions, including action items lists for self and others.
3. Project Pursuit: Creates/maintains all strategic projects in the opportunity funnel or CRM System. Develops capture plans for all key/strategic and large opportunities, involves and collaborates with Business Unit and Emerson direct team, and serves as team leader where appropriate. Attends, actively participates, leads, and contributes to all team project meetings. Ensures projects are reviewed as a team (account managers, inside sales, Business Unit specialists, Emerson direct team) and updated as needed to optimize hit rate, maximize whitespace coverage, and drive new business.

Business Development Manager- Automation Responsibilities:

• Support Inside Sales as well as Account Manager needs for Systems sales engagement
• Support the project management team during the execution phase of a project
• Apply solution selling concepts to understand customer needs, help them solve their business issues, and elevate/secure the status of trusted advisor status on behalf of Applied Control
• Learn and convey technical information regarding our products and services to internal and external customers
• Speak in front of large groups, deliver presentations and demonstrate products/solutions
• Build effective long-term relationships with existing and new clients within the Applied Control territory
• Lead the development of overall account sales strategy, driving results, and profit margin
• Help customers troubleshoot field installations
• Able to use electronic tools to size and select products
• Participate in industry organizations to enhance perception and expand customer awareness of Applied Control in the community of customers

Business Development Manager- Automation Skills/Qualifications:

• BS in Engineering, Mechanical, Electrical, or Chemical preferred
• Previous technical sales experience preferred
• Effective prioritization and time management skills
• Intermediate skill level in Microsoft Excel and other MS Suite tools required
• Strong mechanical and electrical knowledge aptitude
• Desire to help others and to work with them to find solutions
• Proven ability to work closely with others, particularly peers, sales staff, and clients
• Good problem-solving skills and the ability to integrate hardware and software components into a customized system solution
• Demonstrate the ability to learn and communicate technical information regarding our products and services
• Consistently maintains a high level of self-motivation and works with little direct supervision
• Previous experience with Control Systems (i.e. DCS, PLC) and Advanced Applications software (i.e. advanced process control, alarm management, simulation)

Business Development Manager- Automation Working Con