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Mexico
Energy Jobline Looking for Business Development Manager -Competitive Displacement at Ciudad de México, México Full Time
Basic Functions:
- Responsible for leading Emerson’s key sales activities targeting the private industry sector.
- Responsible for ensuring that together the Emerson sales force and partners have an Opportunity Funnel worth 30M USD for the private industry in Mexico for SYSS; and ensure minimum net orders of $10MUSD during each Fiscal Year.
- Assist/coach assigned sales engineers, reps, and project tracking teams in developing and implementing a penetration and displacement strategy.
- Assume leadership in the search for key projects with Private Industry.
- Serve as executive voice for SYSS/Emerson on key activities, as requested.
- Work with area leadership teams to identify penetration account goals for Mexico.
- Get involved in Mexican industrial organizations such as the American Chamber, ANIQ, Chamber of Mines, etc.
Responsibilities:
- Achieve and comply with sales quota allocation annually.
- Ensure that the sales team updates opportunities in the CRM tool in a timely manner and perform weekly follow-up in CRM.
- Maintain accurate records of market price level, competitive trends, sales, and activities for reporting to SYSS Private Industry Sales Manager.
- Maintain accurate records of competitors to report to the SYSS Private Industry Sales Manager.
- Secure and assert project opportunities identified in the POR to the business unit monthly.
- Solution Growth Strategies: Develop account penetration strategies and action plans on assigned clients that have high potential value for the private business.
- Orchestrate SYSS subject matter experts around an activity: technical, applications, project manager to communicate, position and secure preferences, using the solutions selling methodology.
- Project Sourcing Sales Support: Actively lead and/or support the collaboration of project sourcing opportunities with Emerson business units, regional sales and site leaders, and sales channels. You must ensure that private business proposals for opportunity pursuit are clearly defined in terms of scope, cost, risk, terms and conditions.
- Lead client seminars and presentations: Develop the ability to conduct live demonstrations and formal presentations that clearly communicate capabilities and value to private industry.
Skills:
- Strong senior sales experience, including the ability to quickly develop customer relationships, at C-level or plant level.
- Bilingual presentation and communication skills.
- Networks and industry recognition.
- Ability to work with multiple sales teams to build relationships, gain trust and cooperation.
- Knowledge of industry challenges, processes, applications, and characteristics that can influence sales search strategies.
- Ability to lead from behind: influencing behavior and supporting action, but also taking the lead when asked.
- Strategic thinker – able to develop sales strategies.
- Expert Negotiator: Have a proven methodology.
- Knowledge of the Emerson representative network and direct sales channel.
- Able to work under pressure regularly.
- Manage ambiguity.
Requirements:
- Bachelor’s degree in engineering or technical discipline is required. The teacher is Plus.
- Minimum 10 years of professional sales experience in the Automation market.
- Proven ability to work with account managers and sales management to differentiate from competitors.
- Spanish/English communication skills, ability to communicate at all levels within our client’s organization.
- 60% of the time traveling across the country of Mexico.
- Valid passport and American visa
Main Lominger Competencies: (Related to Lominger Competencies model that is used by Emerson. Review the description of each one at the end of this sheet. Choose only 5 competencies that are essential to perform the job)
- Customer focus
- Listening
- Organizational agility
- Strategic agility
- Creativity
- Deals with Ambiguity
- Manages Diversity
- Interpersonal Savvy
- Negotiation
- Perseverance
- Presentation Skills
- Problem Solving
- Drive Results
- Time Management
- Written CommunicationBasic functions:
- Responsible for leading Emerson’s key sales activities targeting the private industry sector.
- Responsible for ensuring that together the Emerson sales force and partners have an Opportunity Funnel worth 30M USD for the private industry in Mexico for SYSS; and ensure minimum net orders of $10MUSD during each Fiscal Year.
- Assist/coach assigned sales engineers, reps, and project tracking teams in developing and implementing a penetration and displacement strategy.
- Assume leadership in the search for key projects with Private Industry.
- Serve as executive voice for SYSS/Emerson on key activities, as requested.
- Work with area leadership teams to identify penetration account goals for Mexico.
- Get involved in Mexican industrial organizations such as the American Chamber, ANIQ, Chamber of Mines, etc.
Requirements:
- Bachelor’s degree in engineering or technical discipline is required. The teacher is Plus.
- Minimum 10 years of professional sales experience in the Automation market.
- Proven ability to work with account managers and sales management to differentiate from competitors.
- Spanish/English communication skills, ability to communicate at all levels within our client’s organization.
- 60% of the time traveling across the country of Mexico.
- Valid passport and American visa
Main Lominger Competencies: (Related to Lominger Competencies model that is used by Emerson. Review the description of each one at the end of this sheet. Choose only 5 competencies that are essential to perform the job
- Customer focus
- Listening
- Organizational agility
- Strategic agility
- Creativity
- Deals with Ambiguity
- Manages Diversity
- Interpersonal Savvy
- Negotiation
- Perseverance
- Presentation Skills
- Problem Solving
- Drive Results
- Time Management
- Written Communication
