Job Posting Date
Jun 14, 2018, 1 : 50 : 21 PM
SUMMARY OF ROLE
Design the sales strategy for the entity every fiscal year, this should be done in consensus with Bu leaders.
Full responsibility for achieving the Bookings / Sales quota with its corresponding profitability committed for the region.
Develop and implement sales strategies & plans to increase the market and profitability.
As responsible for channels is answerable of ensuring the X territory and all of Automation Solutions strategic vertical markets are properly covered by a capable sales force to support the accomplishment of the company s sales goals.
Jointly with the Business Units, the Strategic Account team and the Vertical Markets he defines, maintains and manages the territorial, product portfolio and sales quota assignments of our representatives and distributors.
He / she is responsible for ensuring proper business plans are developed, maintained and tracked by our reps and distributors and that their sales force is properly trained and managed.
He ensures proper commission split policies are applied and established incentives to our external sales force to achieve the company s sales targets.
MAIN JOB RESPONSIBILITIES
Sales Manager Role :
Develop and execute an effective sales plan which ensures maximum coverage of assigned territory and accounts to increase sales.
Develop relationships with key influencers and decision makers to drive adoption and increase sales.
Drive early engagement on project pursuits from pre-conceptual / conceptual through feed and bidding to be the preferred supplier.
Participate in marketing activities such as trade shows, industry forums, advertising, technical publications and corporate presentations to support the sales strategies.
Coordinate with respective product line for quotations, technical and / or commercial information and clarifications.
Follow-up open quotes, overdue quotes etc. and obtain best possible information on a continuous basis about products probability for success and expected date for any order, and update in CRM system accordingly.
Assist and facilitate when required client interaction with other Emerson departments such as during project implementation phase and services.
Complete sales budget as defined by the regional manager.
Channels Role :
Responsible to apply cadence with processes and tools to win incremental business from the account assigned
Lead strategy and tactics to strengthen relationship, increase loyalty, increase market participation
Gathers information to understand customers’ business strategies and their view of their market
Identify areas of opportunity within the account and feed and support the pursuit process
Connect with global strategic accounts networks
Develop the territory and product portfolio coverage strategy.
Define the annual goals for external sales force.
Define the commission splits between internal and external sales.
Define the geographical coverage for external sales.
Establish some incentives / accelerators to increase reaches on sales goals.
Evaluates, clears up, and validates the customer needs and sales force response.
Manage of potential conflicts with between internal and external sales force, maintaining transparency and proper communication always.
Secures Fulfillment of agreements, contracts and commission payments with external sales.
Manage vertical markets, to improve market penetration and displacement of competition maintaining safe and trustable exchanges with key associates.
Manage the relationships with distributors and representatives.
Conduct the external sales force on-boarding and training in conjunction with reps and distributors.
Recruit a new distributors, representatives or account reps as required.
Renew annual contracts with representatives and distributors
Establish annual sales quotas for representatives by product line / BU
Establish territorial and product portfolio coverage for Argentina
Ensure external sales goals are met
Maintain a well-trained and motivated external sales force
Review commission splits between external and internal sales force and ensure contractual obligations are met
Mediate conflicts and maintain relationships with representatives and distributor companies managements
REQUIREDQUALIFICATIONS AND EXPERIENCE
5 years or higher in sales management positionsin industrial products. Experience in energy market is a plus
Must have strong management experience
Knowledge of Industries such as O&Gproduction, refining, chemical and petrochemical.
Understanding of major processes within keyprocess industries.
Proficient making solutions / businesspresentations during customers’ calls or during industry events.
BA or BS in Engineering or relevant area (MBAis preferable)
Bilingual English and Spanish
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Emerson is a global technology and engineering company providing innovative solutions for customers in industrial, commercial, and residential markets.
Our Emerson Automation Solutions business helps process, hybrid, and discrete manufacturers maximize production, protect personnel and the environment while optimizing their energy and operating costs.
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