BS in Engineering (Mechanical, Electrical, or Chemical preferred)
Technical sales experience in control systems or automation preferred
Strong mechanical and electrical knowledge aptitude
Intermediate skills in Microsoft Excel and other MS Suite tools
Proven problem-solving skills integrating hardware and software solutions
Ability to learn and communicate technical information effectively
Self-motivated, capable of working with minimal supervision
Responsibilities
Support Inside Sales and Account Manager for Systems sales
Assist project management during project execution phases
Apply solution selling to identify and address customer needs
Convey technical information about products and services to clients
Deliver presentations and demonstrate solutions to large groups
Build long-term relationships with clients in the territory
Lead development of account sales strategy, focusing on results
Troubleshoot field installations for customers
Utilize electronic tools to size and select products
Engage with industry organizations to enhance brand perception
Benefits
Medical, dental, vision, life and disability insurances
401K plan with employer match
Generous PTO starting at 16 days, increasing with service
9/80 work schedule offering 26 additional days off annually
Full Job Description
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:
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.)
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.
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 Conditions:
Overnight travel is required in the territory and for factory training. Travel may include driving up to 5 hours per day. The position requires the regular carrying of a laptop computer and occasionally carrying demonstration equipment/products. Occasional plant visits including the use of Personal Protective Equipment.
Business Development Manager Compensation:
We offer a competitive compensation package with the opportunity to earn between $130,000 and $150,000 in cash compensation, with a mix of fixed and variable pay at plan. Prior work or industry experience as well as job-related education and unique skills will be taken into consideration when setting the wage rate.
Other Variable Compensation: Eligible for additional incentive compensation including a quarterly sales bonus, an annual sales escalation payment, and an annual profit share
Benefits offered include: Medical, dental, vision, life and disability insurances, 401K with an employer match, generous PTO plan starting at 16 days of PTO and increases with service, a 9/80 work schedule that provides for 26 additional weekdays off each year.
