Bachelor's degree in a technical field or equivalent business development experience
5+ years of business development or sales experience in process automation
Prior experience in complex sales environments
Preferred industry experience in oil and gas, life sciences, semiconductor, and data centers
Familiarity with MEDDPICC sales training or similar methodologies
Responsibilities
Identify and qualify project opportunities to drive sales order growth
Develop and implement project pursuit strategies to enhance pipeline growth
Collaborate with customers to identify value-added project services
Lead project development using E+H's Standard 201 process and Salesforce tools
Consult with clients to deliver comprehensive solutions and strategic plans
Coordinate cross-functional teams to align with project objectives
Build strong relationships with US channel partners and stakeholders
Benefits
Family-owned, friendly, and committed company culture
Tuition reimbursement and development opportunities
Comprehensive medical, dental, and vision benefits
Generous paid time off
Life insurance and 401(k) with company match
Access to a full-service café, fitness center, and health clinic
Full Job Description
What is the role about?
The Project Pursuit Manager (PPM) plays a pivotal role in driving sales order growth by qualifying, developing and securing capital project business for Endress+Hauser through building strong relationships with customers, channel partners, and internal teams. This role manages the project pipeline, identifies and develops opportunities for value-added services and Main Instrument Vendor (MIV) solutions ultimately ensuring successful project execution through the Endress+Hauser Standard 201 process (Endress+Hauser Project Acquisition and Execution Process). In addition, the PPM will map out all stakeholders in the project ecosystem, build a strong pursuit team, and lead Win Strategy Calls. By delivering tailored solutions and coordinating cross-functional teams, the Project Pursuit Manager enhances customer satisfaction and contributes to the company's strategic objectives.
Which tasks will you perform?
Sales leadership to identify and qualify project opportunities, develop and implement project pursuit strategies that drive pipeline growth, and coordinate with cross-functional teams to support business objectives and order targets.
Achieve assigned targets for project pipeline development and incoming orders related to identified capital projects by driving the qualification process and establishing a well-aligned project pursuit pipeline and cross-functional team.
Work closely with customers to identify opportunities for value-added project services and Main Instrument Vendor (MIV) solutions, such as panels, skids, and related offerings, thereby expanding project scope and increasing overall value delivery.
Lead project development and execution through strategic positioning of E+H internal resources, leveraging Salesforce tools, and adopting the Standard 201 project acquisition process
Demonstrate expertise in identifying customer opportunities and potential risks, coupled with the capacity to serve as a consultant to E+H clients by delivering comprehensive solutions and strategic plans.
Work cross-functionally across E+H business segments (legal, procurement, projects & solutions, and proposal teams)
Participate in commercial discussions to support alignment with project objectives and requirements.
Establish and nurture strong, professional connections with all 11 US representative channel partners to achieve success teams with our channel partners and customers, including engineering, operations, procurement, and service departments.
What do we expect from you?
You will have (required):
Bachelor's degree in a technical field and 5+ years of business development experience, or equivalent business development or sales experience in lieu of a degree
Prior sales experience involving complex sales in process automation
Travel required: up to 50%.
You may have (preferred):
Preferred industry experience in oil and gas, life sciences, semiconductor, and data centers
Clear understanding of capital projects ecosystem; corporate and plant engineering, EPCs, OEMs, System Integrators, and process licensor customer types
Familiarity with MEDDPICC sales trainings, gap-selling tactics, or similar trainings
Ability to work and make informed decisions independently and on own initiative
Excels in a dynamic, fast-paced environment, effectively prioritizing tasks while adapting to shifting demands
Ability to create stakeholder analysis and operate as a liaison between EPC, OEM, and end-user customers
Demonstrated capability to build and maintain relationships, formulate strategies, and expand professional networks through participation in conferences, customer engagements, and tradeshows
Ability to understand diverse perspectives, articulate positions, and foster collaborative solutions while maintaining trust and integrity throughout the negotiation process
Ability to understand the applications across major industrial markets that E+H serves which include flow, level, pressure, liquid analytics, gas analytics instrumentation and solutions
Exemplary planning and organizational abilities, adept at effectively and efficiently managing the diverse responsibilities associated with projects
Exceptional verbal and written communication skills, capable of presenting information clearly, articulating complex technical issues, and engaging with individuals at all levels
Demonstrates enthusiasm and self-motivation, taking pride in their work and channeling energy into achieving tasks with a strong sense of ownership
Demonstrates trust, respect, and support for others, fostering teamwork and a collaborative spirit. Collaborates effectively with others, sometimes across departments, to achieve organizational goals and enhance customer experience
Builds and maintains strong, trustworthy business relationships, leveraging long-term partnerships to achieve collective success
Prioritizes the customer perspective in business decisions by actively seeking to understand customer needs and problems, initiating solutions based on this understanding, and implementing feedback to enhance the overall experience and prevent future issues
The anticipated salary range for this role is $121,600-187,300.
What can you expect from us?
Family-owned, friendly, and highly committed company
Tuition reimbursement and a wide range of development opportunities
Comprehensive benefits package which includes medical, dental and vision
Competitive compensation and bonus opportunities
Generous paid time off
Life insurance and 401(k) savings with company match
Full-service café, fitness center, and health clinic (in Greenwood, IN)
