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Field Sales Engineer Flow

Emerson

Sofia, Bulgaria

SUMMARY OF ROLE

Primary purpose of the job is to achieve sales targets by selling and supporting Emerson Automation Solutions & Services for Instrumentation Flow (PF and DAN) in existing accounts and generating new business within the assigned geographical territory.

REPORTS TO

Sales Team Leader Flow, SE Europe

SPECIFIC JOB RESPONSIBILITIES

  • Promote Flow products, solutions & services within the assigned customers and on the assigned geographical sales area & nominated out-of-area accounts ensuring consistency with PlantWeb concepts & applications;
  • Achieve the annual Bookings and Sales Budgets for both Flow Business Unit and the assigned geographical area;
  • Responsible of executing, directly or in collaboration with other resources, the sales process necessary to get the orders and achieve and even exceed the annual sales target (i.e. develop and implement effective account plans for all accounts assigned);
  • Act as a cross-business units contact point for the Emerson Flow accounts, monitoring and reporting the progress to other Area Sales Engineers;
  • Closely work and provide sales support activities to the other Area Sales Engineers in order to win new Emerson Flow customers;
  • Ensure the correct usage of projects pursuit and execution tools like PATT updates and POR reports;
  • Develop a KOB3 plan for Flow Business Unit;
  • Work with other Business Units to sell higher-level solutions and leverage opportunities;
  • Actively promote the Flow Solutions within the Plantweb Concept through the support of the Roadshow, Seminars and Exhibitions;
  • Be able to give professional judgment of balance between achieving technical excellence and competitive costs;
  • Understand customer business drivers and demonstrate linkage between recommended products/solutions to customer’s process needs and business objectives;
  • Liaise with credit management to monitor debtor days on key accounts and take action where necessary;
  • Review unsuccessful bids to identify reasons for the loss;
  • Maintain relationships with Alliance Partners, System Integrators when & where appropriate;
  • Prepare an annual booking budget by period and be able to forecast client’s business activity;
  • Report on proposal activity & project potential via PATT & CRM;
  • Monitor competitor activity & product information & share this information within Emerson organization;
  • Responsible to follow the Trade Compliance Screening Procedure;
  • Follow all Emerson procedures and guidelines;
  • Adhere to Emerson Ethical values at all time.

REQUIRED QUALIFICATIONS AND EXPERIENCE

  • Engineering/Technical Degree;
  • At least 3 years sales experience in the industrial market;
  • Several years of experience in process automation related to Refining/Oil&Gas/F&B/Chemical/Waste Water applications;
  • Good presentation and customer interface skills with proven capability of deep understanding of sales process and customer relation building;
  • Highly developed communication and business negotiations skills;
  • Independence, responsibility, creativity and dynamics at work;
  • Fluent in English Language;
  • Willing to travel in the region and international.

CORE COMPETENCIES (Lominger preferred)

  • Ethics and Values;
  • Action Oriented;
  • Customer Focus;
  • Problem Solving;
  • Drive for Result;
  • Presentation Skills;
  • Business Acumen;
  • Priority Setting;
  • Negotiating;
  • Functional/Technical Skills.

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