Account Manager- Augusta, GA at Control Southern in Macon, GA

Job description

• Classification: Exempt
• Achieve assigned growth goals through the sale of process automation and control products, as well as professional services, to enable industrial customers to better manage their processes.
• Develop assigned territory marketing and sales plan for profitable growth. Create and execute evergreen, strategic account plans for all Most Valuable Customers (MVC’s).

Responsibilities

• Primary sales responsibility for process control products and services including:
• Control valves (Fisher), isolation valves, safety relief valves, and supporting instrumentation
• Related outage and day to day services including repair, engineering, and on-site contracts.
• Data driven digital services.
• Responsible for initial project identification, qualification and serving as a project pursuit team member for large Emerson Process Management control system opportunities.
• Develop applications knowledge for all primary products and service responsibilities for the industry mix located in the assigned territory.
• Develop and maintain trusted advisor business relationships with key customer contacts at all levels.
• Territory Marketing and Sales Plan
• Conduct market research and competitor analysis for assigned territory as required.
• Maintain evergreen customer database with key contact names, positions, phone numbers, addresses and activity history.
• Develop and implement an adequate sales coverage plan for process plants and gas utilities based on sales potential.
• Conduct local and on-site seminars to introduce new products and services and/or reinforce existing capabilities.
• Strategic Account Management
• Based on industry segment focus and/or territory assignment, direct all Emerson Process Management sales activities at approximately 7 to 10 high potential, strategic accounts.
• Develop an evergreen strategic account plan that transitions the customer from a price-based buyer to a value-based buyer.
• Conduct maintenance and engineering “prospecting” seminars and provide industry specific applications assistance to sell our products and services.
• Verify and track the economic impact of our solutions to improve the customer’s key performance indicators. Use this data to build our superior industry/application proofs database that can be leveraged into new product, services and/or contract applications.

Requirements

• Bachelor’s Degree required; BS in Engineering preferred. Preferred 1-3 years total experience in engineering and/or industrial process control functions. Candidate must have a strong desire to move into Industrial Sales, selling engineered products (not commodities) and solutions to our customers.
• Must demonstrate and exhibit at all times each one of the company’s nine non-negotiable traits which include integrity, self-starter, team player, positive attitude, sense of urgency, organized, dedicated, drug-free, and accountable.
• Interaction and Versatility: Able to modify one’s own behavioral style to respond to the needs of others; exhibit empathy for others; communicate with others in a warm and helpful manner while building credibility and rapport.
• Communications: Able to clearly present information through the spoken and written word; influence or persuade others through oral presentation in positive and negative circumstances; listen well; effectively present ideas and document activities.
• Goal Setting and Commitment to Task: Able to define realistic, specific goals and objectives for self-development and sales territory growth; prioritize objectives; exhibit a high sense of motivation and sense of urgency to reach goals.
• Confidence and Resilience: Able to maturely express feelings and opinions; exhibit high self-esteem; manage disagreements constructively; prioritize the need to do business over the need to be liked; overcome setbacks and personal rejection; remain emotionally neutral in the selling process.
• Sandler Selling System: Able to negotiate “Up-front Contracts”; ability to uncover, financially quantify, and get prospects to “feel” their pain; able to uncover how much money the prospect has and is willing to spend; able to uncover the prospect’s decision making process; never moves to the Present step until the Pain, Money and Decision steps have been completely qualified.
• General computer and Office Product competencies: Able to work proficiently in the standard Microsoft Office Product Suite including Outlook, WORD, Excel, PowerPoint; ability to quickly learn our CRM (presently Salesforce.com).

Skills

Required

• Able to navigate stairs and/or ladders