Account Manager - Light Industrial

Success Factors:

Customer Intimacy/Sales Effectiveness: Consistently builds lasting, powerful, meaningful customer relationships based on a desire to understand customer pains, business drivers, organization, 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: Effectively develops and uses Account Development plans around assigned most valuable and most growable accounts (MVC and MVC), and for other territory accounts on as needed basis. Actively uses Account Development and Solution Selling concepts for all accounts/pursuits. Develop account plans, in collaboration with Business Unit specialists, that are "evergreen", routinely updated, and relevant. 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 and major turnarounds/outages in the opportunity funnel. 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. Looks for opportunities to expand client base to grow business segment.

Responsibilities:

• Lead the development of overall account sales strategy, driving results and profit margin
• Leads teams comprised of inside and outside sales personnel, product specialists and other Emerson business units in project pursuits
• 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

• 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
• Speak in front of large groups, deliver presentations and demonstrate products/solutions
• Consistently maintain a high level of self-motivation and work with little direct supervision

Skills/Qualifications:

• Bachelor's degree preferred
• Relevant previous technical work or sales experience preferred

• Knowledge of the key industries we serve including, but not limited to the following:

Oil & Gas - upstream, midstream and transmission

Refining

Power generation

OEM/Fabricators

Engineering Contractors/EPC's

Food & Beverage

HVAC Contractors

• Knowledge of the products, services, and solutions we supply including, but not limited to the following:

Control valves, regulators, and pressure relief valves

Automated & manual isolation valves

Control Systems

Rotating equipment reliability products and consultative services

Oil & gas field automation including flow computers and RTU's

Repair services supporting each business segment/product offering

Working Conditions:

Overnight travel is required in the territory and for factory training. Travel may include driving up to 5 hours per day. Position requires regular carrying of a laptop computer, and occasionally carrying demonstration equipment/products. Occasional plant visits including the use of Personal Protective Equipment.

Compensation:

• The range for On Target Earnings (OTE) for candidates with 1-5 years of experience is $85,000-$110,000 at 100% of goal, of which 65% is fixed and 35% is variable. For candidates with 5-10 years of industry experience can make OTE up to $130,000 of which the 65% is fixed and 35% is variable. Once 100% of goal is achieved, then all additional earnings enter into a sales accelerator bonus that increases the higher you go, capping out at 120% of goal. At 120% of goal, employees receive an additional bonus of 50% of their OTE.
• OTE will be determined based on prior work and industry experience, job-related education, and unique skills.
• Employees are eligible for additional incentive compensation including an annual sales escalation payment and annual profit share payout.
• Other Variable Compensation: Eligible for additional incentive compensation including a quarterly sales bonus, an annual sales escalation payment, and an annual profit share