Project Pursuit Manager Commercial Excellence and Growth Vector

il y a 8 heures

SaintPriest, Auvergne-Rhône-Alpes, France Copeland Temps plein
Job Title: Project Pursuit Manager Commercial Excellence and Growth Vector

The Project Pursuit Manager is responsible for identifying and winning strategic project business for all Emerson Automation Solutions business units, driving business growth in emerging vectors as part of the sales transformation implementation process.

Key Responsibilities:
  • Work closely with Sales Development and Marketing Director and their team to define working axis and priorities, business trend evolutions, and follow-up.
  • Supply and support the transformation of sales channels, sales processes, and tools to improve future growth across markets and portfolio, working closely with Sales Directors and their sales channels to define per project the best-appropriated sales strategy and to improve total business for Emerson in France.
  • Improve engagement and increase the impact of targeted growth programs by understanding our customer landscape and contributing to define the most relevant segmentation in coordination with BU Directors.
  • Facilitate smooth project team transition and ownership as projects move from pre-sale and negotiation to execution and delivery stages and identify and suggest Sales development process improvements to increase overall hit rate.
  • Make ongoing early identifications and engagements in feasibility phase of projects to identify and win strategic projects to meet or exceed annual targets for greenfield and major plant extension project bookings across all business units.
  • Form and maintain strong business relationships with Selected Key Accounts, EPCs, OEMs, and End-User customers, but also with Partners, and Suppliers that help deliver long-term growth for the business in emerging growing vectors and industries.
  • Constantly improve the communication with customers and Emerson business unit specialists, develop solutions that increase customer value, accepting key Emerson differentiators; Visit customers to promote Emerson solutions and boundless automation, improving their understanding and vision about finding solutions to their needs.
  • Drive implementing Sales developments strategies, using our Project Certainty philosophy, to ensure proper project qualification and act as a linking pin between Customer, Business Units, and World Areas, by Assembling, lead, and coordinate Sales development at very early stage and then project execution teams using consultative selling and CRM tools.
  • Drive and achieve 'best win' pricing for Multi-Business Unit projects, collaborating to established relevant delegated authority limits and processes.
Requirements:
  • Educated to MBA and/or Degree level in an Engineering or Sciences field, or equivalent preferred.
  • Experience of operating within the process automation industry is advantageous.
  • Background and experience in Management/Leadership and Automation.
  • Proven track record of automation sales and winning project business.
  • Demonstrate ability to build strong customer relationships, present techno-commercial proposals, and define strategies to win.
  • Understanding of business drivers, commercial negotiations, and decision-making processes for automation.
  • Ability to assure mentorship to Sales teams.
  • Structure in following up on Pursuits and coordinating communication with Global collaborators and pursuit team members.
  • French & English fluency to business standard is needed.
  • Proficiency in Microsoft Office applications Excel, Work, and PowerPoint.
  • Demonstrates the Emerson Values.
  • Full clean driving license.
Preferred Qualifications:
  • Having a Strategic approach and excelling in project management.
  • Experience in business development.
  • Background and/or experience in process automation.

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