Territory Manager

Control Southern

20d

About The Position

Principal Duties and Responsibilities:

Develop applications knowledge for all primary products and service
responsibilities for the customers located in assigned territory including:
Emerson Automation Solutions Products (DeltaV, DeltaV SIS, Syncade, etc.)
Emerson Reliability Solutions Products (CSi Equipment, etc.)
3rd Party Products or Buyouts (PLCs, MCC, Cabinetry, Field Instrumentation,
etc.)
Emerson Automation Solutions Services (Automation Engineering,
Virtualization, Commissioning, etc.)
Emerson Reliability Solutions Services (CSi Implementation, Data Collection
& Analysis, etc.)
Control Southern Services (Automation Engineering, Installed Base Support,
Commissioning, E&I Design, etc.)
Responsible for identifying opportunities, developing the pursuit strategy
and organizing the applicable sales team(s).
Develop and maintain strategic account plans, competitive analysis and
strategies for new or prospective customers.
Lead the sales team in all applicable activities. Sales teams can be made up
of Territory Manager, Solutions Architect, Customer Support Specialist,
Business Unit Leader(s), Account Manager(s), Engineers or Engineering
Management.  The team can be any combination of these depending on the
opportunity.
Lead internal pursuit strategy and proposal reviews as required.
Initial project identification, qualification, proposal and serve as project
pursuit team lead.
Manage the interface and relationship with Emerson Automation Solutions
Business Development Personnel for project pursuits as required.
Jointly develop strategic account and pursuit plans with Emerson Automation
Solutions.
Utilize and execute consultative selling techniques and strategies according
to the methodologies implemented by Control Southern.
Lead internal project hand-offs with sales, customer support and engineering.

Conduct market research and competitor analysis for assigned territory as
required.

Create and maintain strategic business and personal relationships at existing
and prospective customers.

Maintain CRM with key contact names, positions, phone numbers, addresses and
activity history.

Maintain opportunity tracking and forecasting databases.
Utilize assigned Solutions Architect(s) for project and proposal development
and collaborate with them on strategic relationships.

Other Duties:

Please note this job description is not designed to cover or contain a
comprehensive listing of activities, duties or responsibilities that are
required of the employee for this job. Duties, responsibilities and activities
may change at any time with or without notice.

Physical Demands:

Communication by speaking and listening effectively.
Able to detect, determine and distinguish by sight.
Walk and/or climb at customer sites.

Requirements

• Min 5 years prior experience within a process industry or manufacturing environment is preferred.
• A Bachelor’s degree in Engineering (B.S.) or equivalent from four-year college; equivalent combination of education and experience.
• Previous sales experience preferred.
• Working knowledge of word processor and spreadsheet programs (i.e. Excel/Lotus, and Word).
• Working knowledge of database programs (i.e. IFS, Salesforce, Outlook) preferable.
• Effective interpersonal and communication (oral & written) skills required.
• Must be very customer focused.

Responsibilities

• Develop applications knowledge for all primary products and service responsibilities for the customers located in assigned territory including: Emerson Automation Solutions Products (DeltaV, DeltaV SIS, Syncade, etc.), Emerson Reliability Solutions Products (CSi Equipment, etc.), 3rd Party Products or Buyouts (PLCs, MCC, Cabinetry, Field Instrumentation, etc.), Emerson Automation Solutions Services (Automation Engineering, Virtualization, Commissioning, etc.), Emerson Reliability Solutions Services (CSi Implementation, Data Collection & Analysis, etc.), Control Southern Services (Automation Engineering, Installed Base Support, Commissioning, E&I Design, etc.)
• Responsible for identifying opportunities, developing the pursuit strategy and organizing the applicable sales team(s).
• Develop and maintain strategic account plans, competitive analysis and strategies for new or prospective customers.
• Lead the sales team in all applicable activities. Sales teams can be made up of Territory Manager, Solutions Architect, Customer Support Specialist, Business Unit Leader(s), Account Manager(s), Engineers or Engineering Management.  The team can be any combination of these depending on the opportunity.
• Lead internal pursuit strategy and proposal reviews as required.
• Initial project identification, qualification, proposal and serve as project pursuit team lead.
• Manage the interface and relationship with Emerson Automation Solutions Business Development Personnel for project pursuits as required.
• Jointly develop strategic account and pursuit plans with Emerson Automation Solutions.
• Utilize and execute consultative selling techniques and strategies according to the methodologies implemented by Control Southern.
• Lead internal project hand-offs with sales, customer support and engineering.
• Conduct market research and competitor analysis for assigned territory as required.
• Create and maintain strategic business and personal relationships at existing and prospective customers.
• Maintain CRM with key contact names, positions, phone numbers, addresses and activity history.
• Maintain opportunity tracking and forecasting databases.
• Utilize assigned Solutions Architect(s) for project and proposal development and collaborate with them on strategic relationships.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level