Account Manager- Alabama

POSITION TITLE:

Account Manager
- Central AL Team:
Sales - Outside

REPORTS TO:

AL/TN Sales Manager

Location:

Central AL Classification:
Exempt JOB SUMMARY

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).

• 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.

• 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.

• 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.

Indirect leadership of Emerson Process Management sales force at assigned key accounts. Serve as cross‑functional team member with Rosemount and Emerson systems sales force to provide a unified Emerson Process Management front to the marketplace. Serve as account/territory team member with assigned inside Applications Engineer.

Overnight travel would be minimal. The primary territory is between Birmingham, AL and Prattville/Montgomery, AL.

Depending on experience, customized training may be required.

Bachelor’s Degree required; BS in Engineering preferred. Required minimum of 2‑3 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. Pulp/Paper process experience preferred.

Professional position requiring the ability to perform the requirements of the position which is essentially a field sales function. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of the job.

• Physical ability to travel to customer sites each day via auto, bus, train, or air, get in and out of vehicles without assistance, and safely navigate industrial sites.
• Standard visual acuity required for operating a motor vehicle.
• Able to navigate stairs and/or ladders.
• Must have adequate hearing and speech/communication capabilities.
• There is generally not a requirement to lift more than 50 lbs.

Must demonstrate and exhibit…