Business Developer Manager Flow Blending & Transfer Systems and OEM
Dublin, Co. Dublin
SUMMARY OF ROLE Location: Home Based UK or Ireland The Blending and Transfer/ Systems & Solutions/ Flow OEM Product Manager will systematically develop, support and implement growth strategies/Initiatives, to achieve or exceed an incremental bookings target and develop new customer relationships in UK&I for Emerson’s Blending and Transfer and flow solutions portfolio. They will provide technical support to all sales channels and provide market/product dynamics to the BU. This is very much a front line sales role, with an emphasis on creating demand within new and under-penetrated markets and accounts. This will involve creating demand into potentially non-core /unexplored markets, with a strong leaning towards differentiated solutions and disruptive technologies into competitive displacement and OEM accounts. In addition, the successful applicant will take on critical responsibilities in a number of strategic white space OEM accounts to grow the flow portfolio and subsequently deliver incremental bookings within these accounts. PRINCIPLE POSITION ASSIGNMENTS Establish and drive growth programs • Understand customer and market dynamics and qualifications: analyze industry needs and trends, identify application opportunities, build business cases, develop industry segment forecast, etc. • Observe competitive activities in the flow market; feedback competitor info to management to contribute to competitive profiles and strategic planning. • Identify opportunities in adjacent markets (e.g. Lubricants & greases) and develop a strategic plan to penetrate these new markets. • Identify target Flow specific OEM accounts and drive growth within these • Help develop growth plans for UK&I to achieve budgets and goals. Ensure the plan and activities are executed in close coordination with the wider sales organization and sales initiatives of the BU. • Act as the “pivotal” point and lead in “flow system” pursuits by coordinating communications and pursuit strategies between all internal and external stakeholders. • Assist in the analysis of business trends, such as bookings, market participation, run rates, quote conversion rates, etc., and propose corrective strategies where applicable. • Seek opportunities to grow and support general Daniel product business • Provide input to Marketing, Engineering and Sales regarding customer needs for New Product Development, Service or Training offerings. • Develop a UK Strategic Plan for the Blending & Transfer and Flow Systems business by actively driving the plan through to completion through your own activities, leveraging support from the BU and the wider Emerson country sales channels. Field sales activities • Build positive relationships with customers that will generate future sales and repeat business. This will involve presenting/demonstrating flow system solutions capabilities to customers, outlining Emerson differentiators. • Support general Daniel product and MRO business • Actively engage in account plans together with local sales organization and own/develop account plans for competitive displacement and extended business with committed customers • Support account leaders to grow the Blending & Transfer and Flow system solutions business, including developing end-user preferences and technology acceptance. • Present the customer benefits of the products and solutions to customers at all levels in assigned areas • Deliver differentiation message for the products and/or solutions in major projects/pursuits. • Increase Flow sales through specific targeted OEM accounts Specialist support and consultative selling • Provide industry and application ability to the sales channel and customers • Improve sales effectiveness through sharing of knowledge & success stories, developing effective sales tools, and enhancing communications across the business • Deliver product and application training to customers (internal and external) as required. • Assessing customer qualifications and pain-points and suggesting appropriate solutions • Identify and drive the target applications. • Work with marketing team to develop B&T marketing strategy. • Assist with bid management and control levels of DOA/price point to achieve success while maintaining GP.
February 11 on Equest