Outside Sales - Maintenance Service Sales

ESSENTIAL RESPONSIBITIESUNDERSTANDS THE CUSTOMER AND MARKETFocuses on services value the Customer needsBuild strong, mutually beneficial, enduring Customer relationshipsUnderstands and communicates Customer needs and business strategy/initiatives to ensure continued leadership in delivering creative services solutionsIdentifies and tracks all maintenance outages and service spending eventsSupport our Customers’ drive/need for outage execution, operational efficiency and effectivenessSupport our Customers’ needs from the day-to-day support required from our customer service, inside sales, field service technicians and manufacturer’s support teamsMaintains a high degree of industry knowledge and awareness including: trends, technology advancement, significant accomplishments by others in the business, state of the competition, and significant events related to the Company’s business and the customer businesses.Identifies, establishes, and maintains business relationships with customers final decision makers and managers who influence the selection of solutions.Maintains a thorough understanding of the customer’s business, including products and processes, markets served, key customers, industry dynamics that effect the customer’s business, and events that influence the customer’s profits and therefore their accessible spend and drivers for that spend.Identifies the customer’s Critical Success Factors (CSF), Key Performance Indicators (KPI), and key initiatives to support development of account plans, sales strategies, and project justifications.UNDERSTANDS THE COMPANY’S OFFERINGUnderstands the Company’s product and service offerings.Maintains basic knowledge of industry benchmarks pertinent to developing new performance targets for customers.Maintains knowledge of Quantified Business Results (QBR) delivered to other customers.Understands the Emerson organizations and its ability to impact sales and support efforts.Understands the Company’s key strengths and weaknesses when compared to the competition.Deliver Bookings growth across the breadth of the service businessCoordinates work with account managers to help increase product pull through during outages and maintenance related spending events.Technical understanding or the willingness to learn about process control equipment: Control Valves, Process Instrumentation (Pressure, Temperature, Flow, etc…), Valve Automation Products and our other offerings.UNDERSTANDS THE SOLUTIONIdentifies recurring problems and completes thorough diagnosis to understand requirements and potential solutions.Acts as a scope architect to generally describe potential solutions.Prioritizes solution options and describes strengths and weaknesses of different alternatives.Develops the business value messages offered by the solution alternatives.Quantifies the PlantWeb® value in terms of customers KPIs and builds business justification for the investment.Acts as a consultant to assist in the customer’s selection of best alternatives, which will optimize profit for both companies.Lead an internal team (Technical Specialists, Service Techs, Inside Sales), delivering increased customer loyalty and profitable growthApplies all of our service capabilities to customer maintenance eventsCOMMUNICATES AND SELLS THE SOLUTIONWillingness to plan business strategies and complete the tactics to complete this plan in a steady and continuous mannerLeads the identification and qualification of all maintenance outages and service opportunities.Develops, implements, and maintains an account service strategy that maximizes profit generation for the Company, including crafting a value proposition for continuous improvement that sustains the business relationship.Leads and coaches the customer support team and keeps them focused on the Strategic Focus Areas.Communicates, in business terms, how the Company’s service solutions address the “pain”.Responsible for providing service solutions of uncompromising quality to the customer.ESSENTIAL SKILLS REQUIREDStrong technical background in process control, instrumentation, electrical and automated service solutionsExcellent communications (presentation, verbal, and written skills) and interpersonal skillsHighly effective at building long-term relationshipsExperience in negotiating contracts, deal making and making presentationsStrong ‘Customer First’ focusEffective at dealing with a variety of Customer roles, including senior positionsAbility to navigate ambiguous situationsStrong team playerEntrepreneurial work ethicKnowledge of Emerson\Emerson Process Management organization.Basic knowledge of the entire Emerson Process Management offeringUnderstanding of customers’ organizations, business models and processesUnderstanding of customers’ Value ChainManages across multiple divisions, companies, and organizationsExperienced with the outage planning processProficient with Microsoft Office applications.Ability to learn and utilize computer based programs such as CRM and SharePointWillingness to work the hours needed to meet customer requirements.REQUIRED AND PREFERRED EXPERIENCE AND EDUCATION QUAILIFICATIONSTrade school or college3 years or more in industrial or adjacent segment outside sales or engineering/maintenance/process control experience in a process plant is preferredADDITIONAL JOB DESCRIPTION/REQUIREMENTSThis job exists in an environment of change and pressure for results. It requires the handling of multiple tasks with many unexpected interruptions. The job calls for the responsiveness and energy to work long hours and cover a wide scope without letting up on the pace.This job has requirements for field surveys or walk-downs of equipment and may require a “on-the-job” presence during outages or maintenance events.The job requires driving to customer industrial sites on a regular basis. Such sites, while generally providing safe working environments, provide the potential of exposure to hazardous materials and other industrial safety exposures.The job may occasionally require the salesman to fly to customer or manufacturers sites or other locations to participate in business discussions. The job requires the salesman to serve his/her customers on an “as needed” basis.This is not a complete list of all duties, and from time to time the duties and responsibilities of the job will change based on changes in our business.PLEASE NOTE: John H Carter Company is not accepting unsolicited assistance from search firms/employment agencies for this employment opportunity. Please, no phone calls or emails to any employee of John H Carter Company about this opening. All resumes submitted by search firms/employment agencies to any employee at John H Carter Company via-email, the Internet or in any form and/or method without a valid and executed search firm agreement in place for this position will be deemed the sole property of John H Carter Company; no fee will be paid in the event a candidate is hired by John H Carter Company as a result of the unsolicited referral or through other means.If you wish to become an approved agency to assist us in our employment efforts, please submit your request to View email address on click.appcast.io: Inspired to perform without outside helpGoal Completion: Inspired to perform well by the completion of tasksFlexibility: Inspired to perform well when granted the ability to set your own schedule and goalsAbility to Make an Impact: Inspired to perform well by the ability to contribute to the success of a project or the organizationEDUCATIONTechnical/Other Training or betterCommunity College/Vo-Tech or betterBachelors or betterJob SummaryRequisition Number: OUTSI002794Job Category: ServiceSchedule: Full-Time