ETS Channel Development Manager - Africa at Emerson

JOB DESCRIPTION

• The primary purpose of the Channel Development Manager will be responsible to manage, develop and enable Local Business Partner (LBP) resources in the Africa region to strategically position ETS products and services. In addition, the position is to develop and grow the overall business of ETS business in the underpenetrated areas of Africa region. This role will take overall responsibility for sales, marketing, and customer specific account development programs for ETS, services and education positioning and selling.
• This position is currently an individual contributor and has no direct supervisory responsibility. However, it does require the ability to influence and empower Emerson sales and channel representatives to ensure collaboration with divisional initiatives.
• It will be essential to work cross divisionally inside Emerson as well as with the LBPs to achieve the desired results!

In this Role, your responsibilities will be:

• Overall responsibility of ETS order bookings and sales growth in Africa region
• Be a subject matter expert for SCADA / RTU and Flow Computer technologies
• Be proficient in Solution Selling proficiency and consultative selling skills at various customer levels
• Provide input on project tracking, forecasts & President’s Operating Report (POR) by maintaining & updating a ETS Global Project Pursuit (GPP) file with the ETS Regional Sales Managers (RSM), SYSS Regional Sales Directors (RSD) and ETS functional leaders for the ETS portfolio
• Improve market awareness of ETS products through product marketing, demonstrations, exhibitions, and road shows
• Develop and implement market penetration strategy for ETS products through new applications
• Define unique selling points and prepare selling tools / training modules for all sales channels and existing / smaller / new ETS accounts
• Proactively promote & manage the sale of ETS products & services, ensuring consistency with standard process concepts & applications by:
• possessing a comprehensive understanding of the technology, applications and services related to the SCADA / RTU portfolio
• being proficient at demonstrations of the product, architecting systems, and translating how it can be used to deliver the best value via packaged services
• drive & facilitate new product introductions and training
• Support sales representatives to produce proposals for Emerson products & services ensuring that they are accurate, technically verified and offer customer solutions that highlight customer business benefits
• Liase with Sales Channel representatives to prioritize effort, gather competitive intelligence and improve customer service, consistent with divisional sales strategies and account plans
• Liase with other departments / organizations as vital to ensure effective delivery of a customer centric solution, offering customer service levels that set Emerson ahead of its competitors
• Develop and provide metrics that provide information on area / sales channel representative performance
• Supervise customer happiness levels and provide specific recommendations for improvement
• Directly participate in project pursuits and account penetration with PSS Global Project Pursuit (GPP) and Global Project Pursuit (GP3) teams to include / enhance ETS content in all Africa projects
• Keep up to date with developments and trends in products, industries and market conditions
• Provide the criteria and information for establishing Quantifiable Business Results (QBRs) on key / significant ETS wins and / or successful implementation thereof
• Always ensure adherence to local and international Emerson trade compliance procedures in connection with all transactions and business practices
• Fulfill any other reasonable duties as required

Who you are?

• Committed - You balance planning with actions.
• You research initiatives and try new directions.
• You stay aligned with your goals and stay productive.
• Decision making - You define issues and can map out a process.

For this Role, You Will Need:

• Automation & Instrumentation background specially in RTU / SCADA, Flow Computer, ESI and Terminal products, solutions and services
• +10 years direct & representative sales management experience, domestic & multinational
• Degree in engineering or related field

Preferred qualifications that set you apart:

• Automation & Instrumentation background specially in RTU / SCADA, Flow Computer, ESI and Terminal products, solutions and services
• 10+ years direct & representative sales management experience, domestic & multinational
• Degree in engineering or related field