Sales Manager Natural Gas at Emerson

JOB DESCRIPTION

• The primary responsibility is to lead the Final Control - Pressure Management (PRM), Natural Gas business in Nigeria, Ghana and Equatorial Guinea, with focus on Natural Gas skid business, LPG Market and KOB3 demand creation, growing market participation and position Emerson as the Supplier of First Choice in the region.
• Take ownership for customer enquiries, product quotation requests, proposals and convert quotations into order. Assist customers with selecting and recommending solutions that matches their application requirements.  For business development the role mandates alignment to Emerson strategic goals, involves extensive travelling, there will be a need to engage in Shutdown-Turnaround – Overhaul (STO) pursuits, site walkdown and creation of site plans. 
• The Inside Sales and Application Eng. team based in MEA/ZA/BCC subsequently generates a quote to support the outside sales engineer, that will result in the customer purchasing from Emerson.  To develop the regional business the role involves working in a highly collaborative matrix organization, managing the local partner relationship, and leveraging the partner resources 
• The Sales Manager will systematically develop, support, and implements growth strategies to achieve or exceed bookings targets for territory. Opportunities can range from targeted Project business, Kind of Business 3 (KOB3) orders from the installed base, replacement of obsolete products, competitive displacement, and Emerson disruptive technologies. Engaging with customers, country sales managers and the Local Business Partners under his responsibility will in all cases be essential for successful execution of the job function.

Your role responsibilities will include, but not be limited to, the following: 

• Lead Pressure Management Business for the territory and take direct responsibility for sales for PRM products, services sales & business development initiatives.
• Key Account management for Natural Gas and LPG Business across West Africa. 
• Focus on current white space, Customer diversification, developing local partners and re-sellers will be a measured goal for this role
• Meet or exceed the territory financial objectives (budget, POR, etc.) as required in support of the PRM MEA business plan
• Review and address RFQ requests from customers from commercial, technical, and operational standpoints. Participate in RFQ/Bid evaluation and submission of DOA deck for management approval.
• Covert RFQ into PO/contracts and process it to the Order Entry team as per the requirement for clean order entry.
• Conduct Due Diligence, Legal and Commercial compliance approval process in collaboration with the sales team
• Engage, Motivate and Work closely with the Inside Sales team on developing a technically suitable and most competitive solution. 
• Engage early with end users and EPC to influence the spec and negotiate acceptable T&Cs
• Proactively collaborate with the sales team and cross functional groups in the RFQ execution process to drive quick response time and high RFQ to order conversion 
• Develop and implement plans to drive and grow KOB3 business and maximize revenue and profit from the existing installed base.
• Prepare and present marketing forecasts, pricing surveys, competitor intelligence and country marketing plans
• Work closely with other Emerson Automation Solutions Business Units and maximize pull-through content
• Take a pro-active role in defining strategies for winning Entity KOB1/KOB2 projects as well as supporting Destination KOB1/2 pursuit activities to achieve order conversion and maximize the potential for PRM Business Unit 
• Develop long-term relationships with senior management within customer accounts to ensure awareness of the capabilities of PRM Business Unit and Emerson Automation Solutions 
• Drive and conduct STO, site walkdowns and Site Plan activities to maximize KOB3 potential at critical sites. 
• Improve customer satisfaction by finding solutions to their needs
• Keep up to date with developments in products, industries and market trends. 
• Utilize CRM Cloud effectively and use it the main tool (single point of truth for sales funnel/info) to monitor sales activities.
• Maintain record of business activity as per Emerson record retention policy 

What do I need to be considered for this role?

• Educated to bachelor’s (Min 4 years) degree level in an engineering discipline – Mechanical, Industrial, Instrumentation or Chemical.
• Direct selling experience. Track record of achieving sales targets, driving business development, and managing customer relationship. 
• Achievement of an MBA qualification will be considered advantageous.
• Strong differentiated value & technical selling experience in Hydrocarbon, LNG, Chemical &Power industries
• 3-5 years in direct selling experience with Oil & Gas customers, 
• Experience in working in a diverse, multi-national and multicultural matrix organization 
• Strong business acumen & commercial awareness 
• Strong knowledge in MS Office 
• Ability to communicate and deliver the business-based value messages 
• Must have advance level of knowledge in MS Office. MS Team 
• Extensive travel within the assigned region to meet customers
• Travel requirements for the position (70-80%)
• Fluent in English (read, write, and speak). French and other local language skill will be an advantage