Senior Manager, Project Pursuit, West Africa at Emerson

Requisition ID: 21018363
Job Function: Sales

Description

• Emerson Automation Solutions takes pride in solving the toughest challenges that our customers face by providing them innovative solutions demonstrating our world-class resources and groundbreaking technology.
• Senior Manager Project Pursuit - Automation Solutions will develop and implement sales growth programs for Emerson's Automation Solutions products and solutions in West Africa.
• The role reports into the Group Director Project Pursuit and Strategic Sales.

Responsibilities

• The Global Project Pursuit (GP3) Manager is responsible for leading Emerson cross-divisional Top 25 project sales pursuits in the West Africa Region.
• Critical Engineering Procurement & construction (EPC) Account Management
• Leadership responsibilities for all internal and external project pursuit coordination. Internal leadership responsibilities will include managing all available resources within Emerson Automation Solutions to be successful on assigned project pursuits. Resources to be used internally include world area sales, division sales, proposal resources, project execution personnel, executive management and local business partners.
• The Leader will act as the focal point for the development of relationships with defined end users, joint venture partners and engineering contractors involved with the GP3 projects.
• This leadership role will have direct involvement throughout the project pursuit lifecycle including sales pursuit, proposal generation/submittal, contract negotiation and project execution.
• The GP3 Leader will apply a pre-defined project pursuit methodology including opportunity qualification and screening, sales team assignments, communications planning, sales strategy development, executive management involvement and reporting, proposal planning, competitive analysis, customer business analysis, risk analysis and mitigation, and pursuit success probability.
• Understanding, managing and reducing project pursuit costs will be a key responsibility for this position. This will include personal expenses and global sales pursuit team expenses.

Qualifications

• MBA / Degree in Engineering or any relevant courses.
• Minimum ten years direct sales experience, preferably in process control and automation
• Demonstrated ability to target and convert accounts using a combination of technical and business value propositions
• Provide evidence of aggressive sales results
• Proven people management and team leaderships skills
• Ability to communicate the business-based value of automation – Project Certainty and Operational Certainty,
• International project pursuit experience with proven result
• Extensive international travel will be required for this position. Traveling on short notice must be acceptable. Unforeseen extended travel must be acceptable.

What Knowledge and skills will I need to demonstrate to be successful for this role.

• The GP3 Leader will possess strong knowledge of automation solutions including IIOT, field instrumentation, valves (general and severe service), digital communications bus technology, distributed control systems, asset management, sub-system data integration, advanced process control and other automation hardware and software solutions.
• The GP3 Leader will possess strong knowledge of project execution fundamentals. This requirement will include basic knowledge of project management, project engineering, project controls, FEED deliverables, basic project execution work processes, FAT/SAT testing procedures, installation and commissioning services, documentation packages, project schedule development, management of change (MOC) procedures and general knowledge of project execution services.
• The GP3 Leader will possess strong written and verbal communications skills. Effective written communications to global sales team members is compulsory. Public speaking will be required on a frequent basis. These skills must include extensive knowledge of the Microsoft Office Suite of applications including Word, PowerPoint, Excel and Outlook.
• The GP3 Leader will possess strong knowledge of professional selling techniques for large capital projects. This requirement will include previous training and extensive experience with Strategic Selling, Consultative Selling, presentations, negotiations, conflict management, communications planning and global sales leadership.
• GP3 Leader candidates must possess reasonable knowledge of process industries. This knowledge should include basic process fundamentals and operations requirements. This industry knowledge should include, but not be limited to:
  • Offshore Oil & Gas Production Platforms (TLP, Spar, FPSO, etc.)
  • Oil & Gas Processing and Treating
  • Liquefied Natural Gas Processes
  • Gas to Liquids Processes
  • Basic Refining Processes
  • Basic Petrochemical Processes (continuous and batch)
  • Metals & Mining Operation
  • Pulp & Paper Processes
  • Life Sciences Operations
  • Power Generation and Municipality Operations.