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RTMS Application Sales Leader

Company: Emerson
Location: Durham
Posted on: January 15, 2022

Job Description:

The RTMS Application Sales Leader will be responsible for developing and driving sales order growth through strategic accounts in North America. This includes working with the PSS Area leadership teams to develop annual business goals and to provide leadership, communication, support, training and collateral to successfully meet these business goals.
AS A RTMS Application Sales Leader, YOU WILL:

  • Provide overall leadership for the L3 MES Finite Scheduling and De-bottlenecking business in North America using Emerson's RTMS (Real-Time Modeling System) platform
    • Set the direction for strong growth and set stretch goals/targets which are in line with divisional objectives.
    • Support and drive development of sales platform tools for front line sales, account teams and develop sales champion community.
    • Ensure North America has the required support and messaging to deliver the full sales cycle from Qualification through to demonstration and Proposal.
    • Support Emerson Life Science Management to set pricing strategies by preparing and presenting competitor intelligence and market pricing intelligence.
    • Where required, deliver full sales support to sales team including opportunity qualification with customers, definition of sales strategy, delivery of SME specific presentations, initiation and delivery of proposals in collaboration with the proposal team and close out of the opportunity.
    • Opportunity Management
      • Achieve assigned account booking goals.
      • Understand and communicate the customer's business strategies, organizational structure, buying behavior, vendor status, active projects, buying processes, pricing history and spending
      • Work within a team environment to develop and proactively execute specific business plans for accounts and pursuits
      • Expedite and escalate key customer complaints and problems as is required to obtain satisfactory and timely resolution.
      • Capture and develop value creation descriptions or QBRs in conjunction with Sales, Operations, Field Services and Account Management.
      • Provide technical direction/support to proposal team
      • Perform role of Solution Architect on project pursuits / proposals to ensure the proposed solution is aligned with customer needs and the sales strategy
      • Lead and host customer project pursuit meetings
      • Provide pricing guidance per comparable benchmark data to maximize profitability within the competitive landscape.
      • Demo technical engineering software, most notably finite scheduling and discrete event simulation
        • Forecasting and Reporting
          • Maintain accurate booking forecast data in conjunction with all stakeholders
          • Monthly report out of pursuits and actions
          • Maintain a summary of current status on key pursuits.
          • Work with sales management to ensure bookings happen per the forecast.
          • Industry Expertise
          • Maintain an understanding of account and life science industry commercial benchmarks and metrics.
          • Understanding Emerson technologies and collaborate on how L3 MES can be used in conjunction with these to address customer pains/needs.
          • Collaborate & Leverage across the Organization
          • Leadership role improving sales volume and market share through direct actions with all stakeholdersWHO YOU ARE:You build and deliver solutions that meet customers' expectations. You use knowledge of business drivers and how strategies and tactics play out in the market to guide actions. You respond effectively to the reactions and positions of others. You build rapport in an open, friendly, and accepting way. You deal constructively with problems that do not have clear solutions or outcomes.Additional InformationThis position requires -30% travel post-COVID
            • Bachelor's of Science degree in an Engineering discipline
            • 5+ years of industry experience (2 of which are in Life Science, biopharmaceutical, etc.)
            • 2+ years of salesPREFERRED EDUCATION, EXPERIENCE & SKILLS:
              • Experience using discrete simulation or processing modeling programs
              • Experience selling enterprise software and solutions and understand MES / L3 applications, finite scheduling, and discrete event simulation
              • Understanding of manufacturing debottlenecking and operational efficiencies, throughput and yield
              • Value creation and documentation of business results
              • MBA, Life Science, Operations and business experiences
                WHY EMERSON?

                Our Commitment to Our People
                Across the globe, we are united by a singular Purpose: We drive innovation that makes the world healthier, safer, smarter, and more sustainable. We invest in our employees to ensure they have the marketplace knowledge, skills, and competencies to bring this Purpose to life while competing and leading in a global economy. Our training programs focus on end-to-end development, from onboarding through senior leadership.

                Our success is measured by the positive impact we make on people, our communities, and the world through our unwavering focus on environmental, social, and regulatory progress. Learn more about us!
                Flexible and competitive benefits plans offer you the right options to meet your individual and family needs: medical insurance plans, dental and vision coverage, 401(k), tuition reimbursement and more. We also provide you flexible time-off plans, including paid parental leave, vacation, and holiday leave.

                Our Commitment to Diversity, Equity & Inclusion
                At Emerson, we are committed to fostering a culture where every employee is valued and respected for their experiences and perspectives - and that reflects the world around us. We believe a diverse, equitable and inclusive work environment contributes to the rich exchange of ideas that inspires innovation and brings the best solutions to our customers.
                This philosophy is fundamental to living our company's values and our responsibility to leave the world in a better place. Learn more about our Culture & Values and Diversity, Equity & Inclusion at Emerson.

                Work Authorization
                Emerson will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1, H-1, H-2, L, B, J or TN, or who need sponsorship for work authorization now or in the future, are not eligible for hire.

                Equal Opportunity Employer
                Emerson is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to sex, race, color, religion, national origin, age, marital status, political affiliation, sexual orientation, gender identity, genetic information, disability or protected veteran status. We are committed to providing a workplace free of any discrimination or harassment.

                If you have a disability and are having difficulty accessing or using this website to apply for a position, please contact: idisability.administrator@emerson.com.

Keywords: Emerson, Durham , RTMS Application Sales Leader, Sales , Durham, North Carolina

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