The Business Development Manager systematically develops, supports and implements growth strategies to achieve or exceed bookings targets and improve customer relationships in Western Europe for Process Simulation solutions, with a combined emphasis on new growth opportunities and competitive displacement;
demonstrating a positive and proactive attitude by strong engagement with the wider European organization and our clients.
Responsibilities Establish and drive industry growth program
Understand customer and market dynamics and requirements : analyze industry needs and trends, identify application opportunities, build business cases, develop industry segment forecast, etc.
Observe competitive activities in the industry segment; feedback competitor information to management to contribute to competitive profiles and strategic planning.
Develop the Industry growth plan for the World area to achieve budgets and goals. Ensure the plan and activities are coordinated with sales organization and sales initiatives in the region.
Assist in the analysis of business trends, such as bookings, market participation, run rates, quote conversion rates, etc.
and propose corrective strategies where applicable.
Provide input to Marketing, Operations and Sales regarding client needs for New Product Development, Services or offerings.
Field sales activities and project pursuits
Build positive relationships with customers that will generate future sales and repeat business
Actively engage in account plans for assigned target accounts. Together with local sales organization and local account owner build account plan for competitive displacement or extended business with committed customers.
Support account leaders to grow the Process Simulation business including developing end-user preferences and technology acceptance.
Present the customer benefits and value proposition to customers at all levels.
Deliver our differentiation message for Process Simulation solutions in all projects / pursuits.
Lead selected sales pursuits as agreed with site or account leader.
Specialist support and consultative selling
Provide industry and application expertise to the sales channel and customers.
Improve sales effectiveness in the industry through sharing of knowledge & success stories, developing effective sales tools, and enhancing communications across project / account teams.
Deliver product and application training to customers (internal and external) as required.
Assessing customer requirements and pain-points and suggesting appropriate solutions.
Identify and drive the target applications including the support of field trials.
Maintain the funnel of opportunities and provide analysis to management, including update of relevant business systems.
Adhere to Emerson Automation Solutions Ethical values at all time.
Minimum of 5 years relevant work experience; deep understanding of customer process Simulation needs.
Proven Sales experience within the Process Simulation business;
Strong process simulation knowledge & technical competence are required.
Operational experience in using Process Simulation technology such as Aspen Tech HYSYS would be an advantage;
Degree in engineering.
Fluent English language skills; verbal, reading and writing. Further European languages are beneficial.
Must be able and willing to travel internationally as required (at least 50% of the time).
Imagine being surrounded by intelligent, driven, and passionate innovators all working toward the same goal to create groundbreaking solutions that leave our world in a better place than we found it.
Emerson is a global technology and engineering company providing innovative solutions for customers in industrial, commercial, and residential markets.
Our Emerson Automation Solutions business helps process, hybrid, and discrete manufacturers maximize production, protect personnel and the environment while optimizing their energy and operating costs.
Our Emerson Commercial and Residential Solutions business helps ensure human comfort and health, protect food quality and safety, advance energy efficiency, and create sustainable infrastructure.
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