Position : Light Industrial Business Development Manager
Purpose : Establish mutually beneficial relationships with Applied Control customers by understanding what is critical to their success and offering valuable solutions. Develop account plans accordingly and collaborate with other Applied Control and Emerson team members to consistently win business and deliver exceptional customer experiences driving growth and customer loyalty.
Success Factors :
- Intellectually curious - sincere interest in the businesses and industries we serve.
Empathetic - cares about the challenges, goals, drivers, and needs of others.
Service-oriented - willing to go the extra mile for our customers.Natural relationship builder - operates with integrity and reliability.Trustworthy - earns and deserves the trust of customers and colleagues.Willing to learn - invests in skills and knowledge to propel themselves forward.Responsible - takes responsibility for their actions and outcomes, accountable to others.Entrepreneurial spirit - takes calculated risks, passionate about continuous improvement.Communication - writes and speaks with intention, actively listens so others feel heard.Customer service - exceeds expectations, pursues excellence, ensures success.Responsibilities :
Effectively develop account plans that provide a clear understanding of the account, key players, customer initiatives, and steps to move the account to trusted advisor status.Use Account Development and Solution Selling concepts for all accounts / pursuits.Develop capture plans for all key / strategic and large opportunities, involve and collaborate with Business Unit and Emerson direct team, and serve as team leader where appropriate.Lead the development of overall account sales strategy, driving results and profit margin.Provide consistent, exceptional customer service and deliver value through each customer interaction.Lead teams comprised of inside and outside sales personnel, product specialists, and other Emerson business units in project pursuits.Create and communicate call reports for strategic / important client interactions, including action items for self and others.Effectively build customer relationships based on a desire to understand customer pains, business drivers, organization, and help solve their problems.Learn and convey technical information regarding our products and services to internal and external customers.Speak in front of large groups, deliver presentations, and demonstrate products / solutions.Attend and contribute to all team project meetings, ensuring all team members are involved (account managers, inside sales, Business Unit specialists, Emerson direct team) and updated as needed.Skills / Qualifications :
Bachelor's degree preferredRelevant previous technical work or sales experience preferredProficient at public speaking, presentations, and product demonstrationsExcellent time management and prioritization skillsExcellent oral and written communication skillsCritical thinking and problem-solving skillsSelf-motivated, able to work autonomously with minimal supervisionKnowledge of the key industries we serve is helpful, including, but not limited to the following :
Mechanical Contractors
Supply Houses
Municipal & Commercial HVAC
Municipal Engineering and Contractors
Wastewater
Food & Beverage
OEM / Fabricators
Knowledge of the products, services, and solutions we supply is helpful, including, but not limited to the following :
Automated & manual isolation valves
Electric actuator technologies
Control valves, regulators, and pressure relief valves
Repair services supporting each business segment / product offering
Working Conditions :
Overnight travel is required in the territory and for factory training. Travel may include driving several hours per day.Position requires regular carrying of a laptop computer and occasional carrying of demonstration equipment / products.This role requires the ability to walk, climb, lift up to 45 lbs., bend, twist, and navigate typical industrial facilities. Occasional customer visits may require the use of Personal Protective Equipment.Compensation :
The range for On Target Earnings (OTE) for candidates with 1-5 years of experience is $85,000-$110,000 at 100% of goal, of which 65% is fixed and 35% is variable. For candidates with 5-10 years of industry experience can make OTE up to $130,000 of which the 65% is fixed and 35% is variable. Once 100% of goal is achieved, then all additional earnings enter into a sales accelerator bonus that increases the higher you go, capping out at 120% of goal. At 120% of goal, employees receive an additional bonus of 50% of their OTE.OTE will be determined based on prior work and industry experience, job-related education, and unique skills.Employees are eligible for additional incentive compensation including an annual sales escalation payment and annual profit share payout.
Salary : $85,000 - $110,000
