Outside Sales - Maintenance Service Sales

ESSENTIAL RESPONSIBITIES

UNDERSTANDS THE CUSTOMER AND MARKET

• Focuses on services value the Customer needs
• Build strong, mutually beneficial, enduring Customer relationships
• Understands and communicates Customer needs and business strategy/initiatives to ensure continued leadership in delivering creative services solutions
• Identifies and tracks all maintenance outages and service spending events
• Support our Customers’ drive/need for outage execution, operational efficiency and effectiveness
• Support our Customers’ needs from the day-to-day support required from our customer service, inside sales, field service technicians and manufacturer’s support teams
• Maintains a high degree of industry knowledge and awareness including: trends, technology advancement, significant accomplishments by others in the business, state of the competition, and significant events related to the Company’s business and the customer businesses.
• Identifies, establishes, and maintains business relationships with customers final decision makers and managers who influence the selection of solutions.
• Maintains a thorough understanding of the customer’s business, including products and processes, markets served, key customers, industry dynamics that effect the customer’s business, and events that influence the customer’s profits and therefore their accessible spend and drivers for that spend.
• Identifies the customer’s Critical Success Factors (CSF), Key Performance Indicators (KPI), and key initiatives to support development of account plans, sales strategies, and project justifications.

UNDERSTANDS THE COMPANY’S OFFERING

• Understands the Company’s product and service offerings.
• Maintains basic knowledge of industry benchmarks pertinent to developing new performance targets for customers.
• Maintains knowledge of Quantified Business Results (QBR) delivered to other customers.
• Understands the Emerson organizations and its ability to impact sales and support efforts.
• Understands the Company’s key strengths and weaknesses when compared to the competition.
• Deliver Bookings growth across the breadth of the service business
• Coordinates work with account managers to help increase product pull through

    during outages and maintenance related spending events.

• Technical understanding or the willingness to learn about process control equipment: Control Valves, Process Instrumentation (Pressure, Temperature, Flow, etc…), Valve Automation Products and our other offerings.

UNDERSTANDS THE SOLUTION

• Identifies recurring problems and completes thorough diagnosis to understand requirements and potential solutions.
• Acts as a scope architect to generally describe potential solutions.
• Prioritizes solution options and describes strengths and weaknesses of different alternatives.
• Develops the business value messages offered by the solution alternatives.
• Quantifies the PlantWeb® value in terms of customers KPIs and builds business justification for the investment.
• Acts as a consultant to assist in the customer’s selection of best alternatives, which will optimize profit for both companies.
• Lead an internal team (Technical Specialists, Service Techs, Inside Sales), delivering increased customer loyalty and profitable growth
• Applies all of our service capabilities to customer maintenance events

COMMUNICATES AND SELLS THE SOLUTION

• Willingness to plan business strategies and complete the tactics to complete this plan in a steady and continuous manner
• Leads the identification and qualification of all maintenance outages and service opportunities.
• Develops, implements, and maintains an account service strategy that maximizes profit generation for the Company, including crafting a value proposition for continuous improvement that sustains the business relationship.
• Leads and coaches the customer support team and keeps them focused on the Strategic Focus Areas.
• Communicates, in business terms, how the Company’s service solutions address the “pain”.
• Responsible for providing service solutions of uncompromising quality to the customer.

ESSENTIAL SKILLS REQUIRED

• Strong technical background in process control, instrumentation, electrical and automated service solutions
• Excellent communications (presentation, verbal, and written skills) and interpersonal skills
• Highly effective at building long-term relationships
• Experience in negotiating contracts, deal making and making presentations
• Strong ‘Customer First’ focus
• Effective at dealing with a variety of Customer roles, including senior positions
• Ability to navigate ambiguous situations
• Strong team player
• Entrepreneurial work ethic
• Knowledge of Emerson\Emerson Process Management organization.
• Basic knowledge of the entire Emerson Process Management offering
• Understanding of customers’ organizations, business models and processes
• Understanding of customers’ Value Chain
• Manages across multiple divisions, companies, and organizations
• Experienced with the outage planning process
• Proficient with Microsoft Office applications.
• Ability to learn and utilize computer based programs such as CRM and SharePoint
• Willingness to work the hours needed to meet customer requirements.

REQUIRED AND PREFERRED EXPERIENCE AND EDUCATION QUAILIFICATIONS

• Trade school or college
• 3 years or more in industrial or adjacent segment outside sales or engineering/maintenance/process control experience in a process plant  is preferred

ADDITIONAL JOB DESCRIPTION/REQUIREMENTS

This job exists in an environment of change and pressure for results. It requires the handling of multiple tasks with many unexpected interruptions. The job calls for the responsiveness and energy to work long hours and cover a wide scope without letting up on the pace.

This job has requirements for field surveys or walk-downs of equipment and may require a “on-the-job” presence during outages or maintenance events.

The job requires driving to customer industrial sites on a regular basis. Such sites, while generally providing safe working environments, provide the potential of exposure to hazardous materials and other industrial safety exposures.

The job may occasionally require the salesman to fly to customer or manufacturers sites or other locations to participate in business discussions. The job requires the salesman to serve his/her customers on an “as needed” basis.

This is not a complete list of all duties, and from time to time the duties and responsibilities of the job will change based on changes in our business.

PLEASE NOTE: John H Carter Company is not accepting unsolicited assistance from search firms/employment agencies for this employment opportunity. Please, no phone calls or emails to any employee of John H Carter Company about this opening. All resumes submitted by search firms/employment agencies to any employee at John H Carter Company via-email, the Internet or in any form and/or method without a valid and executed search firm agreement in place for this position will be deemed the sole property of John H Carter Company; no fee will be paid in the event a candidate is hired by John H Carter Company as a result of the unsolicited referral or through other means.

If you wish to become an approved agency to assist us in our employment efforts, please submit your request to careers@johnhcarter.com