Due to an internal promotion, we have a vacancy in Abu Dhabi for a Business Development Manager to grow the Remote Automation Solutions (RAS) business across the Middle East & Africa Region.
This position will take overall sales, marketing and account development program responsibility for all RAS products and services including: RTUs, SCADA, Flow Computers, Terminal Manager, ESI & Geofields. In addition to the primary function the BDM will also be responsible to manage, develop and enable the internal and external sales resources in the MEA region to strategically position RAS products and services.
It will be essential to work cross divisionally inside Emerson as well as with the sales channel partners to achieve the desired results.
Essential Duties and Responsibilities include the following but not limited to:
- Be proficient at Solution Selling competence in consultative selling skills at various customer levels
- Maximize market awareness of RAS products & services through product marketing, demonstrations, exhibitions, and road shows
- Develop and execute market penetration strategy for RAS products & services through detailed business, action and strategy plans for all sales channels & existing / smaller / new RAS accounts, hence drive major competitor strategies
- Develop, drive & lead growth initiatives & training needs assessments for Emerson sales and sales channels
- Proactively promote & manage the sale of RAS products & services, ensuring consistency with best practice concepts & applications by:
- Possessing a comprehensive understanding of the technology, applications and services related to the RAS portfolio
- Being proficient at demonstrations of the product, architecting systems, and translating how it can be utilized to deliver best value via packaged services
- Driving & facilitating new product introductions and training
- Provide input on project tracking, forecasts & reporting
- Support Sales Channel representatives to develop / optimize Emerson business for RAS cross divisionally
- Support sales representatives to produce proposals for Emerson products & services ensuring that they are accurate, technically verified and offer customer solutions that highlight customer business benefits
- Liase with Sales Channel representatives to prioritize effort, gather competitive intelligence and improve customer service, consistent with divisional sales strategies and account plans
- Liase with other departments / organizations as necessary to ensure effective delivery of a customer centric solution, offering customer service levels that set Emerson ahead of its competitors
- Develop and provide metrics that provide information on area / sales channel representative performance
- Monitor customer satisfaction levels and provide specific recommendations for improvement
- Takes a sales leadership role on major / critical / key must win RAS projects
- Directly participate in project pursuits and account penetration with project pursuit teams to include / maximize RAS content in all MEA projects
- Keep up-to-date with developments and trends in products, industries and market conditions
- Provide the criteria and information for establishing QBRs on key / significant RAS wins and / or successful implementation thereof
- Provide ongoing feedback on success of strategy implementation
- Fully support any of the installed base initiative and sales growth programs for MEA region
- Ensure adherence to local and international Emerson trade compliance procedures in connection with all transactions and business practices at all times
Qualifications Requirements - Control & Instrumentation experience, specifically with RTU/SCADA systems
- Oil & Gas/Petrochemical Industry knowledge
- Bachelor's degree in engineering
- 8-10 years direct & representative sales management experience, preferable within a multinational organization in the MEA region
- Strong business acumen and the ability to analyze current business models and make recommendations for modifications together with assessments of potential impact of such modifications
- Excellent communication & interpersonal skills
- Strong prioritization & organizational skills
