Inside Sales Engineer
emerson
Warsaw, Mazovia Province, Poland
1 d. temu

Responsibilities

  • Responsible for the achievement of Sales, Bookings and Gross Profit targets for the full Measurement Solutions Portfolio within the agreed account portfolio.
  • Own the bookings forecast for the portfolio of account and ensure monthly delivery of the volume commitment, as well as execute immediate recovery actions if any risk is identified
  • Negotiate with customers relevant business contracts within the agreed Delegation of Authority including discount, price and volume structures.
  • Develop a deep understanding of the customer’s business, needs and language and actively promote suitable products and solutions to address these needs
  • Execute, track and follow up customer growth plans for assigned accounts and document progress in CRM
  • Understand in full Emerson’s unique selling propositions and actively contextualize them to the customer industry needs to maximize business
  • Proactively document and share success cases, customer feedback and quantifiable business results in the assigned account portfolio, with the support of Product Managers and Industry Leaders
  • Constantly expand a network of contacts across the accounts, identifying the relevant stakeholders for positioning the different value messages across all product lines
  • Maximize face time with customers and use all available tools (phone, videoconference, etc.) to stay in constant communication with customer counterparts at regular intervals
  • Actively coordinate with colleagues and request support of subject matter experts, Industry Managers and Product Managers to create a compelling and differentiating value proposition for the selected customers.
  • Request support from the country sales management / industry sales manager to ensure no lead within the assigned accounts is unattended and properly followed up.
  • Monitor and understand the competitive environment at each account and develop strategies to displace competition and defend Emerson’s position
  • Proactively communicate to the country sales management and Industry sales Leader all market trends, evidence of competition strategies, and customer behavior which may affect the overall MSOL business strategies.
  • Maintain a project opportunity list and Site plans for the assigned account in CRM
  • Map and understand each of the accounts’ installed base, work with the Service organization to position Emerson installed base management offering and services
  • Track and map the sales cycle within the accounts and take proactive actions to reduce sales cycle times
  • Discuss and agree with sales management monthly actions plans and maintain account plans with short, medium- and long-term sales strategies
  • Contribute to the definition of bottom-up sales targets on a yearly basis based on account plans and performance of the assigned account portfolio
  • Understand and use available data analytics and reports to optimize account growth strategies, including whitespace analysis, pricing actions and customer segmentation
  • Keep track and communicate customer activities to the wider organization through CRM.
  • Ensure customer satisfaction while defending and positioning Emerson’s interests and objectives
  • Cooperate closely with operations, order management, project execution and service teams to ensure the appropriate delivery of commitments to customers, and work to maximize customer satisfaction.
  • Observe the Business Ethics standards stipulated by Emerson.
  • Ensure that all transactions are properly screened and recorded in accordance with the company’s Trade Compliance procedures and escalate any concerns or questions through the appropriate channels.
  • ADDITIONAL RESPONSIBILITIES :

  • Stay constantly informed and proactively request training on the entire MSOL portfolio, rapidly adopting new technologies and incorporating new product launches in the sales strategy
  • Understand the overall Emerson strategy and vision
  • Participate in customer development activities such as trade shows, fairs & conferences aiming to promote the sale of products, solutions and services of Measurement Solutions.
  • Collaborate with other business units in the identification and proper handover of opportunities for the entire Emerson portfolio
  • Inspire the sales teams and colleagues with a positive attitude and winning mindset
  • Develop deep application knowledge in the industry(ies) relevant to the assigned account portfolio to become a trusted advisor for customers
  • Maintain active social media presence in accordance to Emerson’s marketing guidelines
  • Requirements

  • STEM degree or comparable technical education
  • Demonstrated experience selling technologies to customers in the relevant industry
  • Results driven
  • Interest in new technology and open mind for innovation
  • People person, high interpersonal skills, relationship builder, networker
  • Comfortable with change and able to succeed in contexts of uncertainty
  • Ability to manage conflict and deal with complexity
  • Excellent persuasion skills and ability to communicate with all levels of the customer’s organization
  • Outstanding negotiation skills
  • Business acumen and understanding of commercial contracts
  • Excellent communication and presentation skill both in English and local language
  • Willingness to travel (50% to 75% of time)
  • Driving license
  • Application knowledge of the assigned customer’s industry(s) highly desirable
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