The Global Project Pursuit (GP3) Director is responsible for managing Emerson cross-divisional Top 25 project sales pursuits in South & West Africa Region.
Your role responsibilities will include, but not be limited to, the following:
- KOB1 Project & Sales opportunity valued at >US$20M++
- Sales opportunity that crosses international boundaries (joint venture partners, EPC’s, etc.)
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- Emerson multiple division content (systems, instrumentation, valves, project services, etc.)
- Strategic to Emerson’s business (target industry, important geography, critical customer)
- Critical EPC Account Management
- The GP3 Leader will accept leadership responsibilities for all internal and external project pursuit coordination. Internal leadership responsibilities will include managing all available resources within Emerson Automation Solutions to be successful on assigned project pursuits. Resources to be utilized internally include world area sales, division sales, proposal resources, project execution personnel, executive management and local business partners.
- The GP3 Leader will act as the focal point for the development of relationships with defined end users, joint venture partners and engineering contractors involved with the GP3 projects. This leadership role will have direct involvement throughout the project pursuit lifecycle including sales pursuit, proposal generation/submittal, contract negotiation and project execution.
- The GP3 Leader will utilize a pre-defined project pursuit methodology including opportunity qualification and screening, sales team assignments, communications planning, sales strategy development, executive management involvement and reporting, proposal planning, competitive analysis, customer business analysis, risk analysis and mitigation, and pursuit success probability.
- The GP3 sales team will rely on the GP3 Leader to develop strategic and tactical steps throughout the sales pursuit lifecycle.
- The GP3 Leader must be able to identify and eliminate unnecessary meetings, teleconferences and travel in order to contain internal expenses.
- Understanding, managing and reducing project pursuit costs will be a key responsibility for this position. This will include personal expenses and global sales pursuit team expenses.
What do I need to be considered for this role?
- MBA / Degree in Engineering or any relevant courses.
- Minimum ten years direct sales experience, preferably in process control and automation
- Demonstrated ability to target and convert accounts using a combination of technical and business value propositions
- Provide evidence of aggressive sales results
- Proven people management and team leaderships skills
- Ability to communicate the business-based value of automation – Project Certainty and Operational Certainty,
- International project pursuit experience with proven result
- Extensive international travel will be required for this position. Traveling on short notice must be acceptable. Unforeseen extended travel must be acceptable.
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