Sales Account Manager-CSS

Control Southern, Inc.

JOB DESCRIPTION

 

POSITION TITLE: Account Manager Group: Control Southern Specialties Division (CSS)

 

REPORTS TO:  Vice President/Sales Manager Location:  Atlanta, GA

 

 

JOB SUMMARY:

Apply the full breadth of industrial automation and instrumentation products and services represented by Control Southern Inc. to help our customers manage their processes better. Industries include Power, Chemical, Pulp and Paper, Life Science, Gas and Pipeline, Food and Beverage, Textile, Water and Waste Water.  Responsibilities include the application and sale of solutions from Emerson Process Management, Trueline, Kinetrol, and other assorted manufacturers.  Products include automated on / off valve assemblies, regulators, instrumentation, actuators, and related accessories represented by Control Southern Inc.  Develop assigned territory marketing and sales plan for profitable growth.  Work with sales team to create and execute evergreen key account plans for all high potential customers. 

 

PRINCIPAL DUTIES & RESPONSIBILITIES:Product and Services Sales and Application Responsibilities

? Primary sales responsibility for Control Southern Specialty (CSS) solutions to various industrial and limited commercial accounts in Georgia.

? Fully implement the CSS solution selling system.

? Initial project identification, qualification and serve as project pursuit team member for large qualified projects.

? Develop applications knowledge for all primary products and service responsibilities for the industry mix located in assigned territory.

? Understand and apply basic financial value add justifications.  Develop and present profit improvement proposals.  Document savings for applied solutions.Territory Marketing and Sales Plan

? Conduct market research and competitor analysis for assigned territory as required.

? Maintain evergreen customer database with key contact names, positions, phone numbers, addresses and activity history.

? Develop and implement adequate sales coverage plan for all process plants and gas utilities based on sales potential.

? Conduct local and on-site ?prospecting? seminars to introduce new products and services and/or reinforce existing capabilities.Key Account Management

? Based on industry segment focus and/or territory assignment, participate as a strategic team member with Key Account Managers to grow CSI?s market share in each targeted key Account.

? Develop an evergreen strategic account plan that transitions the customer from a price and/or relationship based buyer to a value based buyer.

? Conduct maintenance and engineering ?prospecting? seminars and provide industry specific applications assistance to sell our products and services.

? Assist CSI Industry Directors with Consultative Selling to profit center managers as required.

? Verify and track the economic impact of our solutions to improve the customer?s key performance indicators.  Use this data to build our superior industry/application proofs database that can be leveraged into new product, services and/or contract applications.

 

SUPERVISION:

Serve as cross-functional team member with other CSI Account managers, Rosemount sales team, and Emerson systems sales force to provide a unified Sales front to the market place.  Serve as account/territory team member with assigned inside Applications Engineer(s).

 

TRAVEL & TERRITORY

Up to 60 - 80% overnight travel required.  Territory includes entire state of Georgia.

 

KNOWLEDGE & EXPERENCE:

Minimum BS in Engineering required. Minimum 2-3 years total experience in industrial process manufacturing, maintenance, engineering and/or process control functions.  Prefer 1-2 years industrial sales experience with emphasis on Valve Automation sales (Quarter turn valves and knife gate valves)

 

ESSENTIAL PERFORMANCE SKILLS:

Interaction and Versatility: Able to modify one?s own behavioral style to respond to the needs of others; exhibit empathy for others; communicate with others in a warm and helpful manner while building credibility and rapport; open-minded.

 

Communications: Able to clearly present information through the spoken and written word; influence or persuade others through oral presentation in positive or negative circumstances; listen well; effectively present ideas and document activities.

 

Goal Setting and Commitment to Task: Able to define realistic, specific goals and objectives for self-development and sales territory growth; to prioritize objectives; exhibit high sense of motivation and sense of urgency to reach goals; willing to do ?whatever it takes? to succeed.

 

Confidence and Resilience: Maturely express feelings and opinions; High self-esteem; Manage disagreements constructively; Need to do business is greater than need to be liked; Able to overcome setbacks and personal rejection; Doesn?t get emotionally involved in the selling process.

 

Solution Selling System: Able to negotiate ?Up-front Contracts?, Able to uncover, financially quantify and get prospects to ?feel? their Pain, Able to uncover how much money the prospect has and is willing to spend; Able to uncover the prospect?s decision making process; Never moves to the Present step until the Pain, Money and Decision steps have been completely qualified.