Food & Beverage and Life Sciences Business Development Manager
Emerson
Seregno, Lombardia, Italy
2 gg fa

Job Posting Date

Oct 25, 2018, 2 : 10 : 05 AM SUMMARY OF ROLE The Business Development Manager systematically develops, supports and implements growth strategies to achieve or exceed bookings targets for the assigned Market of Food & Beverage and Life Sciences.

Opportunities can range from targeted competitive displacement, to a specific industry application, to a defined market segment.

Engaging with customers and the sales organization will in all cases be essential for successful execution of the job function.

REPORTS TO : Field Instruments Sales Director SPECIFIC JOB RESPONSIBILITIES

  • Active participation and ownership for defined growth initiatives.
  • Understand market dynamics and requirements : analyze market needs and trends, build business cases, participate in competitive intelligence, etc.
  • Provide input to Marketing, Engineering and Sales regarding customer needs for New Product Development, product Revision, and new or revised Service or Training offerings.
  • Identify and analyze market opportunities : use all internal resources to identify business opportunities, track projects and work with countries to ensure follow-
  • up, provide guidance to optimize our solutions and maximize success rate.

  • Understand customer processes and business dynamics, act as a consultant and work with Italian sales offices and the business unit organization to develop industry plans and actions, assist country sales teams, set and drive achievement of the agreed targets.
  • Actively visit customers to promote products and solutions relevant for the targeted opportunity and actively engage in the selling process, communicate strategies and product messaging.
  • Negotiates customer contracts within the agreed Delegation of Authority, including discount, price and volume structures.
  • Deliver product and application training to customers (internal and external) as required.
  • Provide technical, product & application support to customers (internal and external) as required.
  • Assist the field sales, project pursuit, industry and account management teams, as well as ADCs in winning orders (by visiting customers, presentations, etc.).
  • Actively participate in high level sales calls to stay close to customer base, sales process, etc.
  • Observe competitive activities of all major competitors; give tactical support to sales in competitive situations; feedback competitor information to management to contribute to competitive profiles and strategic planning.
  • Provide timely and accurate information to contribute to POR and S&OP planning for the selected opportunity.
  • Assist in the analysis of business trends, such as bookings, sales and backlog data, service levels, run rates. Quote conversion rates, etc.
  • and propose corrective strategies where applicable.

  • Attend relevant technical and commercial trainings as required to maintain a high level of product and process knowledge, including new products as and when released.
  • Adhere to local and international Emerson Trade Compliance and Quality Management procedures, as well as the Emerson Ethics policy, with respect to all business activities.
  • Other responsibilities as reasonably required. DIMENSIONS AND SCOPE
  • This position requires both domestic and international travel, estimated at 70 % of the working year
  • Individual Sales Target : will be responsible of target shared with the sales force REQUIRED QUALIFICATIONS AND EXPERIENCE
  • Bachelor degree or equivalent in a relevant business and marketing field
  • Minimum of 5 years relevant work experience in sales and marketing
  • F&B and Life Sciences industry experience and knowledge is strongly preferred
  • Fluent Italian and English
  • Must be willing and able to travel frequently in the region that fits the scope of the business development opportunity CORE COMPETENCIES Action Oriented
  • Customer Focus

    Functional / Technical Skills

    Strategic Agility

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