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
Functional / Technical Skills