Business Development Manager Latin America (BB-B530C)
Encontrado en: Neuvoo CR
Responsible for the business development activities for PWS in Latin America with focus on projects. Primary duties include identifying business opportunities, building and maintaining successful relationships with prospects and existing customers, collaborating in the development of the business strategy, evaluating current business performance, and maximizing business reach and potential.
The manager would work closely with sales, proposals, and operations teams to reach PWS bookings targets for Latin America. This role will be responsible for engaging customers thru events and presentations; acting as the liaison between sales, proposals, operations, and product development; and leading programs such as competitive displacement, targeted industry applications, and new market segments.
In this role you will need to perform cross functional activities simultaneously such as acting as a Subject Matter Expert in front of customers, developing sales plans, designing solutions, validating proposals, managing opportunity funnel, and developing marketing plans.
Achieve orders targets for PWS and develop strategic plans to penetrate markets
Drive orders for PWS in Latin America with focus on KOB1&2, and the targets related to specific programs such as: Competitive displacement, Greenfields, hydro, solar PV, Gas Turbine, Excitation, OCC100, and penetrate unserved markets.
Coordinate with sales force, business development managers, account leaders, site leaders, proposal engineers, operations, and platform leaders to develop and implement PWS account and project pursuit action plans.
Participate in project pursuit and account penetration planning and execution.
Participate in strategic planning for the business unit. Contribute to market segment definition and establishment of business position within a segment.
Maintain and communicate knowledge of competitor, strategies, and products.
Offer technical support to internal teams (Sales, Proposals, Operations) and external Customers
Work as a liaison between the sales, proposals, and operations teams, making sure the Diamond Model team is properly assembled for all project pursuits and proposals.
Ensure that proposed solutions are aligned with customer needs, technical requirements, and the sales strategy.
Understand customer business drivers and demonstrate linkage between recommended products and solutions and the customer’s needs and business objectives.
Offer technical support to the sales force, and support inside sales and application engineers, and train them in the PWS technologies.
Maintain and provide a broad understanding of PWS products including updates to products and technologies updates, new products, markets, and applications.
Train sales personnel to ensure levels of product/application expertise exist. Communicate and facilitate implementation of sales strategies within specific application areas.
Support Customers Engagement
Create and deliver customer presentations.
Work on customer development activities such as trade shows, fairs, conferences aiming to promote the sale of products, solutions, and services to customers.
Identify and propose new strategies and opportunities to sell assigned products and services to customers.
Actively visit customers with the sales force to promote the assigned product lines, entire product portfolio and services.
Lead product trouble shooting when required to support customer and channel, providing customer support and resolve issues.
Development, report and present key performance indicators (KPI’s), funnels, reports and results
Develop, report and present reports, presentations, and dashboards to measure KPI’s and the performance of business development activities.
Prepare presentations and conduct project opportunity evaluation and approval meetings with direct manager and other team members.
Maintain accurate booking forecast and pursuit status data, including their update into business systems. Updates should be kept on monthly, quarterly and annual basis, plus any ad-hoc requests.
Lead and host assigned meetings (agenda, resources, logistics) at PWS venues.
Provide timely report on customer requirements, bookings status, competition and market trends.
Report weekly activities summary, and monthly scorecard report on KPI’s.
Behave ethically in all business dealings. Ensure all Emerson ethics policies and processes are embedded in the day to day activities.
Ensure that all transactions are properly screened and recorded in accordance with the company’s Trade Compliance procedures and to escalate any concerns or questions to the local Gatekeeper.
Travel as much time as the business requires throughout the region.
Perform other duties as required.
5+ Years of experience working in automation and control.
3+ of experienced in the power generation industry.
Deep technical knowledge in control systems and PWS/Ovation Technology.
Fluency in English - B1.
Willingness to travel up to 75% of the time across Latin America.
Good knowledge of all Emerson and/or competitive products and services.