Description The primary objective of this position is to systematically develop and execute sales plans to grow business of MEAS in the territory of West Kazakhstan to meet and exceed annual bookings and other business targets for protect and grow business as well.
To emphasis installed base expansion, competitive displacement through solution selling, key account support, installed base management and services.
The high potential for grow for main customers as Atyrau NPZ, TOTAL, KazAzot, Mangistau Munay Gaz and etc. Currently, this region is not covered fully by Emerson and we have a real risk for the growth of competitors in this field, which will have a negative impact on the image and results of Emerson in the future.
We have a good opportunity for developing and improving on this field. Sales engineer MEAS is critical position in Atyrau for this.
To realize strategic and tactical initiatives at the territory to achieve personal and team business targets;
Build strong formal and informal relations with Loyal, Committed and Potential Customers to drive continuously grow MEAS business.
Continuedly wort to improve own technical and commercial background including company online-sources, factory trainings and self-educating;
Work closely with other Sales engineers, Business leaders, Regional Directors across country to maximize total business potential for Emerson;
Identify market opportunities and capture customers demand to expand business;
Promote new product and solutions to prospective advanced clients to share successful field applications and results with other customers;
Possess a strong understanding of our products, solutions, competition in the industry and positioning. Good knowledge of competitive portfolio, strategy and capabilities.
Work with Customers, marketing to seek opportunities and participate as a speaker in relevant meetings, seminars and workshops promoting MEAS products;
Reveal and solve Customer’s issues, negotiate value of cooperation, modernization opportunities prioritized by ROI, budget allocation during industrial facilities new construction (KOB1), expansion (KOB2), maintenance, repair and operations (KOB3);
Preparation both technical and commercial proposals reflecting RFQ and customer’s needs.
Work with Design Institutes, Engineering companies, EPC, OEM to participate projects at earlier stage;
Self-planning and execution daily work, customers visits, presentations, seminars etc;
Provide accurate and timely forecasts / reports for area of responsibility;
Negotiate proposals with Customers including volume, delivery terms, delivery and service cost, etc.
Work and behave ethically in all business dealings. Ensure compliance activities are performed as necessary without compromise.
To execute strategical or tactical or any other tasks obtained from management;
Identify growth opportunities customers, applications, markets, technologies
Market research : market segmentation, sizes, participation rates, growth rates etc.
Support Country Planning initiatives
Actively drive and support cross-product and cross-Business Unit activities Requirements
At least 3-5 years of proved active sales work experience in Process automation or chemical or oil&gas industries;
Engineering degree preferably.
Understanding of products, solutions and services providing by Emerson or other automation vendors;
Action oriented, self-motivated, results driven, resourceful sales person;
Willingness to travel frequently;
Good communication, presentation and negotiation skills;
Fluent Russian, English, Kazakh languages;
Ethics and Values;
Компетенции Korn Ferry
Формирование эффективных команд
Нацеленность на результат
Ориентированность на клиента
Навыки ведения переговоров Ориентированность на активное действие
Эффективное информационное взаимодействие