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Sales Representative, Reliability Solutions

Company Name:
WorkStaff USA Staffing Agency
This company is a leading provider of improved industrial process performance and reliability solutions. This company is offering an opportunity for a Sales Representative. This position will be based out of our Chanhassen, MN location and cover the Central and Southern regions of Minnesota. The company is an Emerson Process Management local business partner with a 78 year history of developing process automation solutions for major industrial manufacturers in the upper Midwest. The Sales Representative must be a profit improver, a partner whose expertise and experience in the customers' businesses can help the customer increase the amount, speed, and certainty of the profits they contribute to their business. The effective Sales Representative will understand the customer's business, understand the companies offerings and how they can be applied for profit improvement, and finally communicate the value effectively to generate profit for both the customer and the company.
The scope of solutions will be primarily those of Emerson Process Management's Reliability Solutions Business, supplemented with other company products and services, or those of 3rd Parties as required in meeting or exceeding the customer's profit targets.
Essential Duties and Responsibilities:
Understanding the Customer
Maintains a high degree of industry knowledge and awareness, including trends, technology advancement, and significant accomplishments by others in the business, state of the competition, significant events related to our business and the customer's businesses
Identify, establish, and maintain business relationships with management level final decision makers
Establish and maintain a professional business relationship with managers who influence the selection of our solutions
Maintain a thorough understanding of the customer's business, including their products and processes, markets served, key customers, industry dynamics that effect the customer's business and events that influence the customer's profits
Identify the customer's Critical Success Factors (CSF), Key Performance Indicators (KPI), and key initiatives in order to support development of account plans, sales strategies, and project justifications
Understand the Solution
Identify recurring problems and complete thorough diagnosis to understand requirements and potential solutions
Select those problems which can be solved using company products and services
Act as a scope architect to generally describe potential solutions
Develop the business value messages offered by the solution alternatives
Quantify companies value in terms of customers KPI's and build business justification for the investment
Act as a consultant to assist in the customers' selection of the best alternative which should optimize the profit for both companies
Communicate and Sell the Solution
Lead the identification and qualification of selected opportunities
Develop, implement, and maintain an account strategy that maximizes the profit generation , including crafting a value proposition for continuous improvement that sustains the business relationship
Communicate, in business terms, how company solutions address customers' pain
Close the business by gaining acceptance that the selected solution can only be provided by the company
Responsible for providing solutions of uncompromising quality to the customer. Has the authority to stop those processes at any time that are believed to be compromising quality
Work with strategic account teams to develop and execute strategies to improve customer business results through the implementation of Emerson's Reliability Solutions offerings Machinery Reliability products and services
Education and/or Experience:
Bachelors' degree in a Scientific/Technical discipline with Engineering preferred.
Some experience working in a manufacturing environment or managing a manufacturing operation is desirable.
3 years of software, systems, and service experience preferred.
Demonstrated results calling on middle level and upper level managers in process industries and/or manufacturing organizations.
Additional Requirements:
Demonstrated successful selling skills required
Understanding of Solution Selling concept, experience will Solution sales preferred
Able to deal with the long sales cycles associated with solution/system sales
Experience with Machinery Condition Monitoring Systems and basic knowledge of the Emerson/Emerson Process Management offering
Develop actionable team-oriented sales strategies
Manage across multiple divisions, companies, and organizations using influence management skills
Challenge assumptions while driving consensus
Basic financial analysis capabilities
General appreciation of Machinery Condition Monitoring Systems market, major players, competing products and current technology trends
Excellent presentation, verbal and written skills to effectively communicate
Proficient with Microsoft Office (Word, Excel, PowerPoint)
Willingness to work the hours needed to meet customer requirements
Willingness to travel to customer sites throughout our territory, branch offices, other representative; and factory sites as required.

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