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Outside Sales Engineer Life Sciences
hace 4 meses
Based in Madrid, Alcobendas, the Outside Sales Engineer, Life Sciences will directly manage all Measurement Solutions business with a defined portfolio of Life Sciences accounts to achieve the agreed orders, sales, and profitability targets. The role will be responsible for developing and maintaining the necessary account relationships with key stakeholders in existing customers and new target accounts to effectively position each MSOL product line and value offering. The Sales Engineer must drive customer loyalty and develop a strategic account plan for each of the customers.
The Outside sales Engineer will collaborate with other sales engineers across Europe to maximize order volumes and pricing throughout the account.
**IN THIS ROLE YOU WILL**:
- Be responsible for the achievement of Sales, Bookings and Gross Profit targets for the full Measurement Solutions Portfolio within the agreed account portfolio.
- Own the bookings forecast for the portfolio of account and ensure monthly delivery of the volume commitment, as well as execute immediate recovery actions if any risk is identified.
- Negotiate with customers relevant business contracts within the agreed Delegation of Authority - including discount, price, and volume structures.
- Develop a deep understanding of the customer’s business, needs and language and actively promote suitable products and solutions to address these needs.
- Execute, track, and follow up customer growth plans for assigned accounts and document progress in CRM.
- Understand in full Emerson’s unique selling propositions and actively contextualize them to the customer industry needs to maximize business.
- Proactively document and share success cases, customer feedback and quantifiable business results in the assigned account portfolio, with the support of Product Managers and Industry Leaders.
- Constantly expand a network of contacts across the accounts, identifying the relevant stakeholders for positioning the different value messages across all product lines.
- Maximize face time with customers and use all available tools (phone, videoconference, etc.) to stay in constant communication with customer counterparts at regular intervals.
- Request support from the country sales management/industry sales manager to ensure no lead within the assigned accounts is unattended and properly followed up.
- Monitor and understand the competitive environment at each account and develop strategies to displace competition and defend Emerson’s position.
- Proactively communicate to the country sales management and Industry sales Leader all market trends, evidence of competition strategies, and customer behavior which may affect the overall MSOL business strategies.
- Maintain a project opportunity list and Site plans for the assigned account in CRM.
- Map and understand each of the accounts’ installed base, work with the Service organization to position Emerson installed base management offering and services.
- Track and map the sales cycle within the accounts and take proactive actions to reduce sales cycle times.
- Discuss and agree with sales management monthly actions plans and maintain account plans with short, medium
- and long-term sales strategies.
- Contribute to the definition of bottom-up sales targets on a yearly basis based on account plans and performance of the assigned account portfolio.
- Understand and use available data analytics and reports to optimize account growth strategies, including whitespace analysis, pricing actions and customer segmentation.
- Keep track and communicate customer activities to the wider organization through CRM.
- Ensure customer satisfaction while defending and positioning Emerson’s interests and objectives.
- Cooperate closely with operations, order management, project execution and service teams to ensure the appropriate delivery of commitments to customers, and work to maximize customer satisfaction.
- Ensure that all transactions are properly screened and recorded in accordance with the company’s Trade Compliance procedures and escalate any concerns or questions through the appropriate channels.
- Collaborate with the OEM’s & EPC’s Sales Engineers and promote the solution portfolio, lifecycle costs, differentiation, and leverage Emerson’s global footprint.
- Continuously evaluate competitive environment and work on mitigation strategies.
**FOR THIS ROLE YOU WILL NEED**:
- STEM degree or comparable technical education.
- Demonstrated experience related to measurement technologies in Life Sciences.
- To be comfortable with change and able to succeed in contexts of uncertainty.
- Excellent persuasion skills and ability to communicate with all levels of the customer’s organization as well as outstanding negotiation skills.
- Application knowledge of the assigned customer’s industry highly desirable.
- Excellent communication and presentation skills both in English and Spanish language.
- Willingness to travel (50% to 70%
