Global Project Pursuit Manager - Metals & Mining

at  Emerson

WHO YOU ARE:

GPP Manager shall work in conjunction with the regional Metals & Mining Measurement Solution sales team and Measurement Solution Business Unit Global GPP team for business development and to achieve sales targets by providing Sales and Project pursuit strategy and support to our internal and external customers (EPC’S and end users) focusing on our target capital project funnel.
Engage early in the project cycle with customers (internal & external) and build differentiation, drive preference and be able to spec in products & solutions pertaining to Measurement Solution business in the project specifications.
For business development the role requires travelling. There will be a need to engage with EPC’s or FEED contactors or end users. To expand the regional business, this position works with a matrix organization to coordinate local partner relationships and apply partner resources.

PREFERRED QUALIFICATIONS THAT SET YOU A PART:

• Engineering degree in mechanical or chemical engineering or closely related subject area, or equivalent experience in the field.
• Minimum of 5 years working experience in Metals & Mining industry.
• Fluent in Spanish and English.
• Knowledge of the mining value chain to include: copper, gold, & lithium processes.
• Passion for customer service and exceeding customer expectations.
• Excellent Salesmanship skills- the ability to build customer relationships and influence decisions.
• Decision Making Skills- the ability to analyze a sophisticated situation and establish an optimum progression path.
• Demonstrated Collaboration- the ability to work in a team environment.
• Effective Presentation Skills- the ability to present to all levels of the organization and to customer organizations.
• Strong business ethics, savvy, and capacity for accountability- the ability to continuously exhibit a high degree of integrity and conduct to achieve trust and respect from others. Ability to act consistently to meet the required standard of professional business practice.
• Resourcefulness/initiative and creativity- capacity for self-development and ability to create opportunities, not to be limited by constraints, and to generate ideas from others.

IN THIS ROLE, YOUR RESPONSIBILITIES WILL BE:

The Measurement Solutions Global Project Pursuit (GPP) Manager is based in Santiago, Chile focusing on selected target capital projects (KOB1/KOB2) in the mining industry.
The strategic role and objectives for this position is to increase Measurement Solution participation of order awards with End User and EPC project activities through the development of preferential supplier relationships and bringing value on Measurement Solution products preference. The goal is to increase the efficiency in strategic coverage of End User and EPC project sales pursuit.

FOR THIS ROLE, YOU WILL NEED:

• Identify, develop, and influence the preferential position of Measurement Solution product and solution with global EPCs and end users investing in Capex opportunities.
• Provide local strategic relationship influence and improvement support to EPCs, OEMs, End Users and sales channel
• Achieve and exceed set targets for Projects
• Obtain data on projects from public domain, magazines and prepare forecasts for upcoming KOB1 and KOB2 projects on target list.
• Identify major projects in the region, handle project reviews with the local teams and prepare the projects for the monthly global project reviews.
• Building up of specifications for major projects from pre-tender stage by working in conjunction with the EPC/FEED consultants and influence spec in for Measurement Solution range of products
• Monthly calls with the global project pursuit team highlighting key project activities, setting priorities and global agreement on set must win projects for Metals & Mining industry segment.
• Conduct quarterly/monthly business review meetings with higher management and other World Area offices to provide project visibility, strategic importance, priority setting and align on common goals to pursue and win the projects.
• Organizing & conducting technical presentation at key end user sites, EPC & FEED consultants on Emerson capabilities, differentiation and create preference for our solutions.
• Develop contacts and relationships within the customer to ensure that we are fully aware of their needs.
• Provide driven, technical and commercial input for each proposal and ensure our bid is fit for purpose as per customer needs, drive Main Instrument Vendor opportunities.
• Work closely with KOB1 execution world area in conjunction with sales/project management team to ensure the pursuit strategy is followed and drive cost optimization for targeted projects.
• Lead and develop the project proposal DOA by ensuring best, lean, cost-effective proposal meeting customer needs is put forward.
• Lead the DOA approval process with different layers of Measurement Solution product management team and clearly highlight the pursuit strategy and business objectives to be met.
• Effectively set short and long-term market strategy and business development plans for direct project sales.
• Leads effective regular communication with other World Areas/ GPP team on project development/updates.
• Work closely with other Emerson Automation Solutions Business units /XBU / GP3 teams for MAC / multi divisional pursuits.
• Keep up to date with developments in products, technologies, competition, and market trends.
• Fulfill any other reasonable duties as requested.
• Ensure compliance with Emerson ethics policy, trade compliance policy, business unit policy, safety, and quality program requirements.