Sales Representative, Control Systems Solutions

Description

The Sales Representative, Control Systems Solutions (also known as Account Manager) is responsible for managing complex customer relationships, driving long-term strategic initiatives, and delivering engineered solutions across multiple business units. This role requires a high level of autonomy, cross-functional collaboration, and consistent achievement of sales goals. The expectation for this role is that this person will be able to articulate the entire Systems and Solutions portfolio from core control systems to higher level applications around Portfolio offerings, such as Cybersecurity, Simulation, Alarm Management and Advanced Process Control as well as Digital Transformation, including Data Management, Workflow and Analytics solutions.

This position will require someone who is capable of growing existing committed customer accounts as well as developing new potential accounts, with an emphasis on competitive displacement.

• Territory Planning & Execution:
  • Plan and schedule with a strategic view of yearly initiatives
  • Focus on high value wins with a higher ratio of loyal customers
• Customer Engagement:
  • Understand both short- and long-term customer goals, including Cap Ex and OpEx spending habits
  • Present business alignment reviews to top 1–5 customers and key stakeholders
  • Move assigned customers toward trusted advisor status
• Sales Development:
  • Identify leads early (e.g., one year in advance) across multiple business units
  • Leverage Emerson and Impact Partner offerings and resources
  • Target and design engineered solutions for white space opportunities
• Selling & Discovery
  • Comprehend and demonstrate new products and services to showcase value and drive adoption
  • Conduct efficient discovery processes tailored to different customer personas
  • Document the buying organization to identify key decision-makers and approval limits while also streamlining the sales process
• Sales Process Management:
  • Accurately qualify opportunities and forecast with no past due opportunities.
  • Integrate qualified opportunities into relevant sales programs and initiatives to maximize alignment and impact
  • Present and create content for technical trade shows
  • Document Value Create (Revenue Enhancement, Cost Reduction and Cost Avoidance) with clients to drive Account Penetration and Price Protection
• Customer Relationships:
  • Engage with site/plant managers, engineers, corporate buyers, budget planners, and contract specialists
  • Deliver solutions across multiple business units’ portfolios
  • Navigate customer terms and conditions working with Novaspect Legal and Financial teams
• Technology & Tools:
  • Use CRM for full opportunity lifecycle management
  • Build and manage pricing lists for portal invoicing
  • Deliver advanced product training to customers
  • Demonstrate basic understanding of tools like Adaptive or Power BI

• Bachelor’s degree or Associate’s degree in a technical field
• 10–15 years of technical or industrial experience, preferably with manufacturing exposure or operations management
• 4–6 years of proven success in meeting and exceeding sales targets
• Preferred experience in process control and automation systems (e.g., Delta
  
  V)
• Demonstrated results calling on middle level and upper-level managers in process industries and/or manufacturing organizations

• Demonstrated knowledge through presentations and peer training
• General understanding of selling, pricing, and proactive contract management
• Preferred participation in value creation activities (e.g., white papers, case studies)
• Active participation and presenting in industry associations
• Salesforce CRM experience desirable
• Travel required for customer engagement

• Ability to work extended hours on a computer
• Ability to work in a loud industrial environment

• Base Salary: $110,
• Potential Bonus: 20%
• Vehicle Reimbursement Program eligible

The final offer will be based on several factors, including, but not limited to the candidate's depth of experience, skill set, qualifications, and internal pay equity. Hiring at the top end of the range would not be…