Site Team Leader - Codelco
Emerson
Santiago, Chile
hace 17 días

Description

PRINCIPLE JOB RESPONSIBILITIES

1-Strategic Site Plan - the STL is Responsible and OWNs the creation, and on-going evergreen status

of the Strategic Site Account Plan in the structured template and process as defined within the

Global Strategic Accounts Program.

  • Prepare briefing documents for collaborative Site Planning Workshops, which are aimed at information
  • sharing within the Strategic Account Team and across organizational borders. Type of information

    shared :

    o Issues and challenges relevant to the customer site

    o Strategies of significance to the customer enterprise

    o Performance to Global Strategic Account Program metrics

    o Information about the customer’s buying behavior, pricing history and spending with Emerson

    o Areas of opportunity within the account

    o Vendor Status for the Emerson Process Management platforms

  • Development of a cohesive local Strategic Site Plan
  • Provide aid to the Strategic Account Leader in developing the Strategic Corporate Account Plan
  • Collaborate with the Strategic Account Leader and other Site Team Leaders to leverage corporate
  • initiatives and site value creation

  • Coordinate key activities across Divisions and other Emerson employees who call on the site
  • Be the voice of the Customer Site within the STRATEGIC Account Team, Divisions and World Areas
  • Maintain a Relationship Map for the strategic customers contacts of the site
  • 2-Customer Engagement

  • Leads the development of wide and deep relationships top to bottom at the Site and broadly across all
  • strategic functions at the Site with high focus on Operations, Reliability and Maintenance as well as

    authorizers and influencers at the site such that these people feel privileged to meet with you and other

    Emerson employees

  • Build strong advocates in the customer organization who can be called upon to obtain an understanding
  • of the following

    o strategic imperatives and challenges impacting the site and the enterprise as a whole

    o potential leverage points to gaining access to others on the Account or Site Relationship Map

    o Clear building of Coaches, Sponsors, and Power Sponsors from the Site

    o Clarity of understanding of how decisions are made on CAPEX and OPEX / MRO Programs and

    Procurement actions

    o Insights about our position on strategic project pursuits, how Emerson Process Management is

    perceived by the account and insights about trends in the customer’s industry

    o Insights into the business and personal agendas of key site personnel

  • Help the customer see approaches that are tailored to the customer’s value drivers and recognize needs
  • they did not realize they had (Vision Casting); do so while exposing the customer to Emerson centric

    solutions which can enable their success in pursuit of these ventures

  • Create a sense of urgency around deployment of Emerson centric solutions which lower risk, have fast
  • payback and deliver high return on their investment

  • Speak the language of the customer and about what they want (e.g. Corporate Leaders speak about
  • investments and their language is in terms of lower risk, fast payback and high ROI) :

    o describe the potential quantitative business impacts to their organization

    o disrupt current and possibly ingrained patterns of thinking that is counterproductive to them and

    not favorable to us

  • Capably address any relationship or operational issue brought forward directly
  • Consistently and dependably follow through on commitments and deadlines
  • 3-Portfolio Promotion

  • Promote and coordinate participation by customers on visitations at Division offices for Technical
  • Information Exchange (TIE) Meetings; as well as involvement with the Emerson Global User’s Exchange

  • Facilitates Business Strategy Reviews for the Site that map how Emerson can be a Strategic Enabler
  • for Strategic Business and Operations Problem resolution or the more efficient and effective

    advancement of the Strategic Initiatives and Programs at the Site.

  • Keep the customer informed of new capabilities and road maps for introduction of these and push for
  • opportunities to communicate these plans

  • Supports the SPI sales model in attaining and developing sales collateral, such as referrals and QBRs,
  • for communicating the integrated value of Emerson

  • Push for changes to the portfolio that will contribute to greater customer satisfaction and contribute to
  • growth in sales from the site

    4-Pricing and Agreement Formation

  • Contribute pricing recommendation for projects and agreements based on factual observations of pricing
  • in the accounts in your territory and prior history with the site

    5-Global Project Pursuit

  • Effectively implement Strategic Project Pursuit leveraging the SPI Selling Process, GP3 Toolkit, and
  • Strategic Accounts Valve Stream Map for Project Pursuit

  • Facilitate getting the pursuit with the site resourced (i.e. getting Diamond Model in place)
  • Be the liaison for specific account opportunities with the GP3 Team
  • Assist in proposal development by contributing value propositions that resonate with the site
  • Input pursuit information in PATT and furnish information for Sales Order Forecasting Processes
  • 6-Post Project Services / MRO

  • Builds an effective program with the Customer Organization to drive value for the Site Management
  • Team

  • Leverages the full portfolio of Emerson Process Management to ENABLE the Customer to reduce unscheduled downtime, reduce maintenance cost, reduce working capital deployed in inventory, improve total plant reliability
  • DRAFT

    Qualified candidates must possess a BS in Engineering or Technical Field and have at least 7 years of sales

    leadership, Strategic Site or Account Management experience or related industry marketing experience in

    the industry of the account. Candidates need to have proven ability to develop and implement Strategic

    Plans and demonstrate proven business acumen and strong drive for results.

    Candidates with a Business Degree and strong proven technical acumen and 10years of proven Strategic

    Selling or Site Management experience will also be considered.

    Demonstrated Operating Experience with a P&L is a very strong plus.

    About Emerson

    Imagine being surrounded by intelligent, driven, and passionate innovators all working toward the same goal to create groundbreaking solutions that leave our world in a better place than we found it.

    Emerson is a global technology and engineering company providing innovative solutions for customers in industrial, commercial, and residential markets.

    Our Emerson Automation Solutions business helps process, hybrid, and discrete manufacturers maximize production, protect personnel and the environment while optimizing their energy and operating costs.

    Our Emerson Commercial and Residential Solutions business helps ensure human comfort and health, protect food quality and safety, advance energy efficiency, and create sustainable infrastructure.

    A dynamic environment is what you’ll discover at Emerson, a Fortune 500 company with $14.5 billion in sales and 155 manufacturing locations worldwide.

    Together, we’re changing the world, and we have all the resources to help you achieve your professional goals.

    Whether you’re an established professional looking for a career change, an undergraduate student exploring options, or recently received your MBA degree, you’ll find a variety of opportunities at Emerson.

    Join our team and start your journey today.

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