Commercial Excellence Manager at Emerson

Job Description
Job Summary

• The Commercial Excellence Manager will drive the implementation of commercial excellence strategy in the sub-region and promote lifecycle services sales. Owns commercial excellence progress metrics and financial target of lifecycle services sales for the sub-region.
• This professional will also be responsible for the current and future sales business for our Installed Base business across South East Africa. The Commercial Excellence Manager will be based in the Johannesburg office.

In the role, your responsibilities will be:

The focus areas are:

• Work with sales team and channel partners to enhance adoption of sales tools to enhance productivity.
• Train sales team on sales tools and demonstrate value of the tools for various sales persona.
• Support identifying customer segments and go to market strategy.
• Work with sales and lifecycle services team to develop and implement lifecycle services strategy for the sub-region.
• Promote Emerson Lifecycle services program offering to customers. This includes Shutdown/Turnaround/ Outage services, service support and parts agreements and educational services and the suite of installed base services of all business units of Emerson.
• Engage with site team leaders to develop and implement site plans for major installed base sites.
• Support implementation regional sales competency development curriculum.
• Track and report monthly lifecycle program sales metrics.
• Promote Emerson e-commerce with customers
• Maintain and enhance existing tools to ensure they can be utilized as efficiently as possible and generate increasing value to the sales team.
• Develop and deliver marketing campaigns to increase customers’ awareness of Emerson’s Lifecycle Services offerings for all our business units.
• Assist in developing an MRO Growth Initiative & Obsolescence Program with key clients.
• Lead multi-BU pursuits of LTSA, educational services, obsolescence management programs and parts purchase agreements.
• Responsible for refreshing STO program best practices for MEA as required from time to time and maintain STO cadence with all regions in MEA.
• Work with sales team and channel partners to improve adoption of sales tools to enhance efficiency.
• Support customer segmentation and go to market strategy.
• Support implementation of sales competency training curriculum in the region.

Who you are?

• Process automation industry experience.
• Ability to develop successful cross functional relationships internally, within a matrix organization

For this role, you will need:

•  Degree in Engineering or relevant experience in industry (Control Systems & Instrumentation)
•  Excellent understanding of sales processes, experience of working in sales or sales operations and customer care
•  Good understanding of CRM and associated tools

Preferred qualifications that set you apart:

• Minimum of 8-10 years’ experience in Proven Sales experience in Automation and Control
• Regional customer experience is preferred.
• A consultative approach to selling.
• Amazing interpersonal skills, both written and verbal.