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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.
   

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Job Description

• As the Sales Manager for Modernisation (Competitive Displacement), you will be responsible for driving revenue growth, expanding market presence, and fostering long-term customer relationships across Angola, South, and East Africa. This role requires a strategic, results-driven leader who can develop and execute growth initiatives across all key industry segments, including Oil & Gas and Power & Water.
• You will lead sales teams, collaborate with local business partners (LBPs), and engage directly with senior executives to position cutting-edge industrial automation and software solutions. Your ability to blend technical expertise, business acumen and AI-driven sales strategies will be critical to exceeding bookings targets and maximizing market share.

Key Responsibilities:

Sales Leadership and Business Growth in modernisation

• Spearhead regional growth strategies to exceed financial targets in alignment with the Systems & Solutions MEA business plan.
• Develop & execute a sales strategy that ensures above-market growth rates across all segments.
• Direct & empower the local business partners (LBPs) to drive competitive displacement and solution-based selling.
• Maximize revenue & profitability by growing the installed base and identifying high-value market opportunities.

Customer Engagement & Strategic Partnerships

• Cultivate and maintain C-level relationships within key accounts to influence buying decisions and drive long-term loyalty.
• Lead high-impact negotiations, ensuring a strong value-driven approach tailored to customer needs.
• Drive customer satisfaction by proactively identifying challenges and delivering tailored solutions.

Market Intelligence & Competitive Strategy

• Monitor market trends, competitor activities, and pricing strategies to refine go-to-market approaches.
• Develop and present country marketing plans, sales forecasts, and business intelligence reports.
• Support cross-functional teams to enhance pull-through opportunities within the broader Emerson Automation Solutions portfolio.

Digital Transformation & AI-Driven Sales

• Champion the integration of industrial software solutions for asset optimization, reliability, and efficiency improvements.
• Stay ahead of emerging technologies to position Emerson as a leader in industrial software.

Compliance & Ethical Sales Execution

• Ensure strict adherence to Emerson’s ethics and trade compliance policies in all business transactions.

Who You Are:

• A strategic sales leader with a proven track record of driving business growth and team performance.
• A high-impact communicator who effectively engages with diverse stakeholders—from engineers to C-level executives.
• A collaborative team player who fosters partnerships and builds trust across the Emerson and Customer organizations.
• A results-driven professional who thrives in a fast-paced, competitive sales environment.

Qualifications & Skills required

• Bachelor’s Degree/Diploma in Chemical Engineering, Process Control, Mechanical, Automation, or related engineering fields.
• 10-15 years of Sales Management experience, with a proven track record of success locally and/or internationally.
• Strong commercial acumen with a deep understanding of customer needs within Industrial Process Control.
• Expertise and understanding in DCS, process control, and industrial software solutions.
• Proficiency in CRM systems, BI tools, and Microsoft Office Suite (Excel, PowerPoint, Word, Visio).
• Willingness to travel regionally within the Middle East & Africa.

Preferred:

• Proven expertise in high-value business negotiations and strategic deal-making.
• Experience in AI-powered improvement tools
• Experience and a good understanding of predictive analytics, and digital transformation initiatives.
• Solution-selling mindset, with the ability to position Emerson’s offerings as holistic, value-driven solutions rather than standalone products.