The Latin America (LAM) Process Systems (PSS) Lifecycle Services (LCS) Core Services Business Development Manager (BDM) deeply understand the PSS regional installed base status and work with the countries PSS LCS sales leader in planning the Lifecycle of our customers’ automation platforms (hardware and software).
He / She is responsible for planning, driving and delivering PSS aftermarket orders growth in the LAM region. This role is part of a larger Systems and Software (SYSS) LCS team and therefore collaborates in preparing the SYSS LCS and Performance Services (PS) Growth Plans.
The LAM PSS Core Services BDM drives implementation of sales and marketing programs in the region. He / She is fully accountable for delivering or exceeding monthly, quarterly and annual Core Services orders volumes.
Key areas of focus include PSS Guardian Support Services, Systems Upgrades, Migration and Expansions, SureServices Long Term Service Agreements (LTSA’s) and Hardware and Parts.
Principal Duties and Responsibilities :
Fully understand PSS LCS Core Services Deliverables (Guardian Support, Systems Upgrades, System Health Monitoring (SHM), SureServices Contracts, DeltaV Mobile, Hardware and Parts (i.
e. PK Controllers), etc. Skillful presenting the features and the value of Core Services and Technologies to customers.
Map and fully understand Installed base of PSS Process Systems (DeltaV, Syncade, RAS, etc.) by country, version, accounts, sites, size, etc.
Fully understand Lifecycle status of Emerson systems and plan upgrades, modernization, and expansion accordingly. Work with country leaders in helping customers plan the Lifecycle of their Emerson Systems’ Installed Base.
Evaluate longevity and obsolesce of PSS software and hardware’s installed base and quantify revenues opportunities (served market).
Work with countries PSS LCS Sales leaders to continually evaluate opportunities to expand existing systems ID’s by displacing small competitors’ systems and PLC’s.
Prepare annual growth plan in collaboration with countries LCS sales leaders and present it to upper management for approval.
Owns the LAM PSS Core Services funnel and ensure countries sales teams are entering and updating all opportunities into CRM.
Ensures funnel value support expected orders volumes.
Work with the local Sales and Service teams to continually feed the funnel, evolve opportunities and to convert qualified opportunities into orders.
Understands the sales cycles of every deliverable in the PSS Core Service portfolio and work with sales teams to unsure customers timely budget for large OPEX investments
Participate in the monthly SYSS KOB3 funnels / POR reviews with LAM countries.
Act as the main point of contact between PSS Core LCS team in Austin and countries PSS LCS sales leaders and PSS sales teams.
Act as the LAM SME in PSS Core Services. Must be fully aware of new features and value in new services as well as in new systems versions and hardware.
Drives internal and external awareness of our PSS Lifecycle Services offerings by conducting internal training sessions and customer visits.
Ensure countries sales teams are ready to sell.
Develop sales tools in local languages to assist the countries PSS LCS sales team in managing the PSS Core Lifecycle Services business.
Drive the Land & Expand initiative.
Track Performance Metrics (KPI) monthly and report to upper management actuals versus forecast and expected targets (i.
e. Guardian Support Adoption, DST’s Upgraded, Controllers Replaced, Core Services Orders, etc.)
Provide support to internal teams on quoting complex service contracts and facilitate / expedite support from PSS Austin (when needed) to deliver quotes in a timely manner.
Lead preparation of PSS Core Services monthly / quarterly reviews with the PSS Austin Leadership Team. Lead presentation of YTD performance and Remaining of Fiscal Year plan / actions.
Proactive and energetic. Mentor, council, coach and support the countries sales teams as to help them achieve high performance standards.
Collaborate with other SYSS LCS regional leaders to drive more contents within upgrades projects (i.e. Alarm Management, Cybersecurity, Simulation, etc.)
Collaborate with SYSS Operations Team to ensure high renewal rates of services contracts.
Must be or become very skillful in using and leveraging SYSS Installed Base database in SMS. Must work with LAM Ops team in ensuring regional data is clean and accurate.
Bachelor’s degree in Engineering or related technical field
Minimum five (5) years of experience in sales / sales support, plant or operations
Strong initiative and ability to work in a self-directed environment
Minimum Five (5) years of experience leading multi-cultural and multi-countries sales teams.
Ability to present clear and concise information to upper management, sales team, internal customers, and external customers
Demonstrated abilities to perform in a very dynamic and continually changing business environment.
Must be fluent in written and spoken English
Must be fluent in written and spoken Spanish or Portuguese. Both is a plus.
Preferred Qualifications :
Experience with automation industry and automation platforms (DCS, MES / Operations Management, Safety Systems or similar high-tech solutions) and aftermarket services (advanced control, optimization, simulation, training, asset management, turnarounds, shutdowns, upgrades, etc.)
Additional Information :
This position will require approximately 30% to 40% travel
This position reports to LAM SYSS LCS Director
This position will be based in the Latin American region, preferably Mexico, Brazil or Chile.