Senior M&I Project Sales Specialist

Invensys Process Systems brings together four of the industrial automation industry’s best-known brands (Avantis, Foxboro, SimSci-Esscor and Triconex) to deliver integrated solutions that automate and optimize plant operations. We are part of Invensys plc, a $4.4 billion global industrial automation, controls and transportation group headquartered in London, England. Invensys is a major global supplier of systems, software, instruments, solutions and instruments for process automation and asset performance management. Primary customer industries include Refining and Petrochemicals, Upstream Oil and Gas, Pharmaceuticals and Fine Chemicals, and Power and Utilities.

Senior M&I Project Sales Specialist 

Responsible for managing the relationships and the delivery of a growing book of business from a group of accounts & project sales pursuits assigned within a specific geographic region. Develops an understanding of customer operational issues and will be able to clearly identify the opportunities to make a measurable impact on the customer’s activities. Works closely with the customer, the M&I Rep Channel on Projects Sales Pursuits acting as a Sales Team leaderi n developing the strategy  & tactics to execute by the sales team necessary to win the opportunity.  Works also with the IPS Client Executive and Account Managersthe on joint M&I & Systems pursuits to leverage the total IPS portfolio. Adopts a portfolio strategy maximizing the breadth of products and services that can add value for the customer.  Manages pursuits using the sales funnel tools and maintains opportunity data and provide accurate assessment of each sales opportunity within the Sales Process, including indicating those opportunities that should be forecast for closure. Develops and maintains assigned Retained Accounts that are retained from the M&I Reps for M&I. Opportunities arising from this plan will be managed via GSP and the Sales Funnel.

 

Job Scope:

Having wide-ranging experience, uses professional concepts and company objectives to resolve complex issues in creative and effective ways. Will champion significant projects, programs and business initiatives using demonstrated creativity and ingenuity. Demonstrates a deep understanding of the business and market segment occupied by each assigned customer project sales pursuit and assigne accounts..  Must have a strong understanding of M&I and  application solutions. Should understand the IPS portfolio to help provide sales leads to theIPS portfolio salesperson. As appropriate, arranges technical forums & training/demonstrations with the key customer personnel to provide knowledge sharing and familiarity with our products and applications.
Works on complex issues where analysis of situations or data requires an in-depth evaluation of variable factors.  Exercises judgment in selecting methods, techniques and evaluation criteria for obtaining results.
Networks with key contacts outside own area of expertise. Distinguished by additional specialized knowledge in breadth and/or depth, as well as record of success in sales.  Viewed as an expert in the field and are assigned to large, complex, highly visible, strategic, or tactically important project sales pursuits and accounts. May have a leadership role.  Works closely with Regional Management to refine the sales strategy being pursued.  Works closely with local M&I Reps & client account representatives and sales management to ensure that the overall account strategy is clearly communicated and supported.  Responsible for participating in the regular Personal Success Planning process with the Regional Sales Manager. 
Determines methods and procedures on new assignments and may coordinate activities of other personnel (Team Lead).

Other competencies

Demonstrates deep insight into the customer’s business issues and drivers. Fully capable of demonstrating the effectiveness of proposed solutions by quantifying value in financial terms.
Understands the high level impact of solutions on the client’s financial and operational performance and metrics.
Highly competent in maximizing competitive advantage.
Ability to credibly represent the company at a local or national executive level within the customer organization.
Highly discerning and capable of quickly assessing and  capitalizing on the political forces within the customer at a local/regional operational level. 
Highly skilled at developing long term and mutually beneficial relationships delivering tangible business value to the customer.
Effective at managing resources within the business unit, group and corporate team to ensure success.  The creation and maintenance of effective Account Plans is a specific requirement.
Fully capable of understanding key business issues, identifying potential solutions and effectively communicating value delivered to the customer in appropriate terms.

Requirements

Bachelor's Degree.  Post-graduate coursework desirable.
Typically requires a minimum of 10 years of demonstrated experience of success in sales, account management or project management.

As part of our team, you’ll build a strong career with a collaborative, knowledgeable team of people. We’ll challenge you to think differently to achieve your goals. You’ll have easy access to senior management, leading thinkers, and colleagues around the world.

In addition to competitive salaries and inclusive benefits, we offer global career opportunities and travel to new places to inspire fresh, new thinking. We believe in rewarding and recognizing risk-taking and creativity. We also promote a healthy work-life balance as essential for your personal growth.

Impact your career
Visit http://ips.invensys.com/careers/careers.htm for more information and to view other career opportunities.

Or send your resume to cv.mtl@ips.invensys.com , REF 4748