CLIENT SALES EXECUTIVE (NEVADA/UTAH)

Job Description:Client Sales Executive #4488Invensys Process Systems (IPS) provides products, services and solutions for the automation and optimization of plant operation and is at the forefront of technological innovation. It serves process industries such as oil and gas, hydrocarbons, chemicals, power and utilities, metals and mining, and also the discrete and hybrid manufacturing sectors such as pharmaceutical, biotech, healthcare and life sciences. Its engineering services and technologies help production facilities across the world and across many different industries achieve more productivity, more efficiency and greater safety. IPS also provides regulatory compliance and business solutions and services for the pharmaceutical, biotech, healthcare and life sciences industries. The IPS Solutions PortfolioIPS brings results to life by applying an array of products, services and solutions throughout our clients' process automation needs to deliver real, measurable performance improvements.IPS contains some of the market’s leading brands. Foxboro produces intelligent field instrumentation, distributed control systems (DCS), and supervisory control and data acquisition (SCADA) systems which are well-respected throughout the world. Our Triconex™ products are based on industry-leading Triple-Modular Redundant (TMR) industrial safety-shutdown technology for critical control and turbomachinery applications. SimSci-Esscor is the leader in development and deployment of advanced plant and process simulation software and systems, while the Avantis® brand provides comprehensive enterprise asset management software (EAM) solutions.It is the responsibility of the IPS Client Sales Executive to harness these growth engines and craft business relationships that optimize the value of IPS products, services and solutions within each of its clients’ organizations. The Position: Client Sales ExecutiveLocation: Nevada/UtahIPS Client Sales Executives (CSE’s) are members of a highly specialized team of sales professionals in IPS responsible for the development and closing of all new business in their respective industry segment or territory. The Client Sales Executive takes on an individually tailored portfolio of existing and strategic targeted prospects and clients. The CSE then directs all sales relationship management, business development, and sales activities with these clients and is solely accountable for all new services from inception to contract closure. The IPS Client Sales Executive is accountable for new revenue generation at appropriate margin levels across all services and for all clients in their industry portfolio. ResponsibilitiesThe Client Sales Executive is responsible for the establishment and maintenance of the sales relationship with each client/prospect in their portfolio at every level from the (CxO) executive suite to departmental line managers. The CSE drives new business through the identification, development, negotiation, and closure of new services agreements with prospects and clients, and participates in the subsequent maintenance of client relationships. They target potential leads, qualify them, and lead the IPS pursuit team in crafting and positioning the deal. To this end, they leverage their industry and financial business knowledge to create demand and persuade through the development and presentation of compelling purchasing rationales. Product, Services and Solution agreements will encompass all IPS offerings and range in scale from short-term consulting engagements to complex, multi-service, multi-year and global partnerships. Specific new sales/revenue and profit margin targets are established annually by management for each CSE.Additional CSE responsibilities include the smooth transition of new business from sales to delivery, coaching and mentoring account delivery leaders on client relationship management issues, providing feedback on customer wants and needs to the IPS strategic portfolio function, ensuring compliance with IPS sales processes and new business approval requirements, coordinating the relationship between key client personnel and IPS senior executives, and leading or coordinating global relationship management initiatives with other geographic units of IPS focused on the same client.The CSE also shares industry, deal, and sales best-practice knowledge with the IPS sales community and may mentor and coach other Client Sales Executives. Job Essential FunctionsIPS Client Sales Executives are responsible for managing the entire sales process from identifying prospects to negotiating contracts. Other job essential functions include, but are not limited to, the following:• Create and maintain territory sales plan• Identify prospects and create entry strategies for each• Utilize business and financial knowledge to create value propositions• Execute competitive sales tactics to win business• Coordinate deal crafting and positioning• Lead or participate in contract negotiations• Manage demand and qualify opportunitiesCareer DevelopmentThe career development opportunities for IPS Client Sales Executives are outstanding. Client Sales Executives have the opportunity to deepen and broaden their portfolio of clients in the context of IPS’ continued growth and expansion. Significant opportunities for international sales leadership and global relationship management are available. Beyond this, it is not uncommon for Client Sales Executives to transition into Client Executive roles within IPS which encompass both business development and full operational (people, P&L and customer satisfaction) responsibility for IPS business.Client Sales Executive, Individual ProfileEducation:Undergraduate degree, preferably in Business, Engineering, Computer Science, or Economics. An MBA, graduate degree in Business, Engineering, Computer Science, Economics or Engineering or professional qualifications in Law or Finance are considered a major plus. Experience:• 3 – 5 years of complex, solution selling sales experience in an IPS targeted industry.• Past experience in closing deals of $5-10 Million in contract value• Knowledgeable of Business Solutions and Manufacturing Applications• Ability to establish CXO level relationships• Track record of meeting/exceeding yearly quota• Experience in business transformation solutions• Experience selling solutions with alliance partners• Superior prospecting skills• Capability to understand IPS offerings and articulate those offerings to the industry and prospects• In-depth experience including RFI/RFP proposal strategy, management and response• Strong contract negotiations and closing skills• Superior presentation development and delivery skills• Travel up to 50%Significant experience and demonstrated achievement in one or more of the following fields:• Strategic sales, relationship, and account management experience at a major services organization, preferably on a global basis.• Senior level management responsibility within a major firm.• Senior-level strategic consulting and/or strategy consulting to major organizationsKnowledge Base:1. Industry relationships – Established relationships within targeted industries2. Industry and technology insight – A deep understanding of the impact of automation on a firm’s business3. Marketplace – A strong knowledge base of targeted industries, both individuals and institutions4. Process Automation Services – Knowledge, understanding of the predominant people, firms, products, services and solutions that are most important to large global firms. Insights into emerging players and key trends in the Process Automation marketplace.Professional Skills:1. Management – Well developed management skills. Ability to assemble, direct, coach, motivate and coordinate pursuit teams, in different locations and from different parts of IPS and partner firms, engaged in multiple simultaneous sales initiatives2. Process Automation Project/Program/Budgetary Management – A strong background and proven track record in the construction and management of complex large scale projects/programs/budgets for process automation services to or within large institutions3. Partner management – Strong partner management skills including inter-divisional, external business partner and supplier management skills in the services arena4. Technology expertise – Strong appreciation and understanding of key current and emerging technologies, third party solutions and packaged software applications of importance to the global markets.Personal Attributes:1. Leadership – Possesses key leadership attributes: Strong personal conviction, vision, strong emotional bonds, inspirational, team orientated, risk taker, and driven to excel.2. Stature and presence – the ability to command the attention and respect of senior industry executives. 3. Highly organized and disciplined.4. Strong communications skills, both written and oral. Ability to present at a board/executive committee level.5. Planning – Ability to develop, communicate and execute both tactical and strategic sales plans.6. Cultural sensitivity – Ability to bring together highly diverse teams to achieve superior results.7. Judgment – Ability to think and act independently and exhibit consistently sound business judgment and an action-oriented ability to take measured risks and take responsibility for the consequences.Impact your career Visit http://ips./careers/careers.htm for more information and to view additional career opportunities. (Job position #4488) You may also submit your resume to cv.hou@ips. In the subject line, please reference CSE#4488



Expected Travel Time: About 50%