 |
| Job Title |
|
Project Pursuits Manager - Abu Dhabi |
| Location |
|
Abu Dhabi, Non UK |
| Job Number |
|
118436486 |
| Posted |
|
08/02/2012 (11:22) |
| Agency/Employer |
|
CBSbutler |
Description
|
|
Job Description
Overview of position:
The Global PlantWeb Project Pursuit (GP3) Leader is responsible for managing the companies cross-divisional Top 25 project sales pursuits. The Global Top 25 projects are nominated by the Emerson Process Management world business areas (North America, Latin America, Europe, Middle East & Africa, Asia Pacific) and approved by Emerson Process Management executives. GP3 Projects are defined as strategic opportunities containing the following minimum criteria:
* Sales opportunity valued at >US$ 5MM
* Sales opportunity that cross international boundaries (joint venture partners, EPC's, etc.)
* Emerson multiple division content (systems, instrumentation, valves, project services, etc.)
* Strategic to Emerson's business (target industry, important geography, critical customer)
Roles and Responsibilities:
* Accept leadership responsibilities for all internal and external project pursuit coordination. Internal leadership responsibilities will include managing all available resources within Emerson Process Management to be successful on assigned project pursuits. Resources to be utilized internally include world area sales, division sales, proposal resources, project execution personnel, executive management and local business partners.
* Act as the focal point for the development of relationships with defined end users, joint venture partners and engineering contractors involved with the GP3 projects. This leadership role will have direct involvement throughout the project pursuit lifecycle including sales pursuit, proposal generation/submittal, contract negotiation and project execution.
* Utilize a pre-defined project pursuit methodology including opportunity qualification and screening, sales team assignments, communications planning, sales strategy development, executive management involvement and reporting, proposal planning, competitive analysis, customer business analysis, risk analysis and mitigation, and pursuit success probability.
* Extensive international travel will be required for this position. Traveling on short notice must be acceptable. Unforeseen extended travel must be acceptable.
* Understanding, managing and reducing project pursuit costs will be a key responsibility for this position. This will include personal expenses and global sales pursuit team expenses. Must be able to identify and eliminate unnecessary meetings, teleconferences and travel in order to contain internal expenses.
* The GP3 sales team will rely on the GP3 Leader to develop strategic and tactical steps throughout the sales pursuit lifecycle.
* Report to the Emerson Process Management Global Sales Organization.
Job Requirements
* Bachelors degree or equivalent (engineering degree desired)
* Minimum ten years direct sales experience, preferably in process control and automation
* Demonstrated ability to target and convert accounts using a combination of technical and business value propositions
* Provide evidence of aggressive sales results
* Proven people management and team leaderships skills
* Ability to communicate the business based value of automation (e.g. PEpC, MAC)
* International project pursuit experience with proven results
* Possess strong knowledge of automation solutions including field instrumentation, valves (general and severe service), Foundation Fieldbus, communications bus technology, distributed control systems, asset management, sub-system data integration, advanced process control and other automation hardware and software solutions.
* Possess strong knowledge of project execution fundamentals. This requirement will include basic knowledge of project management, project engineering, project controls, FEED deliverables, basic project execution work processes, FAT/SAT testing procedures, installation and commissioning services, documentation packages, project schedule development, and management of change (MOC) procedures and general knowledge of project execution services.
* Possess strong written and verbal communications skills. Effective written communications to global sales team members is compulsory. Public speaking will be required on a frequent basis. These skills must include extensive knowledge of the Microsoft Office Suite of applications including Word, PowerPoint, Excel and Outlook.
* Possess strong knowledge of professional selling techniques for large capital projects. This requirement will include previous training and extensive experience with Strategic Selling (Miller-Heimann), Consultative Selling, presentations, negotiations, conflict management, communications planning and global sales leadership.
* Possess reasonable knowledge of process industries. This knowledge should include basic process fundamentals and operations requirements. This industry knowledge should include, but not be limited to:
* Offshore Oil & Gas Production Platforms (TLP, Spar, FPSO, etc.)
* Oil & Gas Processing and Treating
* Liquefied Natural Gas Processes
* Gas to Liquids Processes
* Basic Refining Processes
* Basic Petrochemical Processes (continuous and batch)
* Metals & Mining Operations
* Pulp & Paper Processes
* Life Sciences Operations
* Power Generation and Municipality Operations
Knowledge of the above process industries should include key performance indicators (KPI's) and economic measurements of the customers operating assets. The GP3 Leader should be capable of researching how each different customer is measured and have the ability to develop an appropriate Emerson PlantWeb value proposition. Additionally, the GP3 leader will have knowledge of contracting strategies (LSTK, cost plus, reimbursable, build own operate, etc.), execution practices and measurements with global engineering contractors.
|
| Job Type |
|
Permanent |
| Contract Length |
|
N/A |
| Start Date |
|
ASAP |
| Contact Details |
|
 |
|
|
|
|
