North America Project Pursuit Director

Emerson
Houston TX
30+ days ago

Job Description

North America Project Pursuit Director
Requisition ID:(21010468)
Primary Location: United States-Texas-Houston
Job Function: Sales
Job Posting Date: Jul 19, 2021, 6:55:06 PM

The North America Pursuit Director will be based out of our office in Houston, TX and is specifically charged to:

  • Pursue and develop One Emerson win strategies as a member of a world class project pursuit organization in North America
  • Develop and communicate winning strategies with the collective sales teams and Emerson Business Units and work a tactical sales execution plan and lead focused teams of resources from multiple sites, functions, disciplines, and divisions to win profitably LARGE Strategic Projects to grow Global market participation and installed base and to “Maximize the Pull” of other Emerson Devices / Valves and other Products and Services.

These Large Strategic Projects will Typically be in the size range of $5M to $200M in total potential for Emerson. Projects will be assigned post approval by the North American Project Director in concert with the World Area Pursuit Teams.

AS A PROJECT PURSUIT DIRECTOR, YOU WILL:
  • Develop a Win Strategies for a ONE Emerson win for specified strategic projects
  • Provide overall Leadership to for the Strategic Project Pursuit
  • Set the clear Vision and Strategy for the Strategic Project Pursuit
  • Lead the development of the Project Pursuit Strategic Planning process
  • Manage, coach and mentor the pursuit, sales and business unit teams on the win strategy
  • Provide Training and Mentoring to sales and business unit teams in North America
  • Develop and implement a solid communication plan with the Emerson business units and sales teams.

For the strategic Project Pursuits assigned:

  • Develop the strategic sales pursuit plan and structure of the core team required to successfully win the pursuit.
  • Leading all internal and external project pursuit resources necessary to win the assigned project; and coordinating all available internal resources including world area sales, divisional sales, proposal resources, project execution teams, executive management and external local business partners.
  • Overseeing the development of sales strategy; forging relationships with defined end users, partners and engineering contractors; having direct involvement throughout the project pursuit lifecycle including sales pursuit, proposal generation / submittal, and contract negotiation and then involvement with the project execution, delivery, start-up/ commissioning and final project hand off.
  • Utilizing a pre-defined project pursuit methodology including opportunity qualifications and screening, sales team assignments, communications planning, sales strategy developments, executive management involvement and reporting, proposal planning, competitive analysis, customer business analysis, risk analysis and mitigation, and pursuit success probability.
  • Understand and manage project pursuit costs. Being mindful of cost will be a key responsibility for this position and will include personal expense and global sale pursuit team expenses. The person in this role must be able to identify and eliminate unnecessary meetings, teleconferences and travel in order to contain internal expenses.
  • Maximize our Project Win ratio while winning at a price premium based on a differentiated business case and customer value creation and understand the overall Emerson platform profitability on the global pursuits.
  • Develop strategic and tactical steps throughout the sales pursuit lifecycle, leveraging the Strategic Selling Models endorsed by Emerson Sales.
WHO YOU ARE:
You are a high-performance individual contributor working with the most strategic and complex opportunities within all of Emerson. You provide clear direction, leadership, insights and communication to the pursuit team. You collaborate consistently; communicate often with all clients and team members. This is a high profile, highly engaging role that requires a high energy and high-performance individual that loves continual collaboration and communication.
REQUIRED EDUCATION, EXPERIENCE & SKILLS:
  • A minimum of 10-15 Years process experience with in-depth multi-division product, services and solutions knowledge.
  • Proven Leadership and Management skills
  • Ability to effectively work in multi-cultural environments
  • Experience managing businesses and teams with a sales volume in excess of $20M
  • Strong understanding of project management and execution fundamentals
  • Strong written and verbal communications skills. Effective written communications to global sales team members is critical.
  • In-depth knowledge of professional selling techniques for large capital projects. This requirement will include previous training and extensive experiences with Strategic Selling Solutions Selling Programs, Consultative Selling, presentations, negotiations, conflict management, communications planning and global sales leadership.
  • Capable of researching how each different customer is measured and have the ability to develop an appropriate Emerson PlantWeb value proposition.
  • Understand contacting strategies, execution practices and measurements with global engineering contractors
  • Must be able to undertake extensive international travel; travel at short notice and unforeseen extended periods away from home.
  • Legal authorization to work in the United States
PREFERRED EDUCATION, EXPERIENCE & SKILLS:
  • In-depth knowledge of one or more of the following industries: Oil & Gas Processing and Treating; Liquefied natural Gas Processes; Gas to Liquids Processes; Basic Refining Processes; Basic Petrochemical Process (continuous and batch); Metal & Mining Operations; Pulp & Paper Processes; Life Sciences Operations; Power Generation and Municipality Operations
WHY EMERSON?
Our Commitment to Our People
Across the globe, we are united by a singular Purpose: We drive innovation that makes the world healthier, safer, smarter, and more sustainable. We invest in our employees to ensure they have the marketplace knowledge, skills, and competencies to bring this Purpose to life while competing and leading in a global economy. Our training programs focus on end-to-end development, from onboarding through senior leadership.
Our success is measured by the positive impact we make on people, our communities, and the world through our unwavering focus on environmental, social, and regulatory progress. Learn more about us!
Flexible and competitive benefits plans offer you the right options to meet your individual and family needs: medical insurance plans, dental and vision coverage, 401(k), tuition reimbursement and more. We also provide you flexible time-off plans, including paid parental leave, vacation, and holiday leave.
Our Commitment to Diversity & Inclusion
At Emerson, we are committed to fostering a culture where every employee is valued and respected for their experiences and perspectives – and that reflects the world around us. We believe a diverse and inclusive work environment contributes to the rich exchange of ideas that inspires innovation and brings the best solutions to our customers.
This philosophy is fundamental to living our company’s values and our responsibility to leave the world in a better place. Learn more about our Culture & Values and Diversity & Inclusion at Emerson.
Work Authorization
Emerson will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1, H-1, H-2, L, B, J or TN, or who need sponsorship for work authorization now or in the future, are not eligible for hire.
Equal Opportunity Employer
Emerson is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to sex, race, color, religion, national origin, age, marital status, political affiliation, sexual orientation, gender identity, genetic information, disability or protected veteran status. We are committed to providing a workplace free of any discrimination or harassment.
If you have a disability and are having difficulty accessing or using this website to apply for a position, please contact: [email protected]
ABOUT EMERSON
Emerson is a leading global technology, software and engineering company providing innovative solutions for customers in industrial, commercial, and residential markets.
Our Automation Solutions business helps process, hybrid and discrete manufacturers maximize production, protect personnel and the environment while optimizing their energy and operating costs. Our Commercial & Residential Solutions business helps ensure human comfort and health, protect food quality and safety, advance energy efficiency and create sustainable infrastructure.
We help customers in the world’s most essential industries solve the biggest challenges of modern life. Every day, our global workforce fulfills our unified Purpose and lives out the Values we hold close as an organization: Integrity, Safety & Quality, Support Our People, Customer Focus, Continuous Improvement, Collaboration, and Innovation.
Our Causes – Planet, Humanity, Champion, Inclusion and Future – shape, define and fuel Emerson’s culture while inspiring our innovative spirit and driving our focus.
Whether you’re an established professional looking for a career change, an undergraduate student exploring possibilities, or recently received your MBA degree, you’ll find opportunities with us. Join our team and start your journey today!
No calls or agencies please.

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