Description
Equipment & Controls, Inc. is a successful and innovative Emerson Impact Partner. ECI provides an entrepreneurial opportunity for each employee to achieve our common mission of Delivering Successful Customer Outcomes 100% of the Time. Our customer base includes oil and gas, chemical, power, food and beverage, mining and metals, life sciences, pulp and paper, refining, petrochemical, OEM and nuclear industries. With offices in Pennsylvania, West Virginia, and Ohio, ECI is the region’s leader in process control and industrial automation products and solutions. We seek individuals that share our passion for excellence.
Business Unit/Department: Reliability Solutions Group
Location: Lawrence, PA
Essential Duties and Responsibilities:
- Lead and support the cultivation of business relationships in pursuit of selling Reliability Solutions products and services portfolio. The products and services that this role would sell are related to condition monitoring and predictive maintenance on rotating equipment and reciprocating machinery in industrial facilities across ECI’s sales territory.
- Many of the solutions this role would be responsible to sell are Emerson Reliability Solutions products (AMS 2140, AMS Machinery Manager, AMS Machine Works, AMS Asset Monitor, AMS Wireless Vibration Monitor, AMS 6500 ATG, etc...).
- Additionally, this candidate will be responsible for selling the service portfolio, which includes embedded (and monthly) vibration analysis contracts, lifecycle services contracts, Reliability Engineering, and Consultation studies.
- Be able to identify and qualify sales opportunities, apply knowledge of customer’s business and establish a value proposition that results in sales.
- Act as the representative for other Emerson entities identifying opportunities and introducing the appropriate resources necessary to complete the transaction.
Requirements
The Ideal Candidate:
- Will possess a four year engineering degree or equivalent industry experience.
- Will possess at least 5 years of proven sales to industrial accounts with working knowledge of process control fundamentals. This includes selling into large, complex accounts with both individual and team responsibilities. The individual will demonstrate an understanding of the technical and business challenges faced by this market and proven ability to develop and deliver solutions.
- Will possess a proven history of solution selling success demonstrated by the ability to diagnose a customer’s requirements and map a solution of multiple products and services to meet the customer’s needs.
- Will possess strong presentation skills, consultative selling skills, strong interpersonal skills, excellent account planning skills and communication skills
- Must be a team player able to work closely with Account Managers and representatives from other Emerson business units.
- Must be able to entertain and manage key sales relationships.
- Must be able to penetrate new accounts, develop solid territory business plans and be able to effectively cover territories on a daily basis. A good mechanical aptitude is helpful, and a strong work ethic and desire is essential to success.
- Must leverage account planning and time management to capture business
Core Competencies:
- WORK COLLABORATIVELY - Promote an inclusive and positive work environment that encourages collaboration and team building across all levels of the organization. Work with others to resolve obstacles that may prevent the organization from achieving its mission.
- CUSTOMER FOCUS - Demonstrate the desire and knowledge to understand customer needs. Provide personalized, professional and courteous service, accurate information, continuous communication and the ability to handle customer concerns in an appropriate manner.
- INTEGRITY - Behave ethically, act fairly and take responsibility for accomplishing work goals.
Additional Details:
We provide our sales force with everything needed for success, including world-class products, industry marketing, excellent initial and ongoing training, sales tools, laptop, cell phone and a car allowance. We reward hard work and success with a competitive salary, excellent benefits package, and retirement savings program which includes a 401(k) plan with company match and profit sharing. EEO/AA/M/F/Veteran/Disability
Skills Required
- Four-year engineering degree or equivalent industry experience
- At least 5 years proven sales to industrial accounts with working knowledge of process control fundamentals
- Experience selling Emerson Reliability Solutions products (AMS 2140, AMS Machinery Manager, AMS Machine Works, AMS Asset Monitor, AMS Wireless Vibration Monitor, AMS 6500 ATG)
- Proven history of solution selling success; ability to diagnose customer requirements and map multi-product/service solutions
- Strong presentation, consultative selling, interpersonal, communication, and account planning skills
- Ability to work closely and collaboratively with Account Managers and other Emerson business unit representatives
- Ability to manage and entertain key sales relationships and penetrate new accounts
- Develop and execute solid territory business plans and effectively cover territories on a daily basis
- Sell service portfolio including embedded vibration analysis contracts, lifecycle services, Reliability Engineering, and consultation studies
- Mechanical aptitude
- Strong work ethic and desire to succeed
- Leverage account planning and time management to capture business
What We Do
Equipment & Controls, Inc. is a successful and innovative Emerson Impact Partner that serves the process control industries. They focus on delivering successful customer outcomes for a diverse client base, including sectors such as steel, power, chemical, refining, pulp & paper, and natural gas, by providing a range of cost-effective products and services to these industries.
