Job Information
Emerson Latin America GPP Manager in CIUDAD DE MEXICO, Mexico
The Global Project Pursuit (GPP) Manager is based in Mexico City, Mexico and caters to all customers in Latin America Region for capital projects (KOB1) and brown field projects (KOB2).
The strategic role and objective for this position are to increase FCV participation of order awards with EPC project activities through the development of preferential supplier relationships and adding new value on FCV products preference. The goal is to increase the efficiency in strategic coverage of EPC project sales pursuit.
GPP Manager shall work in conjunction with the regional Flow Control Sales team, the LAM and global Autosol GPP team and FCV Business Unit Global GPP team for business development and achieve sales targets by providing Sales and Project pursuit support to our internal and external customers in LAM (EPC’S and end users)
Engage early in the project cycle with customers (internal & external) and build differentiation, drive preference and be able to spec in products & solutions pertaining to Flow Controls Business in the project specifications.
For business development the role involves significant travelling within the world area and outside as well. There will be a need to engage with EPC’s or FEED contactors or end users. To develop the regional business the role involves working in a highly collaborative matrix organization handling the local partner relationship and leveraging the partner resources.
Business size responsibility: $20-30M/year
In this Role, Your Responsibilities Will Be:
Identify, develop, and influence the preferential position of FCV product and solution with global EPCs and LAM end users investing in Capex opportunities.
Provide local strategic relationship influence and value support to EPCs, OEMs, End Users and sales channel
Achieve and exceed set targets for Projects
Acquire data on projects from public domain, magazines and prepare forecasts for upcoming KOB1 and KOB2 projects in LAM region.
Identify major projects in the region, lead project reviews with the local teams and prepare the projects for the monthly global project gate reviews.
Building up of specifications for major projects from pre-tender stage by working in conjunction with the EPC/FEED consultants and influence spec in for Flow control range of products
Monthly calls with the global project pursuit team highlighting key project activities, setting priorities and global agreement on set must win projects for different industry segment including sustainability ones.
Preparation of monthly reports, POR & SOP reports and forecasting the business with respect to the industry segment, product mix, customer credentials and buying patterns also including won/lost/forecasted data, as required.
Conduct quarterly/monthly business review meetings with higher management and other World Area offices to provide project visibility, strategic importance, priority setting and align on common goals to pursue and win the projects.
Own other World Areas for LAM Destination KOB1/2 projects, provide end user support, priority setting and all needed support to win the project.
Organizing & conducting technical presentation at key end user sites, EPC & FEED consultants on Emerson capabilities, differentiation and build preference for our solutions.
Develop contacts and relationships within the customer to ensure that we are fully aware of their needs.
Provide competitive, technical and commercial input for each proposal and ensure our bid is fit for purpose as per customer needs, drive MIB
Work closely with KOB1 execution world area in conjunction with Project Management team to ensure the pursuit strategy is followed and drive cost optimization for targeted projects.
Lead and develop the project proposal DOA by ensuring best, lean, efficient proposal meeting customer needs is put forward.
Own the DOA approval process with different layers of FCV BU higher management clearly highlight the pursuit strategy and business objectives to be met.
Effectively set short and long-term market strategy and business development plans for direct project sales
Manage effective use of CRM tool for KOB1 projects.
Manages effective regular communication with other World Areas/ GPP team on project development/updates.
Work closely with other Emerson Automation Solutions Business units /XBU / GP3 teams for MAC / multi divisional pursuits.
Establish and drives programs to leverage the installed base after completing a KOB1 pursuit.
Lead 2 years and capital spare parts pursuit for KOB1 projects.
Keep up to date with developments in products, industries, competition, and market trends.
Fulfill any other reasonable duties as requested.
Ensure compliance with Emerson ethics policy, trade compliance policy, business unit policy, safety, and quality program requirements.
Who you are:
You quickly and critically take actions in fact-changing, unexpected situations. You show a tremendous amount of initiative in tough situations and are outstanding at spotting and seizing opportunities.
You anticipate customer needs and provide services that are beyond customer expectations. You use customer insights to drive and guide the development of new offerings.
You deliver messages in a clear, compelling, and concise manner. You actively listen and check for understanding.
For This Role, You Will Need:
Engineering degree in mechanical or chemical engineering or closely related field
Minimum of 5 years working experience in Process and or relevant industry.
Minimum of 5 years working experience in Fisher Flow Controls Portfolio.
Knowledge on Midstream, Refining and Oil & Gas, Petrochemical process, and special control valve application/needs.
Passion for customer service and exceeding customer expectations.
Excellent Salesmanship skills- the ability to build customer relationships and influence decisions.
Decision Making Skills- the ability to analyze a complex situation and establish an optimum progression path.
Demonstrated Teamwork- the ability to work in a team environment.
Effective Presentation Skills- the ability to present to all levels of the organization and to customer organizations.
Strong business ethics, acumen, and capacity for accountability- the ability to continuously exhibit a high degree of integrity and conduct to achieve trust and respect from others. Ability to act consistently to meet the required standard of professional business practice.
Resourcefulness/initiative and creativity- capacity for self-development and ability to create opportunities, not to be limited by constraints, and to generate ideas from others.
Benefits At Emerson: we offer a competitive benefits package to recognize and support our employees.
Commitment with Diversity and Equal Opportunity. Emerson is committed to its core values and believes in respecting DE & I. We do not discriminate and welcome all qualified candidates to apply and become part of our family, no matter the gender identity, race, sexual orientation, disability, age, religion and/or nationality.
At Emerson we have different Employee Resource Groups that demonstrate our commitment with DE&I. Through continuous development of activities, programs, and social awareness.
Requisition ID : 24006354
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.