Must have experience in rotating equipment control/automation systems and have done sales
POSITION TITLE: Project Development Manager (PDM) - Controls
TOTAL STAFF SUPERVISED: 0
DIRECT REPORTS: None
REPORTS TO: Aftermarket Sales Director – Controls, and Regional Sales Mgmt
BASIC FUNCTION:
The Project Development Manager (PDM) leads client opportunity capture during all business pursuit phases by creating, and cultivating strong relationships and credibility with influential customer contacts and decision-makers. The PDM acts as the Controls champion within the xxx Regional Client Facing Team, leading all phases of account development and bookings capture for the Controls SBU, in cooperation with the appropriate Account Managers. Manages client relationship development for Controls, including presenting the value proposition, creation and evolution of the technical and commercial solution, and negotiation of contractual terms. Engages Legal/Contract Administration, Finance/Credit, Business Solutions, Controls Systems, Product Services business unit managers, and company management as necessary. Leads the Proposal Development Team in the preparation of the technical and commercial proposal, including price recommendations, competitive situation assessment and sales strategy based on market information, preparation and delivery of the value proposition, and completion of the risk assessment and project cash flow analysis per guidelines. Prepares periodic business activity and accurate forecast reports by continuously updating CRM Opportunity information, and delivers technical and commercial presentations for management and clients. Acts in a professional manner consistent with xxx company culture, procedures, and policies , and meets the xxx sales, bookings, and earnings objectives while representing the client to xxx and ensuring they are treated fairly and equitably. Establishes and maintains a “preferred provider and consultative” relationship with the key client decision-makers and influences.
Reporting:
Reports directly to the Global Sales Director – Controls, but also takes direction from Regional Sales Leadership. .
DUTIES AND RESPONSIBILITIES:
Develop business opportunities that result in orders required to meet the annual operating plan (AOP).
Lead pursuit of specific opportunities & Key Accounts as assigned
Provide forecasts and other business reports as required through continuous and accurate updates and maintenance of CRM Opportunities.
Responsible for understanding of customer technical and commercial requirements, develop client preferred solutions and scope, communicate the requirements thoroughly, promptly, and accurately to the Proposal Development Team while ensuring the offering meets the technical, risk, and commercial capabilities and requirements of xxx Controls.
Understand and communicate clearly and accurately, customer drivers for decision making, including specific causes for wins and losses on individual opportunity pursuits and proposals.
Identify project, technical and commercial risks and drive risk mitigation plans to ensure successful project and bookings outcome.
Make product presentations, support Tour 100’s, tradeshows and other business development activity as required.
Continuously drive growth in size and quality of Aftermarket Opportunities Funnel by leveraging regional xxx and competitor’s installed base.
Create and follow-up pro-actively on opportunity leads and drive to successful outcomes, including obtaining preferred and approved solution vendor status in key customer specifications and procurement documents.
Educate Account Managers and ESOL PDMs on control systems and coordinate with the Account Managers in developing preferred supplier relationships, and lead in identifying client needs for control systems.
Report market and competitive information on a regular basis. Maintain a personal development plan to improve technical and commercial skills.
Complete all company training as directed and maintain integrity in all business activity.
Works\ safely at all times.
Traits:
Strong oral and written communication and professional presentation skills.
Pro-active, self-starter, with excellent inter-personal and relationship building skills within the organization and with clients and external partners.
Professional and confident presence in front of clients with the ability to work at all levels within xxx and client organizations
Ability to analyze rotating equipment, process flow and P&ID drawings, and control system requirements, and translate those into customer preferred technical/commercial solutions.
Ability to understand and articulate client needs and xxx solutions.
Ability to develop and communicate a value proposition.
Bilingual skills, depending upon location served.
Qualifications:
Bachelor's degree in Engineering, Computer Science, or equivalent and relevant Technical or Business degree with a minimum of 5-7 -years technical sales or service,, customer facing, or engineering experience.
Experience in oil and gas markets with rotating equipment control or automation systems.
Direct customer facing experience.
Experience managing and negotiating contracts.
Fifty percent (50%) travel depending on location and territory.
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