Summary:
This position will be responsible for driving profitable growth in the Industrial segment’s Power Solutions offering which includes: Low and Medium Voltage Variable Frequency Stand-Alone and Integrated Variable Frequency Drives, Power Quality, and Energy Management . The Automation Technical Specialist will be the technical liaison between product manufacturers and the distributor, provide marketing and commercial leadership for sales growth, be responsible for supporting the Commercial plan for these businesses and take a lead role in developing a competency plan to ensure that support functions (inside/outside sales) are adequately prepared to maximize share gain for these businesses in their authorized territories. Additionally, the expectation of the Automation Technical Specialist is to commercially support the Services business as part of its day-to-day activities
Description of the Automation Technical Specialist Position:
This position will be responsible for ensuring that the following activities occur for the Power Solutions business within the authorized territory:
· Ensure a consistent level of support for customers within the authorized territory
· Be a single point of contact for each business unit
· Document and execute a competency plan for the authorized territory
· Lead commercial activities around driving conversions and migrations at key accounts
· Identify and pursue competitive target accounts for each planning segment
· Maintain a funnel that is adequate for planning segments within the Power Solutions planning segment to meet growth goals
· Focus on revenue performance for the Power Solutions business to meet annual plan goals
· Create, own, and execute a business plan for each planning segment
Technical Specialist Competencies:
1) Technical Competency
· Effectively and accurately handles most technical questions and objections for assigned products
· Understands the complementary product lines with the Power Solutions business
· Demonstrates the ability to describe the fundamentals of motor control, logic and power products, Variable Frequency Drive, Energy Management, and Power Quality products
· Assists customer in understanding of common applications including certifications and safety directives
· Understands trends with developing standards surrounding safety and certification regulations
· Basic understanding of networks – able to articulate the value of EtherNet versus other field device networks
· Communicate commercial and technical product issues to our supplier domain experts and business units
· Develop competency programs for Distributor sales, specialists, and self
2) Marketing Competency
• Act as the point person for the Power Solutions business strategy for the authorized territory they support
• Support the development and implementation of the distributor business plan for the Power Solutions business
• Analyze and document market conditions, competitive offerings and identify opportunities for growth in the Authorized territory they support
• Be able to articulate the value proposition of the products supported both commercially and technically
• Administer and implement marketing, promotion programs, and product launches for Power Solutions offerings
3) Sales Leadership Competency
· Effectively collaborate with and gain trust of Account Managers
· Exceed growth targets in business revenue and management objectives
· Ensure sufficient funnel in the Power Solutions business to achieve revenue plan
· Coordinate sales teaming efforts required to identify and close account conversions and project sales opportunities
· Accurately document value added benefits that are provided by the solutions offered
Minimum Qualifications and Requirements:
· Bachelor degree in engineering or Technology diploma in related technical field, or equivalent experience is required
· Demonstrated knowledge & understanding of technologies described above
· Ability to learn design practices surrounding certifications, system coordination and system safety
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