bPosition Summary:
This position will be responsible for driving profitable growth in the Industrial segment’s Process solutions offering which includes the following technologies: DCS, Plant PAx, Rockwell Automation’s Logix family of controllers, SCADA, Factory Talk Batch Software, Process Instrumentation, EtherNet IP and Process Control Networks. The Process Solutions 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 Process Solutions Technical Specialist is to commercially support the Services business as part of its day-to-day activities.
Description of the Process Solutions Technical Specialist Position:
This position will be responsible for ensuring that the following activities occur for the Process 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 the associated planning segments
· Maintain a funnel that is adequate for planning segments within the Process Solutions planning segments to meet growth goals
· Focus on revenue performance for the Process 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 Process Solutions business
· Demonstrates a working knowledge of the fundamentals of DCS, SCADA software and systems, process instrumentation, industrial networking, and general automation products
· Demonstrates a working knowledge of process control manufacturing systems, applications, and operations
· Understands trends with developing standards and regulations associated with the process industry
· Functional 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 Process Solutions business strategy for the authorized territory supported
• Support the development and implementation of the distributor business plan for the Process Solutions business
• Analyze and document market conditions, competitive offerings and identify opportunities for growth in the Authorized territory supported
• Be able to articulate the value proposition of the products and services supported both commercially and technically
• Administer and implement marketing, promotion programs, and product launches for Process 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 Process Solutions business space 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 offered solutions
Minimum Qualifications and Requirements:
· Bachelor degree in engineering or Technology diploma in related technical field, or equivalent experience is required
· Demonstrated knowledge & understanding of all Process Solutions described above
· Strong interpersonal communications, analytical and problem solving, organizational and written/verbal communication skills required
· Ability to influence and guide team members when required
- Ability to gain trust and influence customers towards desired outcomes
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