Business Manager, Severe Services

Company Description:

For over 80 years, Puffer-Sweiven has set the standard for process control, automation, safety, and reliability equipment and service. We help process-intensive facilities run more efficiently and safely by delivering quality products, technical support, and knowledgeable staff, all with the goal of exceeding customer expectations.

As an Emerson Impact Partner, we offer a broad base of superior solutions including the top product lines for a given application. Our specialties at Puffer-Sweiven include:

• Pressure Management
• Isolation Valves & Actuation
• Control Valves & Regulators
• Process Control & Safety Systems
• Oil & Gas Automation– fiscal custody metering, controls, and SCADA
• Reliability Solutions & Services
• Specialty Pumps & Rotating Equipment
• Instrumentation
• Maintenance & Repair Services

Duties and Responsibilities

• Establishes and maintains professional business relationships with customers in selected accounts who influence the selection of technology, products and services.
• Maintains a high degree of product and application knowledge.
• Maintains a high degree of industry knowledge and awareness, including; trends, technology advancement, significant accomplishments by others in the business, state of the competition, significant events related to our business and the customers’ businesses.
• Together with the Final Control Valve Business Unit Leader, maintains and nurtures the relationships with the Emerson Flow Controls Engineered Products Business Unit and Severe Service Applications groups.
• Effectively interfaces with other principals who have products and/or solutions for Severe Service applications.
• Reviews and assesses customer specifications, written and verbal, for the purpose of developing and proposing Puffer-Sweiven products and service deliverables.
• Acts as a consultant to customers to influence the decision to purchase Puffer-Sweiven product and service deliverables.
• Acts as a consultant to others in the Puffer-Sweiven organization that are assigned responsibility for sales and service to accounts.
• Performs Market Analysis for the Severe Service offerings considering product, industries, and competitors in Company’s territory.
• Develops and maintains up-to-date Engineered Product installed base reports to ensure existing and new engineered product opportunities are being captured.
• Records on business successes including quantified business results, significant value-add offerings by Puffer Sweiven, significant projects and accomplishments related to meeting customers’ objectives.
• Ensures the proper application and implementation of Company product and service deliverables.
• Develops and participates in presentations, trainings, product demonstrations.
• Participates in the Account Planning process and Emerson’s reviews.
• Works with the Sales Teams as required to assist in the development and implementation of the Account Plans.

QUALIFICATIONS

Education/Knowledge

• Bachelor's degree required; engineering or associated technical degree preferred.
• Strong industry, business, and technical product knowledge.

Experience/Skills

• 7 – 10 years of direct technical sales or solutions experience; 5-7 years of successfully selling within our industry or related.

COMPETENCIES

• Excellent analytical and creative problem-solving skills.
• Strong, effective written and excellent oral communication skills, including solid presentation skills.
• Excellent demonstrated ability to interface with and influence technical decision-makers.
• Excellent prospecting/opportunity skills. Strong Innovative in selling and servicing techniques.
• Strong technical ability to evaluate the potential of integrated solutions; Strategic Thinker - Cognizant of how suggested solutions may affect Account strategy.
• Strong customer service skills, including developing rapport and trust with customers while creating solution dependency.
• Strong interpersonal skills, specifically including engaged listening and acknowledging skills, as well as questioning and discovery skills.
• Team player; good conflict management/ consensus building skills.
• Strong drive and initiative. Highly Motivated. Displays Win/Win Negotiating skills.
• Strong information management skills, including personal computer skills.
• Strong Business Acumen; clearly understands customer drivers while being able to posture company’s complementary initiative.
• Strong ability to manage customer expectations relative to deliverables and timeframes.
• Exhibits strong self-management skills, including a high degree of professionalism and dependability.