Field Sales Engineer – Glasgow Requisition ID: (22000886)Primary Location: United Kingdom-Scotland-GlasgowOther Locations: United Kingdom-ScotlandJob Function: SalesJob Posting Date: Feb 18, 2022, 7:07:21 AM Description The Field Sales Engineer will directly manage all Measurement Solutions business with a defined portfolio of focus accounts to achieve the agreed orders, sales and profitability targets. If you are a Field Sales professional looking for an opportunity to grow, Emerson has an exciting opportunity for you! Based in Scotland, you will be responsible for developing and maintaining the necessary relationships with key stakeholders in existing customers and new target accounts in order to effectively position each MSOL product line and value offering. In order to be successful, the holder of the position will track and understand customer needs and align Emerson’s offerings to address them, in collaboration with subject matter experts and Industry Leaders. The Field Sales Engineer will collaborate with other sales engineers across the business to maximise order volumes and pricing throughout the account. Responsibilities Responsible for the achievement of Sales, Bookings and Gross Profit targets for the full Measurement Solutions Portfolio within the agreed account portfolio; Own the bookings forecast for the portfolio of account and ensure monthly delivery of the volume commitment, as well as execute immediate recovery actions if any risk is identified; Negotiate with customers relevant business contracts within the agreed Delegation of Authority – including discount, price and volume structures; Develop a deep understanding of the customer’s business, needs and language and actively promote suitable products and solutions to address these needs; Execute, track and follow up customer growth plans for assigned accounts and document progress in CRM; Understand in full Emerson’s unique selling propositions and actively contextualise them to the customer industry needs to maximize business; Proactively document and share success cases, customer feedback and quantifiable business results in the assigned account portfolio, with the support of Product Managers and Industry Leaders; Constantly expand a network of contacts across the accounts, identifying the relevant stakeholders for positioning the different value messages across all product lines; Maximise face time with customers and use all available tools (phone, videoconference, etc.) to stay in constant communication with customer counterparts at regular intervals; Actively coordinate with colleagues and request support of Subject Matter Experts, Industry Managers and Product Managers to create a compelling and differentiating value proposition for the selected customers; Request support from the country sales management/industry sales manager to ensure no lead within the assigned accounts is unattended and properly followed up; Monitor and understand the competitive environment at each account and develop strategies to displace competition and defend Emerson’s position; Proactively communicate to the country sales management all market trends, evidence of competition strategies, and customer behavior which may affect the overall MSOL business strategies; Maintain a project opportunity list and Site plans for the assigned account in CRM; Map and understand each of the accounts’ installed base, work with the Service organisation to position Emerson installed base management offering and services; Track and map the sales cycle within the accounts and take proactive actions to reduce sales cycle times; Discuss and agree with sales management monthly actions plans and maintain account plans with short, medium- and long-term sales strategies; Contribute to the definition of bottom-up sales targets on a yearly basis based on account plans and performance of the assigned account portfolio; Understand and use available data analytics and reports to optimise account growth strategies, including whitespace analysis, pricing actions and customer segmentation; Keep track and communicate customer activities to the wider organisation through CRM; Ensure customer satisfaction while defending and positioning Emerson’s interests and objectives; Cooperate closely with operations, order management, project execution and service teams to ensure the appropriate delivery of commitments to customers, and work to maximize customer satisfaction; Observe the Business Ethics standards stipulated by Emerson; Ensure that all transactions are properly screened and recorded in accordance with the company’s Trade Compliance procedures and escalate any concerns or questions through the appropriate channels; Additional Responsibilities: Stay constantly informed and proactively request training on the entire MSOL portfolio, rapidly adopting new technologies and incorporating new product launches in the sales strategy; Understand the overall Emerson strategy and vision; Participate in customer development activities such as trade shows, fairs & conferences aiming to promote the sale of products, solutions and services of Measurement Solutions; Collaborate with other business units and Site Team Leaders in the identification and proper handover of opportunities for the entire Emerson portfolio; Inspire the sales teams and colleagues with a positive attitude and winning mindset; Develop deep application knowledge in the industries relevant to the assigned account portfolio to become a trusted advisor for customers; Maintain active social media presence in accordance with Emerson’s marketing guidelines. Requirements STEM Degree, HNC or comparable technical education; Demonstrated experience selling technologies to customers in the relevant industry; Results driven; Interest in new technology and open mind for innovation; People person, high interpersonal skills, relationship builder, networker; Comfortable with change and able to succeed in contexts of uncertainty; Ability to manage conflict and deal with complexity; Excellent persuasion skills and ability to communicate with all levels of the customer’s organization; Outstanding negotiation skills; Business acumen and understanding of commercial contracts; Excellent communication and presentation skill both in English and local language; Willingness to travel (50% to 75% of time); Clean Driving license; Application knowledge of the assigned customer’s industries highly desirable. About Emerson At Emerson, we are committed to fostering a culture where every employee is valued and respected for their unique experiences and perspectives. We believe a diverse and inclusive work environment contributes to the rich exchange of ideas and diversity of thoughts, that inspires innovation and brings the best solutions to our customers. We encourage and support several Employee-led Resources Groups that promote a diverse and inclusive workplace. Our global Women in Stem initiative gives you the opportunity to connect with local peers that share the same interest, to promote the diversity & inclusion and early STEM education and to benefit from professional development to access leadership opportunities. Our LGBTQ+A Group empowers our workforce regardless of their gender identity or sexual orientation, and supports the inclusion and professional development of all employees. This philosophy is fundamental to living our company’s values and our responsibility to leave the world in a better place.