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Software & Service Sales for Industrial Manufacturing

Richmond, VA

General Description

The Process Systems and Digital Solutions Consultant (“Solutions Consultant”) shall develop and maintain business relationships with decision makers and purchasing influencers relative to the control system and operational software in specific assigned accounts. The Solutions Consultant must understand the customers’ business, identify customers’ needs, recognize business drivers and desired outcomes, be aware of the customers’ organizational dynamics, and develop pursuit strategies in order to profitably grow a portfolio of products & services designed to help increase the productivity and profitability plants. The Solutions Consultant must be technically sound and able to articulate our solution capabilities, differentiating our solutions from our competitors.

Specific Responsibilities

  • Maintain a thorough knowledge and understanding of all Emerson Products and Services included in the assigned Process Systems and Digital Solutions Business Units, with emphasis on the DeltaV Process Automation System and Plantweb Optics Analytics/Data Lakes Solutions.
  • Develop forecasts and execute sales plans to achieve company, team and individual goals.
  • Establish relationships with key stakeholders at each site to uncover business objectives.
  • Utilize a solid understanding of the customers’ needs to plan, organize, coordinate and execute strategies for profitable market growth while assisting customers in realizing desired business outcomes.
  • Lead and write proposals with support of internal resources for consulting engagements, proof of concepts, project executions, training, maintenance and support agreements, upgrades, etc.
  • Provide regular status reports to Sales and Service Management regarding progress on account objectives and other metrics established for assigned accounts.
  • Maintain accurate account records.
  • Performs related duties as required.
  • Meet with customers at sites across Virginia (primary geography); expect less than 20% travel to North Carolina.

Required Competencies

  • Strategic thinker with solid technical aptitude and skills
  • Strong prospecting/opportunity development for both software and services
  • Demonstrated ability to interface with and influence senior level executives
  • Excellent intrapersonal, verbal, and written communication skills
  • Self-directed, self-motivated, and detail oriented
  • Results driven
  • Customer focused
  • Works well in both Team and Individual settings

Required Education & Experience

  • BS/BA degree required in engineering or a discipline that supports a technical knowledge of the business
  • Detailed knowledge of sales processes, as applied at a management level with a history of success
  • Strong knowledge of the specific business and industry of the Company
  • 3+ Years of direct technical selling experience within industrial manufacturing or related markets

Physical Requirements

Standing Walking Sitting
Kneeling Reaching Overhead Climbing
Pushing and Pulling Lifting - 20 Pounds Using a Computer
Using a Telephone Driving  

About R.E. Mason

R.E. Mason provides industry leading process equipment, software, and services to improve automation, process control, safety, and reliability. We possess decades of experience serving customers in Life Science, Energy, Chemical, Consumer Goods, Metals & Mining, and Pulp & Paper markets.  Along with complementary solutions, R.E. Mason is the Emerson Impact Partner across North Carolina, South Carolina, and Virginia. Emerson is the global leader of process systems and reliability solutions.
As an employee-owned company (“ESOP”), we believe that our Associates are the foundation of both our customers’ and R.E. Mason’s success.  Our strong company culture, and belief in continued investment in our Associates, has helped us realize long Associate tenures, as well as long lasting relationships with our customers.