Process Solutions Commercial Manager Milano

Process Solutions Commercial Manager
Milano
Lombardia, Milano

Job Description

Position Summary

The Process Solutions Commercial Manager will be a domain expert in Process to drive the Global / EMEA strategies and initiatives for the Process Industry customer through Solutions and Services.

The Commercial Manager will work closely with the LCS Business Managers, Sales, Process Program Manager, Portfolio Management and other key stakeholders to ensure the development, implementation and ongoing support of Sales strategies that support the Annual Operating Plan for Process Solutions and Services.

The Commercial Manager will be responsible for sales enablement, driving the funnel, actively participating in Win Strategy Calls as well as Go/No Go decisions for Process Solutions opportunities.

Key Performance Indicators

- Meet or exceed Funnel and Orders targets in line with AOP

Meet or exceed services and contract attachment driving net new Annual Recurring Revenue

- Build and manage Domain Expertise

- Achieve Customer Satisfaction as defined by Business Unit

Key Responsibilities

**DO

Lead the Process Solutions and Services initiative in EMEA and each Sub-region.

Collaborate with Sales, Business Managers and other Key Stakeholders to develop and implement sales strategies & focus to meet and exceed annual operation plans (AOP) goals for Orders & Revenue.

Key Stakeholders include Regional Sales Leadership, Services Delivery/Operations, Marketing/Sales Operations and Channels Leadership.

Collaborate with Business Managers, Service Delivery, Proposals and Operations to support Operating Earnings by ensuring Standard Margin expectations are met in line with AOP and optimize a great customer experience in line with business strategies.

Collaborate with Sales / Business Managers to identify, develop, qualify and close opportunities, with a primary focus on new strategic accounts (including using Dynamics and preparing dashboards for funnel management).

Provide business development support (presentations, demonstrations, etc) and provide sales tools / materials / coaching / training to enable Sales to lead sales discussions / value messaging with Customers.

Lead commercial input on all major proposals and win strategies / bidding processes (including pricing strategies, risk identification / mitigation, etc).

Responsible for driving Full Lifecycle approach to Process Solutions customers and opportunities.

Communicates and collaborates with Sales, Business Manager and Marketing teams to analyze competition, recommend new offerings, promotions, or suggest refinements for success.

Influence and lead the Commercial organization including strategic organizational planning, building / hiring key domain expertise, development of key talent, coaching & development.

Continuously provide market intelligence on PAM, market share, product positioning, commercial positioning, and competitor information.

**OVERSEE

Oversee the implementation of the Sub-region initiatives, strategy and planning in line with EMEA targets.

Collaborate with each Sub-region on commercial support to ensure overall efficiency / excellence.

Work as a member of the EMEA LCS Commercial team and participate in cross regional projects / best practices sharing as necessary.

**OTHERS

Ensure compliance to Ethics, Standards of Business Conduct, Safety, other RA policies and the relevant government regulations in the geography.

Any other duties as assigned by immediate Manager.

**KEY COMPETENCIES REQUIREMENTS

Job Related Competencies

High level of expertise and knowledge in Product Marketing and Solution Selling Skills (Strategic Planning & Lifecycle Management) and Value Based Selling Skills, Disciplined Selling Process, Customer Solution Centric Selling Skills Domain expertise in Process Industry.

Intermediate level of expertise in managing P&L and general accounting principles.

Basic understanding of all RA products.

Extensive knowledge in EMEA market and automation industry General management, leadership skills and performance driven Leading change & culture transformation (e. g.

D&I) and managing change Highly collaborative, proficient to manage matrix reporting teams and multiple stakeholders

**EDUCATION QUALIFICATIONS / WORK EXPERIENCE

Bachelors Degree in Business, Engineering or equivalent.

10+ years of sales, business management or marketing experience preferably in automation industry.

**_

The above statements are intended to describe the general nature and level of work being performed by people assigned to the job.

They are not intended to be an all-encompassing list of all responsibilities, duties and skills required of personnel so classified.

Reasonable accommodations to essential functions of the job will be made if necessary. _