Careers At Novaspect
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Sales Representative, Process Systems and Solutions

Department: SLMNSYS - MN PSG-Systems Sales
Location: Chanhassen, MN

Novaspect, a leading provider of improved industrial process performance and reliability, is offering an opportunity for a Sales Representative. This position will be based out of our Chanhassen, MN location and cover the Central and Southern regions of Minnesota. Novaspect is an Emerson Automation Solutions local business partner with a 78 year history of developing process automation solutions for major industrial manufacturers in the upper Midwest. The Sales Representative, Process Systems Solutions, must be a profit improver, a partner whose expertise and experience in the customer’s business can help the customer increase the amount, speed, and certainty of the profits they contribute to their business. The effective Sales Representative will understand the customer's business, understand Novaspect's offerings and how they can be applied for profit improvement, and finally communicate the value to the customer.

The scope of solutions will be primarily those of Emerson Automation Solution's Process Systems and Solutions Division (DeltaV Control System and Services), supplemented with other Novaspect products and control system services and/or those of 3rd Parties as required to meet or exceed the customer's needs and profit targets.

Essential Duties and Responsibilities:

Understanding the Customer

  • Work as Trusted Advisor to manage the lifecycle of the installed platforms while leveraging all available tools and resources to positively impact overall site performance and sustainability at captive PSS accounts
  • Maintain a high degree of industry knowledge and awareness, including trends, technology advancements, and significant events related to our business and the customer's businesses
  • Understand the state of the competition and significant accomplishments by others in the business
  • Identify, establish, and maintain business relationships with management level final decision makers
  • Establish and maintain a professional business relationship with managers who influence the selection of our solutions
  • Maintain a thorough understanding of the customer's business, including their products and processes, markets served, key customers, industry dynamics that impact the customer's business and events that influence the customer's profits
  • Identify the customer's Critical Success Factors (CSF), Key Performance Indicators (KPI), and key initiatives in order to support development of account plans, sales strategies, and project justifications

Understand the Solution

  • Identify recurring problems and complete thorough diagnosis to understand requirements and potential solutions
  • Select those problems which can be addressed using Novaspect's and Emerson’s products and services
  • Act as a scope architect to define potential solutions
  • Develop the business value messages offered by the solution alternatives
  • Quantify the PlantWeb value in terms of customers KPI's and build business justification for the investment
  • Act as a consultant to assist in the customer’s selection of the best alternative which should optimize the profit for both the customer and for Novaspect

Communicate and Sell the Solution

  • Lead the identification and qualification of selected opportunities
  • Develop, implement, and maintain an account strategy that maximizes the profit generation for Novaspect, including crafting a value proposition for continuous improvement that sustains the business relationship
  • Communicate, in business terms, how Novaspect solutions address a customer’s “pain”
  • Close the business by gaining acceptance that Novaspect is the best choice to provide the selected solution
  • Responsible for providing solutions of uncompromising quality to the customer; Has the authority to stop those processes at any time that are believed to be compromising quality
  • Work with strategic account teams to develop and execute strategies to improve customer business results through the implementation of Emerson's Control System offerings along with Novaspect and Emerson automation products and services

Education and/or Experience:

  • Bachelors' degree in a Scientific/Technical discipline with Engineering preferred.
  • Some experience working in a manufacturing environment or managing a manufacturing operation is desirable
  • 5 years of process control/automation experience preferred
  • Demonstrated results calling on middle level and upper level managers in process industries and/or manufacturing organizations

Additional Requirements:

  • Demonstrated successful selling skills required
  • Understanding of Solution Selling concepts and experience will Solution sales preferred
  • Able to cope with the long sales cycle associated with solution/system sales
  • Experience with Process Control Systems and basic knowledge of the Emerson  Automation Solutions offering
  • Develop actionable, team-oriented sales strategies
  • Manage across multiple divisions, companies, and organizations using influence management skills
  • Challenge assumptions while driving consensus
  • Basic financial analysis capabilities
  • General appreciation of Process Control Systems market, major players, competing products and current technology trends
  • Excellent presentation, verbal and written skills to effectively communicate
  • Proficient with Microsoft Office (Word, Excel, PowerPoint)
  • Willingness to work the hours needed to meet customer requirements
  • Willingness to travel to customer sites throughout Novaspect's territory, Novaspect branch offices, and other representative and factory sites as required

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