Business Development Manager

As a Business Development Manager at Emerson, you're tasked with leading sales for the Isolation Valve portfolio, which encompasses TOV, C-Ball, Knifegate, butterfly, and ball valves across North America. Your responsibilities include achieving budget targets, conducting sales training, and strategizing product plans with regional sales managers. You'll engage directly with customers and channel partners, drive application expertise, and provide the necessary product support to ensure customer satisfaction.

To be considered for the Business Development Manager role at Emerson, you'd need a bachelor's degree in Engineering and a minimum of 3 years in a Business Development role or at least 5 years selling technical valve products into process industries. Strong presentation skills, a customer-focused approach, and the ability to develop strategic account plans are crucial. Additionally, the ability to travel 60% to 70% for client engagements is essential.

Successful candidates for the Business Development Manager position at Emerson will possess persistence, a strategic mindset, and thorough knowledge of the Isolation Valve portfolio. Your ability to influence and introduce new products to customers can be a game-changer in gaining competitive advantages. Establishing collaborative relationships internally and externally is also vital for enduring success.

At Emerson, we recognize the importance of compensating our team fairly. For the Business Development Manager role, the salary range is between $119,000 and $191,500, depending on the candidate's skills, talent, and overall experience in the field. Regular merit reviews enable us to reward performance directly related to success.

Emerson's work culture is all about empowerment, respect, and collaboration. As a Business Development Manager, you will thrive in an environment that values innovation and diverse perspectives. We are committed to your career development and well-being, offering various support structures to help you make an impact while maintaining a balanced work-life dynamic.

In developing territory-specific sales strategies, I first analyze market trends, customer needs, and competitors. I focus on building relationships with key accounts and gaining insights that inform my approach. By utilizing data and feedback from sales calls, I create tailored plans that address the unique characteristics of the territory, ensuring alignment with Emerson's sales goals.

Handling objections requires active listening and empathy. I aim to understand the customer's concerns fully, validating their feelings while providing clear, factual responses. I demonstrate how our Isolation Valve portfolio meets their unique needs and offer case studies or testimonials to build credibility. This way, I proactively address objections and guide the customer toward a positive decision.

One notable sales experience involved identifying a significant opportunity with a process industry client. By engaging in a consultative approach, I uncovered their needs and highlighted how our valve solutions could solve their challenges effectively. This not only led to a substantial contract but also established a long-lasting partnership based on trust and satisfaction.

Maintaining relationships with existing clients involves regular communication and follow-ups. I schedule check-ins to ensure their needs are met, solicit feedback, and celebrate successes together. Additionally, I provide value by sharing industry insights and product updates that may benefit their operations, reinforcing the partnership.

Prioritizing tasks in a large territory requires effective planning and organization. I categorize tasks by urgency and impact, utilizing a CRM for tracking interactions and follow-ups. This allows me to focus on high-value clients while ensuring no potential opportunity is overlooked. I also review my pipeline regularly to adjust priorities based on emerging trends or changes in the market landscape.

Collaboration and teamwork are fundamental in achieving sales targets. By working closely with inside sales and application engineers, I ensure that customer needs are met promptly and effectively. Team collaboration allows us to share insights, align strategies, and leverage each other's strengths, resulting in improved customer satisfaction and increased sales performance.

Staying updated on industry trends and product knowledge is crucial for success in sales. I regularly read industry publications, attend webinars, and participate in relevant industry events. Networking with peers and engaging in continuous learning through training sessions at Emerson also play a pivotal role in keeping my expertise sharp and relevant.

Recently, I encountered a situation where a customer experienced technical difficulties with one of our valves. I carefully listened to their concerns and requested detailed information. Collaborating with application engineers, I conducted a troubleshooting process that allowed us to identify the root cause and provide immediate solutions. This experience not only resolved the issue promptly but also strengthened the client's trust in our support.

Measuring success in a Business Development role involves evaluating both quantitative and qualitative metrics. I track sales growth, client acquisition costs, and customer retention rates, alongside assessing the strength of my relationships with clients. Regular feedback from internal stakeholders and self-reflection also play a role in gauging my effectiveness and areas for improvement.

My long-term career goals as a Business Development Manager include advancing into higher-level strategic roles within Emerson, where I can influence business direction and drive large-scale initiatives. Additionally, I aim to mentor others in the field, sharing my knowledge and experiences to foster the growth of our team while continuing to build valuable partnerships within the industry.