Machine Automation Solutions Account Leader

**PURPOSE OF THE POSITION**:
If you are an open-minded team-player, ready to improve your skillset alongside our experts, then join our Emerson’s Machine Automation Solutions business team Based in Santiago, CHILE. You will work as the MAS Account Leader for Southern Cone of LATAM. You will lead, help and mentor the sales organization in the Southern Cone region to deliver the business objectives.

Our goal is to be trusted advisors to our clients by delivering tangible value through the use of modern software solutions and industrial control systems. We build lasting partnerships through deep collaboration as we work to solve business challenges together.

Emerson’s Machine Automation Solutions business is an award-winning manufacturer of PLC control systems, Industrial Computers, HMI/SCADA software, Analytic solutions and IIoT technology.

Over the last 25 years, our exciting software offering has been based on the latest product technology know-how, customer service, quality and professionalism. Today, the Movicon.NExTTM software platform stands alone as a modern IoT, HMI, SCADA, Analytics and Augmented Reality offering using the latest development and communication standards. Our is mission to offer nothing but the best in advanced industrial software technology.

You’ll keep abreast of rapidly emerging Industry 4.0 and other technologies, and you’ll act as an adviser and partner to customers as you help them implement these new technologies to change their business models.

**MAIN LOCAL RESPONSIBILITIES**:

- Accountable for Machine Automation Solutions orders, including forecasting and reporting
- Achieve growth sales targets for the region of Southern Cone
- LATAM
- Manage the entire MAS portfolio pipeline creation, management, and analysis
- Support Distribution partner ecosystem to grow MAS sales
- Collaborate with your peers and Emerson Impact Partners to drive customer benefit
- Identify key target accounts
- Drive critical business unit initiatives to capture market share
- Early-stage business development and vendor pre-qualification as may be required
- Matrix leadership of the sales team. Help them to find and win new customers.
- Strategic planning and leadership of tactical execution
- Participate in defining regional campaigns, initiatives and necessary KPI’s
- Assisting the marketing team with campaign and activity planning as well as execution
- Adopting and leading the implementation of Solution Selling
- Deal negotiation & closing
- Account planning and management
- Interacting with marketing & product managers to provide feedback on market, or customer, needs, and dynamics
- Participate in all mandatory training provided by the company, such as those related to Trade Compliance and all training related to compliance with legal regulations and / or Corporate Policies, and may also be the mentor/guide of these issues if it is required.

**REQUIREMENTS**:

- A minimum of 5 years of experience in industrial automation solutions sales.
- Strong sales and business development skills
- Ability to work independently, as well as in a collaborative environment.
- Experience in selling Manufacturing and Supply Chain solutions to customer executives
- Willingness and ability to travel up to 50%
- Competitive awareness and working knowledge are required in modern discrete and hybrid automation technology products, such as:

- Programmable Logic Controllers (PLC’s)
- Variable Speed Drives (VSD’s)
- Servo Motion,
- Safety Systems (Emergency Shutdown and Fire & Gas),
- Operator Interfaces
- Industrial Computers
- HMI / SCADA software
- Management Information System (MIS) software
- Communication drivers and connectivity solutions
- Industrial IIoT and Digital Transformation
- Growing in large PLC & SCADA automation project services is a key focus. The MAS Account Leader Southern Cone is expected to guide their matrix team to grow the projects business. The following leadership working knowledge is essential:

- Good understanding of industrial/manufacturing industry value chains
- Solution selling methodology (pain, solution, differentiation, competition, strength of sale).
- Supplier prequalification
- Scope of work definition
- Project terms & conditions of contract
- Identification & planning of billing milestones
- Negotiation and deal closing skills
- English intermediate or advanced is required
- Knowledge in quality management systems

**COMPETENCIES**
Drives Results, Action Oriented, Organizational Savvy, Builds Effective Teams, Customer Focus, Communicates Effectively, Collaborates, Manages Ambiguity, Plans and Aligns, Self Development, Persuades, Instills Trust.