Description
Novaspect, Inc., an Emerson Impact Partner, the global leader of automation systems and solutions, is currently offering an opportunity for an Account Manager to join our team. The Account Manager is responsible for managing complex customer relationships, driving long-term strategic initiatives, and delivering engineered solutions across multiple business units. This role requires a high level of autonomy, cross-functional collaboration, and consistent achievement of sales goals.
We are looking for a growth-minded, self-driven sales professional who thrives on identifying and winning large, complex project opportunities in competitive environments. The ideal candidate has a proven track record of displacing incumbent competitors through strategic, long-cycle selling, lifecycle studies, and modernization roadmaps. This person must be energized by pursuing new business opportunities, converting competitive installed bases, and building pipeline from the ground up.
The expectation for this role is that this person will be able to articulate the entire Systems and Solutions portfolio from core control systems to higher level applications around Portfolio offerings, such as Cybersecurity, Simulation, Alarm Management and Advanced Process Control as well as Digital Transformation, including Data Management, Workflow and Analytics solutions. This position will require someone who is capable of growing existing committed customer accounts as well as developing new potential accounts.
Account Manager, System Solutions Essential Duties and Responsibilities:
Territory Planning & Execution:
- Plan and schedule with a strategic view of yearly initiatives
- Focus on high value wins with a higher ratio of loyal customers
Customer Engagement:
- Understand both short- and long-term customer goals, including CapEx and OpEx spending habits
- Present business alignment reviews to top 1–5 customers and key stakeholders
- Move assigned customers toward trusted advisor status
Sales Development:
- Identify leads early (e.g., one year in advance) across multiple business units
- Leverage Emerson and Impact Partner offerings and resources
- Target and design engineered solutions for white space opportunities
Selling & Discovery:
- Comprehend and demonstrate new products and services to showcase value and drive adoption
- Conduct efficient discovery processes tailored to different customer personas
- Document the buying organization to identify key decision-makers and approval limits while also streamlining the sales process
Sales Process Management:
- Accurately qualify opportunities and forecast with no past due opportunities
- Integrate qualified opportunities into relevant sales programs and initiatives to maximize alignment and impact
- Present and create content for technical trade shows
- Document Value Create (Revenue Enhancement, Cost Reduction and Cost Avoidance) with clients to drive Account Penetration and Price Protection
Customer Relationships:
- Engage with site/plant managers, engineers, corporate buyers, budget planners, and contract specialists
- Deliver solutions across multiple business units’ portfolios
- Navigate customer terms and conditions working with Novaspect Legal and Financial teams
Technology & Tools:
- Use CRM for full opportunity lifecycle management
- Build and manage pricing lists for portal invoicing
- Deliver advanced product training to customers
- Demonstrate basic understanding of tools like Adaptive or Power BI
Requirements
Account Manager, System Solutions Education and/or Experience:
- Bachelor’s degree or Associate’s degree in a technical field
- 10–15 years of technical or industrial experience, preferably with manufacturing exposure or operations management
- 4–6 years of proven success in meeting and exceeding sales targets
- Preferred experience in process control and automation systems (e.g., DeltaV)
- Demonstrated results calling on middle level and upper-level managers in process industries and/or manufacturing organizations
Account Manager, System Solutions Additional Requirements:
- Demonstrated knowledge through presentations and peer training
- General understanding of selling, pricing, and proactive contract management
- Preferred participation in value creation activities (e.g., white papers, case studies)
- Active participation and presenting in industry associations
- Salesforce CRM experience desirable
- Travel required for customer engagement
Account Manager, System Solutions Physical Requirements
- Ability to work extended hours on a computer
- Ability to work in a loud industrial environment
Account Manager, System Solutions Pay:
- Base Salary Range: $110,000 - 130,000
- Potential Bonus: 20%
- Eligible for Vehicle Reimbursement Program
The final offer will be based on several factors, including, but not limited to the candidate's depth of experience, skill set, qualifications, and internal pay equity. Hiring at the top end of the range would not be typical, to allow for future meaningful salary growth in the position.
Account Manager, System Solutions Benefits:
Recognized with a Top Employee Benefit Plan Award in 2020, below you will find our outstanding total rewards package when you join our team including:
- Generous paid time off; starting at 15 vacation days, 10 holidays, and 10 days of Paid Sick & Safety Time (PSST)
- 401K with 6% company match
- Employee Stock Ownership Plan (ESOP)
- Excellent health & wellness benefits
- Student debt & tuition reimbursement
- Referral bonus
Who We Are:
Novaspect, Inc., is an employee-owned company that engineers, sells, and services industrial process controls. Our Core Purpose is to improve our customer’s performance through the innovative application of technology. We are passionate about creating effective processes and building customer relationships. We position ourselves to attract the best talent, and ensure we are delivering local services with proven technologies.
