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Latin America GPP Manager

hace 2 meses

Xico, México Emerson A tiempo completo
Job Summary

The Global Project Pursuit (GPP) Manager is a strategic role responsible for increasing the participation of order awards with Engineering, Procurement, and Construction (EPC) project activities in the Latin America Region. The successful candidate will develop preferential supplier relationships and add value to Flow Control products, ultimately increasing the efficiency in strategic coverage of EPC project sales pursuit.

Key Responsibilities
  • Work in conjunction with the regional Flow Control Sales team, the Latin America and global Autosol GPP team, and the FCV Business Unit Global GPP team to achieve sales targets by providing Sales and Project pursuit support to internal and external customers in Latin America.
  • Engage early in the project cycle with customers and build differentiation, drive preference, and specify products and solutions pertaining to Flow Controls Business in project specifications.
  • Develop and maintain strategic relationships with EPCs, Original Equipment Manufacturers (OEMs), End Users, and sales channels to drive business growth.
  • Acquire data on projects from public sources, prepare forecasts for upcoming KOB1 and KOB2 projects in the Latin America region, and identify major projects in the region.
  • Lead project reviews with local teams, prepare projects for monthly global project gate reviews, and build specifications for major projects from pre-tender stage.
  • Conduct monthly calls with the global project pursuit team to highlight key project activities, set priorities, and agree on must-win projects for different industry segments, including sustainability ones.
  • Prepare monthly reports, POR, and SOP reports, and forecast business with respect to industry segment, product mix, customer credentials, and buying patterns.
  • Conduct quarterly and monthly business review meetings with higher management and other World Area offices to provide project visibility, strategic importance, priority setting, and align on common goals to pursue and win projects.
  • Own other World Areas for Latin America Destination KOB1/2 projects, provide end-user support, priority setting, and all needed support to win projects.
  • Organize and conduct technical presentations at key end-user sites, EPCs, and FEED consultants on Emerson capabilities, differentiation, and build preference for our solutions.
  • Develop contacts and relationships within customers to ensure awareness of their needs.
  • Provide competitive, technical, and commercial input for each proposal and ensure our bid is fit for purpose as per customer needs.
  • Work closely with KOB1 execution World Area in conjunction with the Project Management team to ensure the pursuit strategy is followed and drive cost optimization for targeted projects.
  • Lead and develop the project proposal Data of Authority (DOA) by ensuring best, lean, efficient proposals meeting customer needs are put forward.
  • Own the DOA approval process with different layers of FCV BU higher management, clearly highlighting the pursuit strategy and business objectives to be met.
  • Effectively set short and long-term market strategy and business development plans for direct project sales.
  • Manage effective use of CRM tool for KOB1 projects.
  • Manage regular communication with other World Areas/GPP team on project development/updates.
  • Work closely with other Emerson Automation Solutions Business units/XBU/GP3 teams for MAC/multi-divisional pursuits.
  • Establish and drive programs to leverage the installed base after completing a KOB1 pursuit.
  • Lead 2 years and capital spare parts pursuit for KOB1 projects.
  • Keep up to date with developments in products, industries, competition, and market trends.
  • Fulfill any other reasonable duties as requested.
  • Ensure compliance with Emerson ethics policy, trade compliance policy, business unit policy, safety, and quality program requirements.