Latin America GPP Manager
hace 3 semanas
The Global Project Pursuit (GPP) Manager is a strategic role based in Mexico City, Mexico, responsible for catering to all customers in the Latin America Region for capital projects (KOB1) and brown field projects (KOB2).
Key Responsibilities:- Develop and influence the preferential position of FCV products and solutions with global EPCs and LAM end users investing in Capex opportunities.
- Provide local strategic relationship influence and value support to EPCs, OEMs, End Users, and sales channels.
- Achieve and exceed set targets for projects.
- Acquire data on projects from public domain, magazines, and prepare forecasts for upcoming KOB1 and KOB2 projects in the LAM region.
- Identify major projects in the region, lead project reviews with local teams, and prepare projects for monthly global project gate reviews.
- Build specifications for major projects from pre-tender stage by working in conjunction with EPC/FEED consultants and influence spec in for Flow control range of products.
- Monthly calls with the global project pursuit team highlighting key project activities, setting priorities, and global agreement on set must-win projects for different industry segments, including sustainability ones.
- Prepare monthly reports, POR & SOP reports, and forecasting the business with respect to industry segment, product mix, customer credentials, and buying patterns, including won/lost/forecasted data, as required.
- Conduct quarterly/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 LAM 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, EPC & FEED consultants on Emerson capabilities, differentiation, and build preference for our solutions.
- Develop contacts and relationships within the customer to ensure that we are fully aware of their needs.
- Provide competitive, technical, and commercial input for each proposal and ensure our bid is fit for purpose as per customer needs, drive MIB.
- Work closely with KOB1 execution World Area in conjunction with Project Management team to ensure the pursuit strategy is followed and drive cost optimization for targeted projects.
- Lead and develop the project proposal DOA by ensuring best, lean, efficient proposal meeting customer needs is 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 effective 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.
- Quickly and critically take actions in fact-changing, unexpected situations.
- Show a tremendous ability to work in a highly collaborative matrix organization.
- Develop and maintain strong relationships with customers, partners, and internal stakeholders.
- Excellent communication, negotiation, and problem-solving skills.
- Ability to work in a fast-paced environment with multiple priorities and deadlines.
- Strong analytical and business acumen skills.
- Ability to travel extensively within the region and globally.
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