Project Pursuit Manager - East - Remote

Endress+Hauser is a global provider of measurement instrumentation and process automation solutions. The Project Pursuit Manager drives sales order growth by qualifying, developing, and securing capital project business, managing the project pipeline, and building relationships with customers, channel partners, and internal teams. The role develops pursuit strategies, promotes value-added services and Main Instrument Vendor solutions, and coordinates cross-functional teams through project acquisition and execution.

Responsibilities:

• Sales leadership to identify and qualify project opportunities, develop and implement project pursuit strategies that drive pipeline growth, and coordinate with cross-functional teams to support business objectives and order targets
• Achieve assigned targets for project pipeline development and incoming orders related to identified capital projects by driving the qualification process and establishing a well-aligned project pursuit pipeline and cross-functional team
• Work closely with customers to identify opportunities for value-added project services and Main Instrument Vendor (MIV) solutions, such as panels, skids, and related offerings, thereby expanding project scope and increasing overall value delivery
• Lead project development and execution through strategic positioning of E+H internal resources, leveraging Salesforce tools, and adopting the Standard 201 project acquisition process
• Demonstrate expertise in identifying customer opportunities and potential risks, coupled with the capacity to serve as a consultant to E+H clients by delivering comprehensive solutions and strategic plans
• Work cross-functionally across E+H business segments (legal, procurement, projects & solutions, and proposal teams)
• Participate in commercial discussions to support alignment with project objectives and requirements
• Establish and nurture strong, professional connections with all 11 US representative channel partners to achieve success teams with our channel partners and customers, including engineering, operations, procurement, and service departments

Requirements:

• Bachelor's degree in a technical field and 5+ years of business development experience, or equivalent business development or sales experience in lieu of a degree
• Prior sales experience involving complex sales in process automation
• Preferred industry experience in oil and gas, life sciences, semiconductor, and data centers
• Clear understanding of capital projects ecosystem; corporate and plant engineering, EPCs, OEMs, System Integrators, and process licensor customer types
• Familiarity with MEDDPICC sales trainings, gap-selling tactics, or similar trainings
• Ability to work and make informed decisions independently and on own initiative
• Excels in a dynamic, fast-paced environment, effectively prioritizing tasks while adapting to shifting demands
• Ability to create stakeholder analysis and operate as a liaison between EPC, OEM, and end-user customers
• Demonstrated capability to build and maintain relationships, formulate strategies, and expand professional networks through participation in conferences, customer engagements, and tradeshows
• Ability to understand diverse perspectives, articulate positions, and foster collaborative solutions while maintaining trust and integrity throughout the negotiation process
• Ability to understand the applications across major industrial markets that E+H serves which include flow, level, pressure, liquid analytics, gas analytics instrumentation and solutions
• Exemplary planning and organizational abilities, adept at effectively and efficiently managing the diverse responsibilities associated with projects
• Exceptional verbal and written communication skills, capable of presenting information clearly, articulating complex technical issues, and engaging with individuals at all levels
• Demonstrates enthusiasm and self-motivation, taking pride in their work and channeling energy into achieving tasks with a strong sense of ownership
• Demonstrates trust, respect, and support for others, fostering teamwork and a collaborative spirit. Collaborates effectively with others, sometimes across departments, to achieve organizational goals and enhance customer experience
• Builds and maintains strong, trustworthy business relationships, leveraging long-term partnerships to achieve collective success
• Prioritizes the customer perspective in business decisions by actively seeking to understand customer needs and problems, initiating solutions based on this understanding, and implementing feedback to enhance the overall experience and prevent future issues