Pulp and Paper Process Solutions Consultant(SC) Systems and Solutions Business (SSB) NA
This role will work as part of our Systems and Solutions Business (SSB) team, which serves proposal development in line with RA process strategy and customers' goals and objectives. The Solution Consultant (SC) is expected to possess commercial aptitude and pulp and paper industry domain expertise to quickly asses customer needs and convey solution strategies which highlights the value of Rockwell Automation portfolio of products, services and solutions to various levels of customer organizations. Provide industry-specific domain expertise in support of the overall sales pursuit. The desired pulp and paper industry domain expertise consists of understanding major pulp and paper processes and operations, process control applications, mill-floor KPIs, and understanding industry trends regarding process control system technology usage to solve business problems. The SC will work as an integral member of the sales pursuit teams to provide customer facing credibility for our SSB project delivery organization.
Typical duties may include, but are not limited:
Participate in customer sales calls and site walk downs in support of proposal activities to gather information and determine project scope and customer needs
Industry end-user experience to draw from which provides intimate understanding of customer buying motives and business drivers
Present application demo's which highlight SSB's pulp and paper applications and technologies
Engage in proposal contract negotiations
Order accountability including management of receipt, review, acceptance and entry of purchase orders
Management of incoming RFQ / RFI
Line by Line response to RFQ/RFI
Engage in contract hand-off to operations and project team
Review and analyze customer specifications
Manage documentation for all proposals
Coordinate input from various departments, including, not limited to; operations (project management), finance and sales, marketing and product business units (BUs)
Develop strategic sales plans with the process business
Develop competitive, value-add proposals to support the pursuit strategy by creating a targeted scope of work, timeline and opportunities that reflect the customers' needs and will Increase RA process market share
Development of written content of proposals
Operationalize the commercial messaging for each section of the proposal
Conduct interviews of Subject Matter Experts (SMEs), product BUs, projects teams, etc. to incorporate concepts and Rockwell knowledge into proposals
Editing and proof-reading of proposal content to ensure accuracy, clarity and consistency with customer requirements, company guidelines and industry standards
Assist in data management ensuring that all work product available to other writers supporting an effort to expand common content or proposals
Provide technical counsel/presentations on solutions and services portfolio to internal and external audiences
Conduct customer visits and tradeshow presentations involving travel as required
Maintain competitive intelligence respective of all assigned pursuits
Perform other duties as assigned
Business Relationships: Primary relationship is to support the sales professionals in winning opportunities which includes taking a lead role in the review of the RFP/RFQ/RFI documentation and development of a compliant outline of the requested customer proposal working closely with both global proposal team and sales team.
Sales Process: Supports both sales professionals and customers in providing accurate responses reflective of compliance and innovation of the Rockwell solution and assurance of a solution reflective of customer needs and solving current customer challenges.
10+ years of pulp and paper industry experience (specifically digesting, bleaching, liquor cycles, paper making)
Bachelor of Science degree in Engineering or technology is required (Preferably Chemical or Pulp and Paper Engineering, MBA is a plus)
End-user pulp and paper operations experience in support of process control systems (MES/ERP systems is a plus)
Technical and commercial experience with process control project execution
Experience implementing traditional DCS projects and conversions (both DCS and SIS, PSM covered processes)
Prior business development, proposal development and project execution experience in process solutions industries
Familiar with process control standards
Ability to communicate effectively and highly capable to motivate self and others
Ability to work effectively in virtual environment
Able to travel, as required, to support customer engagements and project execution.
Ability to communicate potentially complex subject matter in a comprehensive yet simple to understand manner.
Ability to work seamlessly with both sales and technical personnel to obtain a clear understanding of the customer requirements and concerns and the capabilities of the proposed solution.
Attention to detail and complete follow up in every aspect of an assigned project including ability to prioritize multiple tasks to meet various deadlines.
Excellent communication skills both written and verbal, within multi-cultural environments.
PREFERRED location of Milwaukee, WI, NOT required
Strong research skills.
Knowledge off the proposal development industry methods and procedures. Includes ability to strip RFP and development of templates to aid proposal section authors.
Conduct comprehensive interviews of company Subject Matter Experts (SMEs) to ensure accurate. incorporation of company product line, innovation in application and application and installation expertise.
Control Products and Solutions
Engineering and Technicians
Houston - Texas, Mequon - Wisconsin
Rockwell Automation, the world's largest company dedicated to industrial automation, makes its customers more productive and the world more sustainable. Throughout the world, our flagship Allen-Bradley and Rockwell Software product brands are recognized for innovation and excellence.
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