Strategic Account Manager POSITION DESCRIPTION

POSITION: REPORTS TO: SUPERVISES: DATE PREPARED: Strategic Account Manager V.P. Systems & Solutions N/A April 1, 2007

NATURE AND SCOPE The Strategic Account Manager (SAM) must be a customer relationship manager, a partner whose understanding of and relationship with a designated customers businesses can help increase the amount, speed, and certainty of profits generated by that clients business. The SAM must not only be intimately familiar with the customers business and needs, but must also understand the value of Caltrols offerings, how they can be applied for Key Performance Indicators (KPI) and profit improvement, and how to communicate that value effectively. The SAM must manage the account planning process and lead a team of product sales experts, consultants and services personnel to focus on issues critical to the customers success. The SAM must be able to use our products, services and solutions to build and maintain strong relationships with higher levels in the account and orchestrate relationship building to establish the strongest possible bonds of trust with the Caltrols organization. The SAM is ultimately responsible for Caltrols business results from the account and those serving it. PRIMARY DUTIES UNDERSTANDING THE CUSTOMER Maintains a high degree of industry knowledge and awareness, including trends, technology advancement, and significant accomplishments by others in the business, state of the competition, significant events related to our business and the customers businesses Identify, establish, and maintain business relationships with customers final decision makers and managers who influence the selection of our solutions Maintain a thorough understanding of the customers business, including their products and processes, markets served, key customers, industry dynamics that effect the customers business and events that influence the customers profits. Identify the customers Critical Success Factors (CSF), Key Performance Indicators (KPI), and key initiatives in order to support development of account plans, sales strategies, and project justifications UNDERSTANDING THE CALTROL OFFERING Understand Caltrols product and service offerings Maintain basic knowledge of industry benchmarks that are pertinent to developing new performance targets for customers Maintain knowledge of Quantified Business Results delivered to other customers Under the Emerson organizations and their ability to impact the sales and support efforts Understand Caltrols key strengths and weaknesses when compared to the competition UNDERSTAND THE SOLUTION

 Identify recurring problems and complete thorough diagnosis to understand requirements and potential solutions Select those problems which can be solved using Caltrols products and services Act as a scope architect to generally describe potential solutions Prioritize solution options and describe strengths and weaknesses of different alternatives Develop the business value messages offered by the solution alternatives Quantify the PlantWeb value in terms of customers KPIs and build business justification for the investment Acts as a consultant to assist in the customers selection of the best alternative which should optimize the profit for both companies COMMUNICATE AND SELL THE SOLUTION opportunities

Lead the identification and qualification of selected

Develop, implement, and maintain an account strategy that maximizes the profit generation for Caltrol, including crafting a value proposition for continuous improvement that sustains the business relationship Lead and coach the sales team and keep them focused on the Strategic Focus Areas Communicate, in business terms, how Caltrol solutions address customers pain Close the business through acceptance the selected solution only Caltrol can only be provided by Caltrol. Responsible for providing solutions of uncompromising quality to the customer. Has the authority to stop those processes at any time that are believed to be compromising quality. KNOWLEDGE, SKILLS & ABILITIES REQUIRED Demonstrated successful selling skills required Knowledge of the Emerson\Emerson Process Management organization Basic knowledge of the entire Emerson Process Management offering Understanding of customers organization, business model and processes Understanding of customers Value Chain Develop actionable team-oriented sales strategies Manage across multiple divisions, companies, and organizations Challenge assumptions while driving consensus Basic financial analysis capabilities including P&L statements are required Experience with Process Control Systems. Excellent presentation, verbal and written skills to effectively communicate. Proficient with Microsoft software applications. Willingness to work the hours needed to meet customer requirements. Willingness to travel to customer sites throughout Caltrols territory, Caltrol branch offices, and other representative and factory sites as required. EDUCATION AND EXPERIENCE Bachelors of Science degree in Engineering or related field with a MBA. Experience working in or managing a manufacturing operation. Minimum of five (5) years of selling experience with demonstrated results calling on middle and upper level managers in manufacturing organizations.

TRAITS/COMPENTICIES Action Oriented Dealing with Ambiguity Building Effective Teams Business Acumen Comfort Around Top Management Creativity Customer Focus Decision Quality Integrity and Trust Interpersonal Savvy Listening Negotiating Perseverance Perspective Presentation Skills Problem Solving Strategic Agility Technical Learning Understanding Others

GOALS, MEASUREMENTS, AND MILESTONES (KEYS TO SUCCESS) Success for the position will be weighted and defined by the following measurements. Annual incremental growth revenue targets will be established and measured with a select number of customers. These financial measures will be selected from Caltrol divisions that best line up with the customers business model. Measures include verifiable milestones in the sales process that indicate progress on long-term sales programs that have yet to generate measurable revenue account include: o Customer pre-planning completed. o Critical Success Factors and Key Performance Indicators verified by customers management. o Established buying vision with customer. o Coach is identified and engaged. o Key decision maker is identified and engaged. o Justification developed and presented. o Sales closed. o Profit impact measured and approved by customer. Caltrol employees have a responsibility to participate in our Quality Management System (QMS). To achieve our objectives of improving our business processes and customer satisfaction, each employee shall be familiar with their job description, competency requirements, areas of responsibilities, as well as relevant company policies and procedures. Your employment with Caltrol, Inc. is an at-will relationship and accordingly, may be terminated by you or us at any time with or without notice. Caltrol, Inc. reserves the right to change or revise responsibilities described in this job description without notice whenever the Company determines that such action is warranted. This acknowledges I have received a copy of this job description and understand that it contains important information on my position, my responsibilities, and requirements as an employee.

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