Job Family: Sales

Req ID: 417586

We know that a business only thrives if our people are thriving. That’s why we always put our people first. Our global and diverse team would be happy to support you and challenge you to grow in many ways. Who knows where our joint journey will take you?

You'll make an impact by:

• Derive and be responsible in the delivery of business plans towards growth and development of assigned market area and accounts

• Create/seize and report business opportunity by leading, coordinating business activities with support from different stakeholders of the business units and digital business owners with the focus on exceeding revenue targets

• Manage customer relationship and CRM updates on assigned classic and digital portfolio

• Independently drive all needed activities with internal and external stakeholders to win!

• Observe market developments and feedback to your counterparts in terms of portfolio gaps

• Propose ideas of new digitalization models / approaches

Sales functions

• Define and implement growth strategy on assigned target area to gain market share of Siemens Digital Industries Product and Systems and Digitalization portfolio.

• Develop and maintain full market transparency on customers’ investments and projects relevant to Siemens portfolio on assigned area

• Identify key contacts on assigned customers, and initiate meetings to uncover opportunities, push Siemens portfolio and create a pull effect for partners/channels

• Establish and maintain relationship with customers, understanding the customer’s processes and complete value chain with the objective of pushing Siemens Digital industries complete portfolio

• Maintain Siemens presence to customers with planned visits, constant customer dialogue, prompt support and resolution of customer's pre-sales and after-sales requests

• Gather sales leads and relevant business information from customers, partners, professional networking events, fairs and exhibitions and maintain healthy volume of opportunities as defined

• Search proactively for new business in new markets and new customer bases

• Understand and implement business defined sales measures (Masterplan, Country Concept, Strategy Pillars, etc) according to plan

• Maintain CRM tool and capture customer opportunity details and manage the sales process to win against competition

• Create Customer Development Plan on core accounts and allign with BU head and Head of Sales to ensure market share growth, reflecting all activities and opportunities in CRM tool on time

• Identify and support local system integrators and partners in coordination with local Partner Manager to ensure complete coverage of assigned accounts

• Being a hunter creating constantly sufficient opportunity pipeline to overachieve the targets

• With existing domain know-how in specific industry segments like F&B, Minerals, Water/Waste Water, Semiconductor/ Electronics you discuss on eye-level customers problems and elaborate and implement the Digi-Sales approach – a mixture of the classic automation and digital portfolio of Digital Industries

Technical Competence

• Develop advance technical competence on automation, instrumentation, electrical and digitalization portfolio, and lend support to other colleagues, approved partners on a need basis

• Understand customer use of products and services and can conduct technical assessment to come up with value solution using DI portfolio

• Initiate and drive the conversion of competitors' installed base to Siemens by having the applicable Siemens portfolio specified through its unique value selling points

• Drive the specification of assigned portfolio to OEM design, end users’ projects and standards

• Develop technical competence constantly on assigned portfolio, Digitalization portfolio and sharpen necessary sales skills to efficiently achieve results

• Identify Digitalization opportunities on assigned accounts and drive Siemens Digitalization initiative and sustain the conversation on digitalization topics, coordinate and tap experts/resources when necessary to pursue potential Digitalization lead and convert to use case

• Constantly update your technology expertise in new upcoming and existing technologies of the Digital Industries (Product Lifecycle Software, Factory Automation, Motion Control, Process Automation, Cyber-security, cloud technology, 2D/3D Simulation, a.s.o.)

Financials and processes

• Achieve or exceed the annual sales budget, while achieving growth and profit targets for the company and total customer satisfaction

• Understand financial performance and come up with analysis and measures to fulfill any deviations back to target and present accurate budget forecast

• Understand how money is made in the business and work to contribute to the business

• Identify, generate and maintain business opportunities twice the agreed annual sales budget, and record in CRM tool

• Lead and or support sales funnel management activities, including opportunity identification and qualification, improving competitive position, creating customer specific value proposition, presentation, negotiation, and closing the deal – capturing and reflecting these activities in CRM tool

• Capture cross BU opportunities from assigned customers and jointly pursue with relevant Siemens BU/Sales in getting the order

Your defining qualities:

• Three or more year's sales experience in automation, instrumentation, electrification, software systems (MES, SCADA, IS, etc.), communication network products, system, service and or solutions in Discrete manufacturing industry or Process industry.

• Knowledge and understanding of IIoT and Industry 4.0 soltuions and Digitalization use cases an advantage

• Experience in managing/ dealing with OEM, channel partners and system integrators

• Domain know-how in specific verticals (Food, Beverage, Water/Waste Water, Electronics and Semiconductor, O&G, Chem/Petrochem, Pharma, Mining, Cement, Power) an advantage

Advantage

• Education in BS Engineering or related discipline (optional but highly desirable)

• Must have effective presentation techniques and can handle varied audience from shop floor to boardroom

• Comfort level and confidence in conversing and working with the C- level

• Must be fluent in one or more local languages and have excellent command of English language

• Proven record of meeting or exceeding individual targets in previous positions

• Experience using consultative approach to complex sales, selling the value of a solution and not just the functionality of a product

• Structured in sales approach and organized in sales planning

• Strong Interpersonal and relationship-building skills

• Willingness to travel with no restrictions

• Strong work ethic and high energy level, intelligent, articulate, independent thinker who can develop a sales plan to overachieve the agreed targets

• High initiative, team player, results-oriented

• High level of integrity

Create a better #TomorrowWithUs! We value your unique identity and perspective and are fully committed to providing equitable opportunities and building a workplace that reflects the diversity of society. Come bring your authentic self and create a better tomorrow with us