Account Manager

We're enhancing the way we live and work by intelligently connecting energy systems, buildings and industries!!

Smart infrastructure from Siemens makes the world a more connected and caring place – where resources are valued, where impact on the world is considered, where sustainable energy is delivered reliably and efficiently. It provides the flexible infrastructure to allow society to evolve and respond to changing conditions. Technology and the ingenuity of people come together to be at one with our environments and to care for our world. We do this from the macro to the micro level, from physical products, components and systems to connected, cloud-based digital offerings and services. Siemens offers a broad portfolio of grid control and automation; low- and medium-voltage power distribution, switching and control; and building automation, fire safety and security, HVAC control and energy solutions.

Function- The Sales Manager is essentially responsible for correct implementation of the sales and marketing strategy in VAP / RSL channel defined by the business unit with a view to attaining a defined Regional sales target with accurate forecast

Dimensions of function - Achieve yearly sales revenue target for the defined territory through VAP / Direct accounts. Support VAP and Distribution Channels in their respective regions for all techno commercial requirements Joint visits along with VAP/RSL channel to the decision makers

Contacts

(internal /

external) Internal: Segment heads, Sales Managers, sales Engineers

External: All relevant employees in channel organization, especially customer decision makers, consultants.

A r e a s o f R e s p o n s i b i l i t y / T a s k s

Priority What - How - Why

1. To support in implementing effective Solution partner and Distribution partner program in the region.

2. To establish, maintain and improve on meeting the needs of the VAP/RSL Channel and End customers in the region and support for all techno commercial needs

3. Ensure to reach the assigned yearly Regional Sales targets (e.g Order intake & Sales revenue) targets with unique forecast month after month

4. Achieve timely forwarding of Sales funnel review formats, Daily call report and OV/TO Tracking formats on 1st working day of the month for review before Monthly Sales Review Live Meetings with Segment Heads

5. Attend the monthly sales review meeting and provide unique forecast of OV/TO & Collection projection in line with Region targets for the month

6. Achieve Accurate projection of Hit List Projects in sales funnel which are potential orders for the month and highlight the support required to close the project

7. Achieve timely invoicing of Sales orders booked with reference to the Lead time of the product and achieve the forecasted sales revenue target for the month

8. Achieve timely collection as per the collectable outstanding for the month with VAP/RSL Channels and achieve the forecasted monthly collection target

9. Make scheduled monthly visits to Key consultants and closely work on Specifying Siemens products & system portfolio for the upcoming projects and share the lead with VAP/ RSL Channels

10. Make scheduled monthly visits to Key Installers and End users with RSL Channel and work closely to improve the Hit Ratio and support for all the techno commercial needs

11. Make scheduled monthly visits to VAP/RSL Channel and get feedback on on going projects and upcoming projects and share the same in the sales funnel, develop strategy to provide best possible support to the channels and create a Win-Win situation

12. Support development of Prospective VAP/RSL channels in the Region and provide presales and Design support during initial stages to make them familiarize with BP Fire Portfolio

13. Provide Product selection and support for usage of software tools like HIT, Easy VASP and technical application assistance to VAP/RSL Channels

14. Provide input for regional market intelligence and acquire knowledge on Competitors product portfolio and market share and share the same with Product Manager and Segment Heads

15. To build, motivate, develop, coach and train sales engineers with the correct skill sets, ensure proper assignment of work to sales resource and proper job review inputs

16. Support negotiation with Partners, customers and close the sales as and when required

17. Share the best practices adopted by the Regional VAP/RSL channels and strategy devised to bag the order with other BP Regional sales team on case to case basis

18. Ensure that all decisions are taken are in line with applicable guidelines and necessary Approvals

19. Achieve atleast 90% score on Products & systems Competency check and ensure to have the sales resource are up to the required competency levels

20. Identify internal and external training requirements for Selg and Regional sales resource and support in execution of the same.

21. Propose and participate in personal skill development programs

22.Support in implementation of marketing activities as and when participated

• C o m p e t e n c i e s: Sales Manager

Techniques (Technologies / Methodologies / Professional Knowledge)

Product & Systems knowledge

Knowledge of BP Fire products, Cerberus DMS, Product USP's and sales Arguments with competition

Product portfolio strategy

Know to understand the product portfolio strategy, Product Phaseout strategy and relevant standards applicable for Fire Products

Customer knowledge incl. customer's key processes

To know the customer's organization and its Sales, Presales, Commissioning resource along with technical & financial decision makers

Market trends & Competitor knowledge in SI-BP Fire Products & system portfolio, To know the regional economic trends, market size of relevant regions and the regional market share of competitors

To know general technology trends/standards

Selling techniques

To know e.g. value selling methods

To know presentation techniques

To know how to create new requirements

Knowledge of internal business processes of Siemens

Knowledge of the SI-BP-India organizational structure, incl. tasks, functions and people, the main processes and their interrelation

Proposal Management

To know how to understand customer's needs, processes and requirements

To know how to transfer specification into solution

To know how to offer alternative products in case of non existence of the range of products in portfolio

Business Planning

Knowledge of planning/forecasting to meet the Regional sales targets

Commercial knowledge

Knowledge of local sales rules & regulations

Knowledge of commercial and Logistics aspects

Leadership & motivation methods & tools

To know how to set and evaluate targets in order to align with the goals of the Business unit

To know how to develop & manage a cross-functional/cross-regional team

Negotiation & communication methods-

To know how to work in an intercultural environment

To know how to develop clear strategies

To know how to focus on a target

C o m p e t e n c i e s:

Techniques (Technologies / Methodologies / Professional Knowledge)

IT-tools

To know how to handle needed applications and how to get data to serve different purposes

English & language of customer

To know how to speak, understand and communicate clearly & effectively in business language incl. technical product language in different situations such as presentations, internal communication, negotiations, customer meetings.

Compliance

To know the Business Conduct Guidelines and applying them in day to day work.

Make your mark in our exciting world of Siemens

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