Business Development Professional - Outside ZA at Siemens

Role Headline

Ensures the implementation of the sales strategy, guidelines and targets in selling assigned products, services or projects to customers in the Industrial and Infrastructure segments, who use Siemens products directly or indirectly, in the course of their own investments, in order to increase sales and to achieve defined commercial targets by driving development and implementation of the SI EP strategy in Industry and Infrastructure.

Responsibilities of the Role 

• Primary region of responsibility will be outside South Africa.
• Candidate will be responsible for all Business Development activities for Low Voltage Switchgear products and portfolio in this region, as well as others as directed, from time to time.
• Candidate will be required to perform long range strategic planning, analysis, and prepare summaries, and/or perform operational activities enabling the exploitation of opportunities in Industrial and Infrastructure segments.
• Candidate will be responsible for driving Siemens presence at Consultants, Architects, EPCs and Contractors in Industry and Infrastructure.
• Candidate will be responsible for awareness creation at the above-mentioned customer groups, driving specification to include Siemens Low Voltage Switchgear.  
• Candidate will have to support fully Partner Management in establishing a SINOVA Partner / Distributor network, serving the Infrastructure segments in their region of responsibility, as well as others regions as and when directed to do so.
• Candidate will have to generate and lead bid opportunities utilising their area of expertise which must contribute to a strong Sales pipeline, all the while working towards meeting sales targets, using knowledge of the industry and customers.  
• Candidate will have to perform project coordination in assigned projects and supply information for the development of new strategies by ensuring an effective transfer from acquisition and sales to project implementation.
• Candidate will have to complete market and business research as well as competitor analysis in relation to the SINOVA Product Portfolio.
• Candidate must focus on the entire LC-ZA bundle covering the African countries outside South Africa.  
• Extensive travel into the above-mentioned regions is required.
• Candidate will have to develop a framework for Sales, Support and Services, together with IAA (India, ASEAN and Africa) Regional Management.
• Candidate will be responsible for driving implementation of the framework on the African Continent.
• Candidate will have to seek, farm, and appoint Industrial and Infrastructure Partners together with Partner Management, using the Siemens Partner Management tools such as Partner Development Plans, Onboarding assessment tools, SieSales, Revenue tracking, etc.

About the Position:

• As part of the India, ASEAN, Africa Development team, the successful candidate will be required to engage with Regional Management, taking the lead to drive strategy across the African continent with particular focus on the Infrastructure segment.      
• Deliver strategic insight on changing market conditions; generate disruptive new sector opportunities addressable by the partner; identify white-space and other opportunities for additional partner capacity.
• Monitor the partner market context and strategic opportunities addressable by partners, including market dynamics, growth/investment areas and clusters to identify strategic and disruptive business potential in the territory for all or specific partners. 
• Apply understanding of the partner competencies and "DNA" to help the partners to determine their potential for portfolio expansion. 
• Advise Partner Managers/Directors/Sales Management on territory opportunities and specialization for partners.

Critical Success Factors

• Personal drive and commitment.
• Ability to work unsupervised or micro-managed. Candidate should be a self-starter, be results oriented and have a strong intellectual curiosity.
• Teamwork and outcomes-based interaction with colleagues.
• Take on leadership roles and responsibilities.
• Ability to work extremely well under pressure and still be driven to achieve results.
• Am excellent understanding of what is expected of them, and putting in place strategies, goals and tactics to achieve and surpass expectations. 
• Able to thrive in a fast-paced, global sales environment.

Qualifications and Experience

• Degree or Diploma in Electrical Engineering, with a business qualification/degree being an added advantage.
• An excellent understanding of the Infrastructure segment, role players, channels, product portfolio etc.
• Ability to lead virtual project team to a successful implementation across countries.
• Excellent intercultural skills to cooperate with country and partner Managers various countries.
• At least 10 years work experience, with 5 years minimum in a business/sales/channel development role.
• Previous experience working directly in or with a channel sales organization/business essential.
• Strong interpersonal skills.
• Excellent presentation and communication skills.
• Proven negotiating skills.
• Team player, able to juggle multiple work-streams with matrix resources and goals in a dynamic, growing company where cultural change and matrix organization is a norm. Candidate should be flexible and adaptable to changing requirements.
• Project/program management experience beneficial.
• Strong business and finance acumen.
• Market analysis/Marketing competence.