Portfolio Sales Professional - EPCM - Siemens Large Drives at Siemens

Responsibilities

• Responsible for growing the Siemens Large Drives install base through EPCM, OEM and Partners throughout Africa
• Increase market share of Siemens Large Drives by positioning Siemens as the Large drives partner of choice for key EPCM and OEM clients
• Plan sales volumes and potential of target EPCM, OEM and Partners
• Provide information via CRM for forecasts and planning
• Analyze and evaluate markets (both technology and product portfolio) and needs of potential or existing EPCM, OEM and Partners
• Investigate and evaluate specific business opportunities for the EPCM, OEM and Partners’ related product and service portfolio
• Prepare EPCM, OEM and Partners’ contacts, build and maintain a customer focused network
• Prepare and negotiate proposals in cooperation with other involved professionals and management
• Coordinate the realization of assignments, may coordinate and contribute to set up respective product developments, projects or services programs for the EPCM, OEM and Partners
• May act as point of contact in commercial matters
• Complete sales and revenue related key reporting
• Contribute to the development of an After Sales Service that is focused on EPCM, OEM and Partner needs
• Achieving high levels of customer satisfaction through highly responsive and professional service

Developed Customer Base

• Customer Development Plan figures are captured annually and monitored quarterly
• EPCM, OEM and Partner base developed in line with target setting agreements
• Relationship building and networking meets departmental and customer requirements (exhibitions, customer support etc.)
• Ensure that the Siemens organisation has visibility of the network of key contacts and relationships between each EPCM, OEM or Partner and its major end customers

Customer Support

• Management of client queries as per departmental SOP and SLA
• Resolution of queries meets EPCM, OEM and Partner’s expectations, within business parameters
• Customer enquiries are handed over to internal sales for preparation of quotation within SLA

Reporting

• Siemens CRM system is updated/managed with EPCM, OEM and Partner information, projects and market opportunities as per departmental requirements
• Ongoing report back of activities of local competitors
• Report deadlines are met
• Reports are complete and accurate

Administration

• Completes relevant documentation (budgets, forecasts, quotation reports, visit reports, handovers) as per departmental requirements
• Ongoing follow up on orders and receivables.
• Preparation of order handover documentation according to EPCM, OEM and Partner requirements
• Ensure all relevant documents can be sourced easily - electronically or manually
• Adherence to company processes (LOA, Signatures etc.)

Communication Skills

• Ensure information flows where needed and present information in an accomplished manner. Keep relevant people informed of both positive and potentially negative information.
• Sales Process Understanding
• Demonstrate understanding of “value-added” to the EPCM, OEM and Partner
• Establish the appropriate business relationships with EPCM, OEM and Partner decision makers
• Uses consultative selling techniques to maintain EPCM, OEM and Partners relationships
• Establish agreement to common outcomes in negotiations with and between groups.
• Gain acceptance for concepts and directions with all stakeholders
• Build relationships within the siemens global organisation to support cross-regional business opportunities

Siemens Policies, Procedures and Processes

• Understand Siemens policies and processes in order to provide a specific service to the business

Consumer Knowledge

• Is flexible to meet EPCM, OEM and Partner needs to retain the business within business constraints (don’t over promise and under deliver)
• Co-ordinate his/her functional work with the current marketing plans and efforts.
• Serve as a resource for, and advocate for the use of market/client knowledge in his/her unit and inter-departmentally
• Is able to use applicable Siemens’ systems proficiently in day-to-day operations and understands how these systems integrate.
• Understand key technical, economic and social trends driving the client’s market

Requirements

• Relevant tertiary Degree, preferably an Engineering qualification or similar
• 5 years Account Management or Technical sales experiences (With an emphasis on External Sales)
• Knowledge of electrical and automation systems within industrial processes, with a focus on heavy industry and mining
• Experience in Sales, Marketing and Service
• Must be willing to travel extensively