Job Opportunities 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

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Role Headline

• Ensures the implementation of the sales strategy, guidelines and targets in selling assigned products, services or projects to customers in the Infrastructure segment, 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 portfolio in Infrastructure.

Responsibilities of the Role

• Perform long range strategic planning, analysis and prepare summaries, and/or perform operational activities enabling the exploitation of opportunities in Infrastructure segments
• Drive Siemens presence at Consultants, Architects, EPCs and Contractors in Infrastructure
• Be responsible for awareness creation at the above-mentioned customer groups, driving specification to include Siemens SINOVA as a product of choice
• Establish a SINOVA Partner / Distributor network serving the Infrastructure segments
• Generate and lead bid opportunities utilising your area of expertise that may be bid and sold to contribute to a strong Sales pipeline and facilitate meeting our sales targets, using knowledge of the industry and customers resulting in substantial sales funnel
• 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
• Complete market and business research as well as competitor analysis in relation to the SINOVA Product Portfolio
• Focus on the entire LC-ZA bundle covering the SADC, East and West Africa
• Extensive travel into the above-mentioned regions will be required
• Develop a framework together with IAA (India, ASEAN and Africa) Regional Management
• Drive implementation of the framework in South Africa and on the African Continent
• Appoint Infrastructure Partners using the Siemens Partner Management tools such as Partner Development Plans, Onboarding assessment tools, SieSales, Revenue tracking, etc

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