Siemens Careers

Regional Account Manager

Manila, Philippines

English (UK)

Job Description

What are my job responsibilities?

Sales functions
· Define specific strategy on assigned target customers to gain market share of Siemens Digital Industries product and systems and Digitalization modules
· Establish and maintain relationship with identified core customers, understanding the customer’s short and long-term business strategy, being aware of political and business environment, production process, procurement processes and buying patterns with the objective of pushing Siemens Digital Industries complete portfolio covering the customer's value
· Identify and build key contacts on assigned customers across relevant hierarchy, particularly C-levels, and facilitate access for meetings, push Siemens portfolio and create a pull effect for Siemens sales channels
· Maintain Siemens presence to customers with frequent 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 to supplement sales calls
· Understand and implement business defined sales measures according to plan
· Maintain CRM tool and capture customer opportunity details and manage the sales process to win against competition
· Create Customer Development Plan and Account Business Plan on core accounts to ensure market share growth, reflecting all activities and
opportunities in CRM tool on time
· Being a hunter creating constantly sufficient opportunity pipeline to overachieve the targets

Technical Competence
· 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 products and systems to end-customers, EPCs’ 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

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, develop sales forecast, budget 
· Identify, generate and maintain business opportunities twice the agreed annual sales budget and record in CRM tool
· Capture cross BU and cross Division opportunities from assigned customers and jointly pursue with relevant Siemens BU/Sales in getting the order, and ensure proper delegation of opportunities

How do I need to qualify for the role?

· Eight years or more relevant 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.
· Sales team management experience
· Experience in managing/ dealing with EPCs, OEM, channel partners and system integrators
· Domain know-how in specific verticals (Food, Beverage, Sugar, Water/Waste Water, Electronics
and Semiconductor, O&G, Glass, Chem/Petrochemical, Pharma, Mining, Cement, Power) preferred
· Education in BS Engineering or related discipline
· Must have effective presentation techniques and communication skills
· 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
· Structured in sales approach and organized in sales planning
· Strong Interpersonal and customer relationship management 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

Job ID: 100640

Organization: Digital Industries

Experience Level: Experienced Professional

Job Type: Full-time

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