Sales Manager - Key Accounts 187286 (Des Moines, IA)

Job Description

Des Moines, IA

Position Summary:

We are looking for highly motivated Sales professionals to lead commercial activities related to the sale of renewable energy products (wind turbines, service, etc.) within the Americas region. Successful candidates have the ability to execute the complete sales process including the management of proposal generation, strategy development, customer relationship management and contract negotiation. This is a client facing position wherein a candidate will represent Siemens Gamesa for all account / commercial activities. Positive, persistent, self-motivated and action oriented candidates with demonstrated transaction experience are required.

 

Duties/Responsibilities:

Customer Relationship Development (Identify new customers and develop existing ones)

- Field Sales focus is the Customer;

- “Own the Customer” throughout the Sales Process

- Lead Sales process up to PM070; jointly with Technical sales starting at PM020

- Serve as first and primary contact with customer

- Build long-term and trustworthy relationships with customers, especially with key decision makers

- Responsible for all customer communication and coordinate/steer other SGRE personnel

- Coordinate customer actions with the Global Account Manager (where applicable)

- Identify customer’s concrete project decision process, stakeholder and evaluation criteria

- Engage with customer early in decision process to gain influence on decision criteria/tenders

- Sustain frequent contact with customer to maintain the relationship even in the absence of concrete new project opportunities

- Share with the organization any learned Customer knowledge

 

Project and Opportunity Development:

- Gather market and customer information and derive strategies for identification and development of new project opportunities

- Build up project pipeline and sales funnel; Identify leads and opportunities (e.g. market/industry/customer trends, etc.) for market transparency

- Together with Technical Sales, identify internal team to align commercial approach across BU / Stakeholders.

- Influence specification, decision makers /key stakeholders /consultants on project level

- Define and agree on the selling value proposition and capture strategy early on to ensure consistent application and handover of strategy throughout the Sales Process together with Technical Sales and Marketing

- Lead forecast process with transparency on Customer, Regional, Country level information, etc.

- Maintain updated and accurate information on customer & opportunities in SGRE CRM (Salesforce.)

Develop and Communicate SGRE Offerings and Value for Customer

- Support Customer with technical and commercial data on SGRE offerings, including presentations, Indicative Offers etc with involvement from Technical Sales and Marketing, as needed.

- Provide input into the pricing strategy to secure order at highest possible margin

- Define customer communication strategy

- Communicate SGRE offerings (unique selling proposition) and adapt communication to customer to a value selling approach

- Cooperate with other SGRE and/or Siemens units to support and drive cross-selling

Acquisition Phase up to Order Closure (OE)

- Coordinate pre-qualification process, as applicable

- Lead external partner interfaces and scope discussions

- Customer interface throughout bid and negotiation phase

- Preparation of bid, submission for approval via SF and/or SBA process.

- Support development of winning strategy, scope definition and target price

- Prepare and present RFP recommendations to Management; support in Bid/No bid and other SBA approvals

- Support and lead contract closure as appropriate.

 

Customer/Competitor Intelligence

- Analyze customers business & competitive environment: Customer informal feedback, including win/lose, competitor feedback, etc.

- Provide competitor information, such as pricing, customer visits, selling arguments, performance to the relevant internal department

- Understand customer needs and manage the customer profile to assure customer information is up to date

- Develop customer profiles and analyze customers to support strategy development

- Understand customer business strategy, organization and key project drivers

- Responsible for customer prioritization (including aspect of profitability) and go-to-market/channel strategy with Sales Management

- Track and report sales and customer satisfaction KPIs and follow-up on customer satisfaction survey

- Support development of country profiles by providing customer and market data

- Feedback into organization changing market requirements (products, services and policies)

 

General Support

- Convey “Voice of the Customer” internally in the organization

- Support technical and contractual contract review, as appropriate

- Provide inside information on concrete project details and status of competitor bidding and strategic information

- Represent the company at trade exhibitions, events and demonstrations

 

Customer Relationship Development (Identify new customers and develop existing ones)

- Field Sales focus is the Customer;

- “Own the Customer” throughout the Sales Process

- Lead Sales process up to PM070; jointly with Technical sales starting at PM020

- Serve as first and primary contact with customer

- Build long-term and trustworthy relationships with customers, especially with key decision makers

- Responsible for all customer communication and coordinate/steer other SGRE personnel

- Coordinate customer actions with the Global Account Manager (where applicable)

- Identify customer’s concrete project decision process, stakeholder and evaluation criteria

- Engage with customer early in decision process to gain influence on decision criteria/tenders

- Sustain frequent contact with customer to maintain the relationship even in the absence of concrete new project opportunities

- Share with the organization any learned Customer knowledge

 

Project and Opportunity Development

- Gather market and customer information and derive strategies for identification and development of new project opportunities

- Build up project pipeline and sales funnel; Identify leads and opportunities (e.g. market/industry/customer trends, etc.) for market transparency

- Together with Technical Sales, identify internal team to align commercial approach across BU / Stakeholders.

- Influence specification, decision makers /key stakeholders /consultants on project level

- Define and agree on the selling value proposition and capture strategy early on to ensure consistent application and handover of strategy throughout the Sales Process together with Technical Sales and Marketing

- Lead forecast process with transparency on Customer, Regional, Country level information, etc.

- Maintain updated and accurate information on customer & opportunities in SGRE CRM (Salesforce.)

Develop and Communicate SGRE Offerings and Value for Customer

- Support Customer with technical and commercial data on SGRE offerings, including presentations, Indicative Offers etc with involvement from Technical Sales and Marketing, as needed.

- Provide input into the pricing strategy to secure order at highest possible margin

- Define customer communication strategy

- Communicate SGRE offerings (unique selling proposition) and adapt communication to customer to a value selling approach

- Cooperate with other SGRE and/or Siemens units to support and drive cross-selling

 

Acquisition Phase up to Order Closure (OE)

- Coordinate pre-qualification process, as applicable

- Lead external partner interfaces and scope discussions

- Customer interface throughout bid and negotiation phase

- Preparation of bid, submission for approval via SF and/or SBA process.

- Support development of winning strategy, scope definition and target price

- Prepare and present RFP recommendations to Management; support in Bid/No bid and other SBA approvals

- Support and lead contract closure as appropriate.

 

Customer/Competitor Intelligence

- Analyze customers business & competitive environment: Customer informal feedback, including win/lose, competitor feedback, etc.

- Provide competitor information, such as pricing, customer visits, selling arguments, performance to the relevant internal department

- Understand customer needs and manage the customer profile to assure customer information is up to date

- Develop customer profiles and analyze customers to support strategy development

- Understand customer business strategy, organization and key project drivers

- Responsible for customer prioritization (including aspect of profitability) and go-to-market/channel strategy with Sales Management

- Track and report sales and customer satisfaction KPIs and follow-up on customer satisfaction survey

- Support development of country profiles by providing customer and market data

- Feedback into organization changing market requirements (products, services and policies)

 

General Support

- Convey “Voice of the Customer” internally in the organization

- Support technical and contractual contract review, as appropriate

- Provide inside information on concrete project details and status of competitor bidding and strategic information

- Represent the company at trade exhibitions, events and demonstrations

 

Required skills & experience:

  • High School diploma/GED
  • 5-10 years of related work experience
  • Up to 70% travel
  • Bachelor's degree or 8-10 years of commensurate experience
  • Master's degree or MBA preferred

 

Desired skills & experience:

  • Wind Power experience desired - Vestas, GE Renewables, Utilities, IPP & Developers of renewable assets.
  • Demonstrates and applies comprehensive knowledge of field of specialization to the successful completion of complex assignments.
  • Demonstrates significant knowledge of organization's business practices and issues faced and contributes to problem resolution of those issues.
  • Strong communication & negotiation skills. Team-player mind set. Strong quality & organization orientation. Demonstrates initiative and result oriented
  • Demonstrates advanced knowledge of concepts, practices, and procedures of particular area of specialization.
  • Typically 5-10 years of successful experience in related field and successful demonstration of Key Responsibilities and Knowledge as presented above. Advanced degree may be substituted for experience, where applicable.


Job ID: 187286

Organization: Siemens Gamesa Renewable Energy

Company: Siemens Gamesa Renewable Energy, Inc.

Experience Level: Experienced Professional

Job Type: Full-time



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