Account Manager_SI EP Job at Siemens

Role Headline

• Drives profitable revenue growth through relationship management and market opportunity identification leveraging the entire, appropriate portfolio

Responsibilities of the Role

• Primary region of responsibility will be South Africa.
• Candidate will be responsible for all Business Development activities for Low Voltage
• Switchgear products and the SINOPLUS 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
• the Infrastructure segment.
• Candidate will be responsible for driving Siemens presence at Resellers, End users,
• Consultants, Developers, Architects and Contractors in the Infrastructure segment. Other segments of particular interest are Data Centres and Information and Communication Technology.
• Candidate will be responsible for awareness creation at the above-mentioned customer groups,
• driving specification in favour of the SINOPLUS range of Siemens Low Voltage Switchgear.
• Candidate will have to support fully Partner Management in establishing a SINOPLUS Partner /
• Distributor network, serving the infrastructure segments in their region of responsibility, as well
• as other 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 SINOPLUS Product Portfolio.
• Candidate must focus on the entire South African region.
• Extensive travel within 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 within the borders of South Africa.
• Candidate will have to seek, farm, and appoint Infrastructure Partners together
• with Partner Management, using the Siemens Partner Management tools such as Partner
• Development Plans, Onboarding assessment tools, SieSales, Revenue tracking, etc.
• Purpose: Drive profitable revenue growth through relationship management and market opportunity identification leveraging the entire, appropriate portfolio
• Account Planning: Define goals for expanding and nurturing a set of accounts, develop strategies, plan customer interactions, and conduct reviews to track progress.
• Prospecting and Discovery: Manage the opportunity pipeline, build relationships with new customers, evaluate customer requirements, and analyze financial status. Ensure information on the pipeline is communicated to portfolio stakeholders (e.g., Business Units, Specialist Team).
• Opportunity Management: Engage with decision-makers, define necessary team to pursue the opportunity using direct and indirect channels, translate value statements into specific propositions, apply pricing models, build a network of advocates, and manage negotiations.
• Team Orchestration: Align internal teams, sales resources and other relevant stakeholders to ensure consistent delivery of value and effective account engagement.
• Sales Administration: Provide accurate forecasts, maintain customer records, participate in Win/Loss reviews, compile insights for sales management, publish success stories, and keep sales skills up to date.
• Customer Engagement: Conduct regular visits to client locations to understand their needs, provide support, and ensure satisfaction. Foster relationships, drive engagement, and ensure alignment with sales objectives, including collaboration with C-level executives.

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 5-8 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.
• Project/program management experience beneficial.

Attributes

• 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.
• Strong business and finance acumen.
• Market analysis/Marketing competence.