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Sales Specialist - Process Automation

Job Description

1. 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 production process, procurement processes and buying patterns with the objective of pushing Siemens Digital Industries complete portfolio covering the customer's value chain
  • Identify key contacts on assigned customers, and initiate meetings to uncover opportunities, push Siemens portfolio and create a pull effect for partners/channels
  • Maintain Siemens presence to customers with planned 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
  • Search proactively for new business in new markets and new customer bases
  • 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 on core accounts and allign with BU head and Head of Sales to ensure market share growth, reflecting all activities and opportunities in CRM tool on time
  • Identify and support local system integrators and partners in coordination with local Partner Manager to ensure complete coverage of assigned accounts
  • Being a hunter creating constantly sufficient opportunity pipeline to overachieve the targets
  • With existing domain know-how in specific industry segments like F&B, Sugar, Cement, Mining, Power, Water/ Wastewater, Chemical, Petrochemical, Pharma, Oil & Gas, Infrastructure, etc. you discuss on eye-level customers’ concerns and elaborate and implement the Digi-Sales approach – a mixture of the classic automation and digital portfolio of Digital Industries

2. Technical Competence

  • Develop advance technical competence on assigned portfolio, and lend support to other colleagues, approved partners on a need basis
  • 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 DCS and Instrumentation 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
  • Constantly update your technology expertise in new upcoming and existing technologies of the Digital Industries

3. 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 and come up with analysis and measures to fulfill any deviations back to target and present accurate budget forecast
  • Understand how money is made in the business and work to contribute to the business
  • Identify, generate and maintain business opportunities twice the agreed annual sales budget, and record in CRM tool
  • Lead and or support sales funnel management activities, including opportunity identification and qualification, improving competitive position, creating customer specific value proposition, presentation, negotiation, and closing the deal – capturing and reflecting these activities in CRM tool
  • Capture cross BU opportunities from assigned customers and jointly pursue with relevant Siemens BU/Sales in getting the order


What do I need to qualify for the role?

  • Three or more year's sales experience in automation, instrumentation, software systems (MES, SCADA, IS, etc.), communication network products, system, service and or solutions in Discrete manufacturing industry or Process industry.
  • Knowledge and understanding of IIoT and Industry 4.0 solutions and Digitalization use cases an advantage
  • Experience in managing/ dealing with EPCs, OEM, channel partners and system integrators
  • Domain know-how in specific verticals (Food, Beverage, Sugar, Water and Wastewater, O&G, Glass, Chem/Petrochem, Pharma, Mining, Cement, Power) an advantage
  • Education in BS Engineering or related discipline
  • Must have effective presentation techniques and can handle varied audience from shop floor to boardroom
  • Comfort level and confidence in conversing and working with the C- level
  • 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

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, or disability status.


Organization: Digital Industries

Company: Siemens, Inc.

Experience Level: Experienced Professional

Job Type: Full-time

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