Service sales manager Job at Siemens Limited – in Andhra Pradesh
Successfully sell long terms service contracts, third party AMC, fit out jobs, retrofits & small projects, upgrades and additional products and services to assigned installed base using established sales strategies, processes and tools.
Develop business plans and meet overall financial objectives by conducting sales presentations and customer consultations that maximize sales closure rates.
Core Duties includes targeting SIEMENS install base for AMC conversions, identifying right opportunities of third party service contracts, fit out jobs and retrofit projects. Making daily and weekly customer contact plan and follow up with customers for timely conversion of order.
Area of Responsibility
§ Meet or exceed monthly, quarterly & annual order booking and gross margin targets
§ Target SIEMENS install base for AMC conversion and maintain appropriate activity backlog
§ Provide accurate planning and forecasting of sales performance
§ Be an active member of the sales team, assisting other team members as needed, to achieve team goals
§ Provide market feedback on product information, competitive product data, market pricing, etc to the SIEMENS leadership team
§ Interface with the installation team to ensure that information on key Customers is shared across divisions
2. Customer Relationships
§ Strengthen SIEMENS & Group companies relationship and position with new and existing Customers and improve the client relationship by
– Actively manage the relationship for all assigned Customers
– Networking with industry organizations and relevant communities
– Establishing key contacts within multiple tiers of the customer organization
– Regular communication with customer influencer and the SIEMENS leadership team
– Working to solve customer complaints and payment issues in a timely manner, using appropriate SIEMENS Resources
– Support the service operations team in customer service activities
– Review SIEMENS performance with customers on a regular basis to ensure that customer requirements are met
3. Effective Management of the Sales Cycle
§ Responsible for the effective management of the SIEMENS disciplined sales process from identifying and qualifying prospects to successfully closing the sale
– Developing sales leads through prospecting and lead generation activities
– Preparation and delivery of effective, persuasive sales closing presentation with key customer decision makers
– Coordinating estimation activities, ensuring costs are competitive
– Qualifying sales opportunities to ensure expenditure of resources in a cost effective manner
– Ensure successful handover of jobs/contracts to the operations team
4. Customer (new and existing) Development
§ Develop detailed Customer plans for all assigned Customers and update quarterly
§ Consult with the customer to influence buying behavior
§ Demonstrate new services and technologies that have linkage to customer business outcomes
§ Penetrate vertical markets using Breakaway Selling, customer specific value propositions & opportunity development
§ Utilize a consultative approach to upgrade and enhance the customer’s current facility infrastructure
Knowledge, skills and abilities
Education level and/or relevant experience(s)
§ Degree in Business or Engineering is desired
§ Relevant experience in successful sales and business development of commercial facility management systems and services including but not limited to Building Management, Fire Alarm and Security systems
§ Demonstrated experience in developing and executing successful solutions based client relationship.
Knowledge and skills (general and technical)
§ Knowledge of CBS, Fire, BMS and Security Systems
§ Experience and knowledge of the commercial construction and service market
§ Solid understanding of applicable local and building codes & regulations.
§ Influencing & negotiation skills
§ Strong presentation and communication skills
§ Skilled at developing and maintaining relationships with contractors, architects and engineers and end users
§ Ability to work in a team environment with limited direct supervision
§ Working knowledge of SIEMENS competitors within the market
§ Ability to work collaboratively within a matrix team environment
§ Customer focused and results driven, and be a self starter
Sales Plan Results
Achieve individual Orders & Margin Plan as per AOP targets. Forecast & achieve plan results on monthly and quarterly basis
Manage your leads, opportunities and pipeline to ensure an adequate volume of qualified opportunities in each step of the Sales cycle to guarantee meeting your Sales volume objectives and the proper timing of orders to meet your monthly orders plan & targets. Maintain minimum of 3 times opportunities of your monthly orders plan at all times and other activity metrics that may be outlined in the sales reviews.
Networking and Marketing
Become an active member in the relevant industry associations and other organizations to increase your ability to network with potential customers. You are expected to visit all your assigned customers once in a quarter. You are encouraged to volunteer for a staff position. This should be included in your business plan and specific organization selections will be reviewed with your manager.
Personal Development Plan
Create and execute your own personal development plan. Implement educational, experiential and other development activities that can be quantified toward achieving skill set enhancement in alignment with the attributes highlighted in the personal development plan.
WE’VE GOT QUITE A LOT TO OFFER. HOW ABOUT YOU?
We’re Siemens. A collection of over 379,000 minds building the future, one day at a time in over 200 countries. We’re dedicated to equality, and we welcome applications that reflect the diversity of the communities we work in across Gender, LGBTQ+, Abilities & Ethnicity. All employment decisions at Siemens are based on qualifications, merit and business need. Bring your curiosity and imagination, and help us shape tomorrow
Find out more about Smart Infrastructure at: https://new.siemens.com/global/en/company/topic-areas/smart-infrastructure.html and about Siemens careers at: www.siemens.com/careers.
Organization: Smart Infrastructure
Company: Siemens Limited
Experience Level: Experienced Professional
Job Type: Full-time
Company: Siemens Limited –
Company Location: Andhra Pradesh