Goals/Mission:
- To assume full responsibility for acquisition and development of business within covered account/s. This includes strategic and operative tasks along the acquisition process (from market screening to customer negotiations. – Act as the main contact person for customers and serve as the link to the Siemens T&D organisation thereby securing customer satisfaction. – Seek and integrate new business opportunities into the organization. – Take the lead in coordinating all aspects of communication between customers and Siemens. – Steer the offer process, as well as actively promoting Siemens solutions to customers.
Tasks:
Market Screening: – Actively gather information related to the customer, for example, business opportunities, organizational and decision making processes, customers’ needs etc. – Help understand the customer and its business in order to improve competitive position with respect to business potential. – Make existing information available in the organization and assure that such information is used during all stages of the acquisition process. – Establish account business plans. Pre-acquisition: – Coordinate all activities of the capturing team during pre-acquisition (team consists of functional members from project management and engineering from related Siemens businesses. – Coordinate communication between management functions at Siemens and the account. – Ensure satisfactory response time to customer requests. – Drive vendor, sub contractor and equipment pre-qualification. Offering: – Actively promote Siemens solutions in the offer phase (with support of tendering and engineering staff). – Set price in line with management and coordinate with offering / tendering team. Negotiation / Sales.- Lead negotiations supported by the management. Project Managament / Execution: – Support project management (if necessary) during project execution by providing information, contacts etc. Networking / Customer Care.
Knowledge/Languages:
Expert level knowledge of: – Sales and key account management approach. – Leadership skills e.g. team development and motivation. – UAE and/or other Arabian energy markets. – Competitors as well as customers’ strategies and business processes. – Intercultural communication. Advanced knowledge of: – Transmission & distribution and energy generation. – Performance spectrum of own group, (solution, services etc.) customers and competitors. – Siemens policies, structures and processes. – Fluent in written and spoken English as well as Arabic.
Capabilities:
- Entrepreneurial spirit – Initiative – Business competence – Communication skills – Network built on trust – Customer focus
Working Partners/Contacts
Internal: – Management – Head of Sales – Tendering Manager – Head of Projects – Bid Manager – Headquarters – Corporate departments within Siemens External: – Customers (utility companies, other contractors and developers) – Consultants – Suppliers – Sponsors
Education
Bachelor’s degree or higher in Engineering.
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