Key Account Manager | SIEMENS Dubai, UAE
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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Tags: Dubai, Sales Jobs in Dubai, Sales Jobs in UAE
This entry was posted on Saturday, May 23rd, 2009 at 9:51 am and is filed under Sales. For the latest job openings in advertising, media, marketing and PR in the Middle East check out the RSS 2.0 feed!
