Account Manager Electrical Instrumentation & Controls
Responsibilities:
- Identifies and qualifies sales opportunities with strategic account customers as the account lead
- Assists customers in justifying projects through Quantifying Business Results (QBR), reducing risk and reducing costs
- Develops project pursuit strategies and tactics with sales teams
- Ensures that sales teams are following established consultative selling processes and that pursuit strategies are focused on key customer issues and maximizes the Siemens content
- Expands solution scope to include all Siemens BUs and products
- Develops and delivers customer sales presentations involving technical products solutions and capabilities
- Develops proposal strategies and plans based on the project requirements and presents the final proposal to the customer
- Ensure the project implementation strategy and schedule aligns with the pursuit strategy and customer objectives
- Participates in competitive market analysis
- Assists in contract negotiations and closes the sale
- Track and report reference sites wins and major pursuits and proactively discuss opportunities
- Electrical Instrumentation Controls knowledge & experience
- Must have strong consultative selling skills to identify customer pain and needs and frame solutions
- Experience in competitive systems and solutions
- Effective in strategic planning and tactics development
- Effective written and verbal communication skills
- Effective presentation and public speaking skills are compulsory
- Effective people management and team leadership skills
- Understanding of project risk and risk management and mitigation
- Reasonable knowledge of Oil and Gas Refining and PetroChemical
- Bachelor's in Engineering or Computer Science
- 15 years of closely related experience