西门子Head of Sales (BD), SI EA
任职要求
• Education Background: • Bachelor's degree or above in Marketing, Business Administration, Electrical Engineering, Automation, or a related field. • An MBA or equivalent advanced management education is preferred. • Professional Experience: • A minimum of 10 years of extensive experience in sales and business development of electrical products, systems, or solutions, with at least 5 years in a senior management or leadership role. • Industry and Product Knowledge: Profound understanding of the products, systems, and solutions within Siemens' EA (Electrification & Automation) Business Unit, including but not limited to distribution automation, Medium Voltage/Low Voltage (MV/LV) switchgear, smart grid technologies, energy management systems, and digital distribution solutions. Ability to identify their market applications and customer value. • Proven track record of successful national sales management and export business development, with a deep understanding of relevant markets. • Demonstrated excellence in developing and executing complex sales strategies and go-to-market strategies. • Experience in successfully leading large sales teams, enhancing team performance, and talent development. • Familiarity with CRM system operations and sales process management. • Core Competencies: • Strategic Thinking: Ability to identify market trends, and formulate and implement forward-looking sales and business development strategies. • Exceptional Leadership: Possesses the ability to inspire, guide, and develop high-performing teams, articulate a clear vision, and drive teams towards achieving objectives. • Outstanding Communication and Negotiation Skills: Capable of building and maintaining strong relationships with internal and external stakeholders (including senior management, customers, and partners), with strong business negotiation and influencing capabilities. • Market Acumen: Ability to accurately identify customer needs, market opportunities, and competitive landscapes, and translate these insights into actionable sales plans. • Financial Acumen: Understands business profitability models, capable of developing and managing budgets, and ensuring end-to-end profitability of the Business Unit. • Cross-functional Collaboration: Possesses the ability to effectively collaborate with operations, product development, R&D, and other departments within a complex organizational environment. • Problem-Solving Skills: Capable of quickly analyzing problems and proposing innovative and practical solutions when faced with challenges. • Personal Attributes: • Highly results-oriented, striving for excellence, and passionate about achieving business objectives. • Proactive and self-driven, with strong resilience under pressure. • Integrity and honesty, strictly adhering to company compliance policies and business ethics standards. • Highly adaptable, capable of flexibly adjusting strategies in a rapidly changing market environment. • Fluent in English (speaking, listening, reading, and writing) for business communication.
工作职责
Responsibilities/Focus Areas: The Head of Sales (BD) is responsible for the national wide and export business (excluding the defined markets of the Head of Vertical & Applications) of products and systems. • Identification and provision of market, industry, and customer requirements as well as competitor information • Define and execution of the sales strategy (incl. the go-to-market strategy for direct and indirect channels) • Define BTAs with the associated regions in coordination with the BU GM/CM • Ensure the achievement of business targets • Setting up a pricing strategy that approved by BU GM/CM and OC GM • Support regions in structuring their sales/BD organization • Proposal management and order execution for system business in accordance with the CRM – Sell process • Alignment with Operation company to ensure delivery reliability. • Internal Collaboration & Compliance: • • Acting as BU representative in region to ensure business growth in collaboration with regional sales team • • Foster collaboration with cross-functional teams and implement governance frameworks for compliance in business development activities. • • Develop reporting mechanisms for performance tracking and promote best-practice sharing to enhance business development effectiveness and productivity. • Leadership & Team Management: • Lead and manage EA Sales (BD) teams, ensuring role clarify, provide coaching, direction, and performance management in line with business targets and • fostering a high-performance culture, ensure EA Sales (BD) teams are positioned for success with high productivity and effectively. KPIs: • BTA achievement • BU end-to-end profitability • BU Pipeline quantity & quality • HitRate • Monthly forecast quality • NPS
1. Meet sales quota; measured in number of customers acquired and revenue signed. 2. Manage a territory. Develop and execute territory plans to acquire beach head, win lighthouse projects and achieve (and exceed) individual quota. 3. Build pipeline, maintain good CRM cadence and pipeline health through excellent time management and sales discipline. 4. Collaborate closely with Solution Architect, Product Development and Management team to feedback on customers’ requirements and to lead opportunity development. 5. Work closely with Marketing and Business Development Representative team to drive the Demand Generation activities and build the pipeline for the ASEAN region with a focus in the named account list. 6. Co-sell with partners in your assigned territory to drive optimized conversion rates.
1. Meet sales quota; measured in number of customers acquired and revenue signed. 2. Manage a territory. Develop and execute territory plans to acquire beach head, win lighthouse projects and achieve (and exceed) individual quota. 3. Build pipeline, maintain good CRM cadence and pipeline health through excellent time management and sales discipline. 4. Collaborate closely with Solution Architect, Product Development and Management team to feedback on customers’ requirements and to lead opportunity development. 5. Work closely with Marketing and Business Development Representative team to drive the Demand Generation activities and build the pipeline for the ASEAN region with a focus in the named account list. 6. Co-sell with partners in your assigned territory to drive optimized conversion rates.
1. Meet sales quota; measured in number of customers acquired and revenue signed. 2. Manage a territory. Develop and execute territory plans to acquire beach head, win lighthouse projects and achieve (and exceed) individual quota. 3. Build pipeline, maintain good CRM cadence and pipeline health through excellent time management and sales discipline. 4. Collaborate closely with Solution Architect, Product Development and Management team to feedback on customers’ requirements and to lead opportunity development. 5. Work closely with Marketing and Business Development Representative team to drive the Demand Generation activities and build the pipeline for the ASEAN region with a focus in the named account list. 6. Co-sell with partners in your assigned territory to drive optimized conversion rates.