西门子Head of Verticals & Applications, SI EA
任职要求
• Education Background: • Bachelor's degree or above in Electrical Engineering, Automation, Computer Science, Marketing, Business Administration, or a related engineering/technical field. • An MBA or equivalent advanced management education is preferred. • Professional Experience: • A minimum of 10 years of extensive experience in sales, business development, or solution management within industrial electrification, automation, smart infrastructure, or related fields (especially smart distribution, industrial, data centers, renewable energy, etc.), with at least 7 years in a senior management or leadership role. • Vertical Market Expertise: Possesses deep industry knowledge, customer understanding, and successful sales/business development experience in at least two or more of the specified vertical markets (e.g., Power Utilities, Industries, Infrastructure, Data Centers, Renewable Energy, IoT and Data-driven business, or E-House business). • Solution Development & Sales: Proven track record of successfully developing, promoting, and selling complex modular solutions (including hardware, software, IoT, and third-party integration). • Technical Understanding: Profound understanding of the EA (Electrification & Automation) portfolio, familiar with distribution automation, Medium Voltage/Low Voltage (MV/LV) switchgear, smart grid technologies, energy management systems, digital distribution solutions, IoT and data-driven business models, and E-House solutions. • Strategic Planning & Execution: Extensive experience in developing and executing vertical market sales strategies, go-to-market strategies, and customer management plans. • Team Leadership & Development: Proven experience in successfully leading, motivating, and developing high-performing sales or solution teams. • Familiarity with CRM system operations and sales process management. • Core Competencies: • Strategic Thinking & Vision: …
工作职责
Responsibilities/Focus Areas: The Head of Verticals & Applications is responsible for RC-CN SI EA Vertical Markets: Power Utilities, Industries, Infrastructure, Data Centers (GB & IEC technology), Renewable energy and all customers of IoT and Data driven business and E-House business. The Head of Vertical & Applications in these defined areas is responsible for • Updating and maintaining vertical market customers list (named accounts) in alignment with RC-CN SI EA Sales and approved by BU Head • Identification and provision of market, industry, and customer requirements as well as competitor information • Define and execution of the Vertical & Application sales strategy ensuring the achievement of business targets • Define BTAs within Vertical market in coordination with the RC-CN SI EA Sales and approved by BU GM/CM • Ensuring the achievement of business targets in the scope of vertical market (incl. named accounts) • Governance of Center of Competence (CoC) for E-House • Execute sales phase in accordance with PM@SI EA (Solution Business) and proposal management phase in accordance with CRM – Sell (System Business) • Developing and deploying modular solutions involving EA portfolio (Hardware + IoT) including integration of 3rd party equipment for the named customers • Alignment with Operation company to ensure delivery reliability. • Foster marketing formation of EA value-to-market from vertical markets perspective (includes content creation, supporting in marketing operations, etc) • Internal Collaboration & Compliance: • Acting as BU representative in Vertical markets to ensure business growth in collaboration with EA sales team and SI 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 Vertical & Application team, ensuring role clarify, provide coaching, direction, and performance management in line with business targets and fostering a high-performance culture, ensure Vertical & Application team are positioned for success with high productivity and effectively. KPIs: • Vertical (named accounts) BTA achievement • Vertical (named accounts) end-to-end profitability • Vertical (named accounts) Pipeline quantity & quality • Vertical Monthly forecast quality • NPS • Share of wallet in named accounts
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• Define and continuously evolve retail operating standards, playbooks and best practices across the end-to-end customer journey. • Establish the governance, audit and compliance frameworks required to ensure consistent execution across all retail locations. • Own the retail performance management framework, including KPIs, scorecards, reporting and business review cadences. • Identify performance gaps and lead initiatives that improve conversion, productivity, customer experience and operational efficiency. • Build and execute the retail capability strategy, including onboarding, certification, leadership development and continuous learning programmes. • Lead retail readiness and adoption for new products, services, systems, customer journeys and business initiatives. • Act as the voice of the retail, translating frontline insights into operational improvements and strategic recommendations. • Partner with market leaders and cross-functional teams to drive a culture of accountability, continuous improvement and execution excellence.
Responsibilities: • Define and continuously improve the end-to-end commercial operations framework supporting the customer purchase journey. • Establish operational processes, controls and governance standards covering orders, payments, financing, trade-ins, pricing execution and customer escalations. • Lead the design and implementation of scalable operational workflows that support growth across direct, agency and distributor markets. • Own operational readiness for new markets, products, services and customer journey initiatives. • Establish exception management, approval and escalation frameworks to ensure effective management of non-standard scenarios. • Ensure operational compliance with regulatory, tax, legal and market-specific requirements across Europe. • Identify operational inefficiencies and lead continuous improvement initiatives that improve customer experience, speed and accuracy. • Partner with functional leaders, market teams and global stakeholders to ensure commercial operations support business objectives and customer expectations.
Responsibilities: • Define and continuously evolve the operating models, standards and governance frameworks for Agency Partners and National Sales Companies across Europe. • Own partner governance, including decision rights, compliance, operating reviews, escalation management and risk mitigation. • Establish and govern customer ownership, lead management, opportunity management and attribution principles across partner-operated channels. • Lead operational readiness, onboarding and deployment activities for new partners, markets, products, services and business initiatives. • Ensure successful implementation and adoption of systems, tools, processes and customer journeys across partner-operated markets. • Build and execute partner enablement programmes, including training, certification, communications and operational support. • Own partner performance management through KPI frameworks, business reviews, audits, compliance assessments and corrective action plans. • Drive continuous improvement across partner channels to improve commercial performance, operational efficiency and customer experience outcomes.