西门子Head of SI Sales Excellence

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

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

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1. Develop clear and practical standards and processes for issue responsibility, including rider service management and rider appeals. Continuously promote online and automated solutions to reduce order and customer losses caused by delivery issues, and improve the accuracy and efficiency of problem handling. 制定科学判责标准及流程规范，包含骑手服务管控、骑手申诉等能力建设，并持续推动线上化、自动化的解决方案落地。一方面，降低因为交付异常导致的订单损失、客户损失的发生概率；一方面，提高异常问题处理的准确度和效率 2. Take responsibility for fulfillment-related service quality indicators, solve or reduce the top incoming issues. Responsible for fulfillment-related service quality metrics, solving or reducing the top incoming issues. Optimize fulfillment service processes, such as designing the return process for undeliverable orders by riders, and moving the handling of delivery disputes among users, merchants, and riders online and towards automation.对履约相关的万服指标负责，解决或降低进线top问题。优化履约服务流程，如骑手无法送达返还流程设计、用户/商家/骑手交付矛盾处理线上化、自动化等 3. Create execution standards, process mechanisms, and product operation tools for experience management. Make sure frontline teams can easily understand and follow them, and reduce CPO (cost per order) by improving service experience.输出体验管控相关的执行标准、流程机制、产品运营工具。确保需前线落地的内容可理解、可执行，通过提升体验的方式来降低CPO 4. Based on cultural differences and common features of service delivery in different countries, set up service standards and rules for riders, merchants, and users. Design suitable solutions and build connections with B-end, C-end, and customer service teams to improve the overall service experience.基于各国文化差异性和服务交付流程的共性，建立骑手/商家/用户服务标准及约束，设计适配方案，与B端C端、客服等部门建立联动机制，改善服务体验 5. Work with internal and external resources to support rider equipment asset management, usage checks, and new equipment development in different countries and regions. Ensure riders can work smoothly and help build a positive brand image for keeta.联动内外部资源，负责支持不同国家和地区的骑手装备资产管理、使用检核、新装备开发。一方面确保骑手正常工作，一方面对keeta的品牌价值产生正向作用