Vertical Focus Sales

2 weeks ago

Thāne, Maharashtra, India Siemens Full time
About the role

  • Get started on an exciting career in the Sustainability business in Siemens
  • Siemens' solutions are shaping the market with innovative sustainability technologies. We are dedicated to driving an open and accessible market for Demand Side as well as Supply side solutions with a view to implement a Smart Sustainability Program for our customers to enable reduction of operating cost, reduction of electricity/ fuel consumption and to have an overall reduction of Carbon footprint.
  • Interested in technology that advances our communities and enables a cleaner, more efficient environment? Interested in gaining exposure to developing the systems and smart solutions that keep cities growing, businesses flourishing and people safe? Start your career with some of the brightest minds in the industry.
  • Role Overview
  • Siemens' Energy and Performance Services (EPS) aims to run endtoend Smart Sustainability Program through solutions in Cooling systems (HVAC, AHUs), Heating systems (Heat pumps, boilers, etc), Microgrid technologies, energy storages, renewable energy solutions, EV charging solutions, etc for commercial & industrial customers. This Sales position will be based out of Kalwa (Navi Mumbai) or NCR focusing on preparing EPS project offers based on Siemens Guidelines. This position will work closely with EPS Solution development and other functions such as Operations, procurement, services, finance, etc and manage the vendor offers centrally to bring in commonality and building robust vendor base for most optimum cost.
  • Responsibilities
  • Generate leads for potential customers through directly connecting with the customer or through internal relationship with other business within Siemens.
  • Decide on suitable approach i.e. top down or bottom up to ensure that the all relevant stakeholders are convinced with the solution and drive the topic across customer hierarchy.
  • Involve solution development, finance, commercial, procurement, operations, service functions at the right time with a view to address all open points with the customer and submit offer to the customer as early as possible.
  • Managing customer relations as single point contact for the customer for such sustainability projects throughout lifecycle
  • Develop Vertical based knowledge and determine actions and get more focus on developing synergies with customer.
  • Identify more and more opportunities within same plant or other plants with same customer and similar plants for other customers through the vertical focus approach.
  • Conduct value based solution sales; Endresult oriented sales that delivers value to customer with agreed energy performance and delivery requirement.
  • Business solutions including the retrofit, repair, and modernization of a facilities infrastructure with focus on energy performance and efficiency.
  • Development of comprehensive proposal that includes technical solutions, BOQ, costing, financial solutions, overall cost savings and payback/ROI calculations.
  • Conducting presentation and contract negotiation for mid to large energy performancebased contracting.
  • Daytoday responsibilities include:
  • Connecting and building relationship with existing and new customers or channel to create strong enquiry base.
  • Energy salesperson likely to require writing concise reports summarizing results and justifying conclusions or writing proposals for future work to create a healthy sales funnel.
  • Salesperson needs to be highly numerate/analytical and enjoy working with a large amount of data to see opportunities to create value for the customer.
  • Good communication skills are vita l in this role, as well as the confidence to ask questions and drill down for answers in environments where you may be unfamiliar with multiculture operations or other staff.
  • A logical mind is essential, as well as the ability to figure out not only theoretical solutions, but also the practical implementation and outcomes of those solutions in existing buildings/ infrastructure.
  • Coordination and collaboration with sales, solution development team, procurement team & project management groups,
  • Understanding the customer requirements, reading specs by Solution Development team and user documentation,
  • Taking offers from various vendor / partner ecosystem for the products, equipment, and control devices as designed
  • Configuring the right controllers, sensors, meters, etc from a robust instrumentation and automation point of view
  • Preparing the sales calculation and offer letter,
  • Evaluating the project risks and opportunities,
  • Coordination of subcontractors and suppliers/ vendors for site visits to enable them to provide the most optimum offers,
  • Engaging with the operations team during order execution to reduce cost overruns
  • Engage with the various Siemens cross divisional businesses to line get the best pricing for internal solutions
  • Required Knowledge/Skills, Education, and Experience
  • Bachelor's degree fro

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