Senior Account Manager - Industrial Automation

Responsibilities

• Responsible for the customer relation, customer communication, the content of the quotation, T&C, pricing (within boundaries of SEA)
• Execute actions to achieve product Industrial Measurement and Control (IMC) AOP order and revenue. Target key account and new account development / vendor approvals / demand generation/spec management to get competitive advantage / new product launch
• Manage opportunity pipeline and individual opportunities in SFDC (Salesforce.com)
• Develop basis of design: Validate the customer's request & needs, complete and validate the missing information in the inquiry through historical knowledge and customer clarifications
• Position cross IMC portfolio when the opportunity arises.
• Provide pre-sales and post-sales support to resolve product line related internal challenges and drive customer satisfaction by escalations / resolutions.
• Pull opportunity through the sales cycle, negotiations, internal checks, internal escalation processes, Commercial and legal review of order/contract, through booking and handover to CC (Customer Care)
• Follow up on payments/invoices is by finance/ CC, but sales plays a role in problem resolution when payment issues are being escalated.
• Provide SIOP forecast (ideally 12 month outlook) for his accounts.
• Help understand market dynamics (Macro, competition, customer buying behavior, win-loss, new product ideas, etc.) to improve overall win and margin rates.
• Actively participate in go to market, channel selection criteria and Ensure that the sales channels to the market, both direct & indirect, are fully capable to deliver this value proposition effectively to the customers.
• Work very closely with other strategic business groups (SBG), Deep dive and analysis of top customers order / margin trends, project and run rate pipeline analysis on a monthly/quarterly basis, to determine further growth opportunities;

Education / Qualifications:

• Minimum an Engineering degree in relevant field of expertise – Ideally Field Instrumentation
• Around 10 years overall experience out of which recent 5 to 6 years of product sales and technical support experience;
• Proven track record in dealing with multicultural business environment.
• Strategic and tactical mind set with passion of Sales & networking skills;
• Ability to manage, lead, negotiate & finalize large value deals; with thorough understanding of contract terms.
• Experience in industrial technology sales, application selling, consultative selling.
• Experience in doing business with channel partner, contractors and end usets for various vertical markets like predominantly in Oil& Gas and Power, Water, Chemicals, Metals etc is added adavantage
• Ability to develop and execute strategic pursuit plan;
• Solid sales pipeline management skills;
• Ability to effectively work within a CRM structure;
• Excellent written skills and presentation skills with proficiency in English Language.