Job Description

Sr Account Manager - Services Sales
Service Solutions Sales - Kolkata

Key Roles and responsibilities:

1. Responsible to drive Region-wise HPS-PAS/LSS Sales, deliver AOP sales Target, Pre-Sales activity, Submission of techno commercial proposals and concept selling to the customers.
2. Keep a track on market environment including active competitors in order to attain prospective Account/Customer. Early identification of opportunities; Pipeline development. Opportunity management and Forecast accuracy in meeting AOP target.
3. Techno-Commercial understanding of proposals, Architecting differentiated and competitive solution, clear Value Proposition for the Solution to the customer. Creating Account Plan & sales strategies for all key pursuits by working closely with the LoB Leader, P&E , Sourcing team.
4. Lead the complete sales process right from opportunity creation & offer submission to the participating negotiations & order closing.
5. Know-how of Tendering process & should have managed tendering for PSU's
6. Work on continuous enhancement of solution to drive competitive differentiation. Spec-in Honeywell technical advantages & competition price loaders & disqualifiers in the RFQ by working closely with Vertical leaders & Technical consultants.
7. Should follow Sales process Compliance, Siebel, TAS Plan; Win-Loss MIS and Siebel Database management

Key Skills required:

- Have a broad and defined idea about the DCS and Process Automation Business / Market in Kolkata, India and preferably the Eastern region.
- Thorough Knowledge about the Terminal Automation Business in a particular region India and Preferably Eastern
- Understanding & experience in O&G, Chemicals, R&P, Pulp & Paper, Power, Terminal Automation;
- Competitive intelligence / Cost-Modeling, Solution optimization.
- Technical R&O analysis from scope and solution point of view.
- Improve Sales Efficiency. Win- Loss Analysis, Working Experience in Seibel, Opportunity Management, TAS Plan, measurement of conversion rate & Improvement plan.

Qualification:

- 8-15+ years of relevant experience in Process Automation & Solution selling.
- Similar Industry experience - O&G, Chemicals, R&P, EPC, Terminal Automation(Preferred from Emerson, Invensys, Rockwell, ABB, Siemens)
Job Function: Sales

Education Level: Bachelor's Degree

Travel: Yes, 50-60 % of the Time

Relocation Tier: Yes

YOU MUST HAVE

• Bachelor's degree, or equivalent. Some experience in the field.

• Significant experience in a Sales/Account Management related field
• Excellent communication skills
• Ability to influence at varying levels across the organization
• Ability to handle multiple priorities and navigate in a highly matrixed environment

• Category: Sales
• Location: 12F, Godrej Waterside DP5, DP Block, Sector, Kolkata IND
• Exempt