Segment Manager - Direct Sales

Job Title / Role: Segment Manager Direct Sales

Organization: Lead Country South Africa

Location: KZN or WC or Midrand South Africa

Reporting Manager: Country Business Unit Head

Mission/Function of the role:

Ensures the implementation of the sales strategy, guidelines and targets in selling assigned products, services or projects to customers, in the Industrial and Infrastructure segments, who use Siemens products directly or indirectly, in the course of their own investments, in order to increase sales and to achieve defined commercial targets, by driving development and implementation of the SI EP portfolio in Industry and Infrastructure.

Responsibilities of the role?

• Candidate will be required to lead the segment of Direct Sales/Named Accounts, which is responsible for taking care of the different accounts linked to Panel Builders, SINOVA Partners, SIVACON Partners, Distributors etc.
• Candidate will be responsible for all Business Development activities for Low Voltage Switchgear in this segment, as well as other segments as directed, from time to time.
• Candidate will be required to perform long range strategic planning, analysis and prepare summaries, and/or perform operational activities enabling the exploitation of opportunities in the Industrial and Infrastructure segments.
• Candidate will be responsible for awareness creation at the above-mentioned customer groups, driving specification to include Siemens SINOVA as a product of choice.
• Candidate will have to establish a SINOVA Partner / Distributor network serving the Industrial and Infrastructure segments in their region of responsibility, as well as others regions, as and when directed to do so.
• Region of responsibility will include South Africa, SADC, West and East Africa.
• Candidate will have to generate and lead bid opportunities utilising your area of expertise that may be bid and sold to contribute to a strong Sales pipeline and facilitate meeting our sales targets, using knowledge of the industry and customers, resulting in substantial sales funnel.
• Candidate will have to perform project coordination in assigned projects and supply information for the development of new strategies by ensuring an effective transfer from acquisition and sales to project implementation.
• Candidate will have to complete market and business research as well as competitor analysis in relation to the SINOVA Product Portfolio.
• Candidate will have to support team members by focussing on the entire Lead Country South Africa bundle, covering the SADC, East and West Africa.
• Extensive travel into the above-mentioned regions is required.
• Candidate will have to develop a framework for Sales, Support and Services, together with IAA (India, ASEAN and Africa) Regional Management.
• Candidate will be responsible for driving development and implementation of the Partner network and framework in South Africa, and on the African Continent.
• Candidate will have to seek, farm, and appoint Industry and Infrastructure Partners, together with Smart Infrastructure Partner Management, using the Siemens Partner Management tools such as Partner Development Plans, Onboarding assessment tools, SieSales, Revenue tracking, etc.

What do I need to qualify for this job?

• Degree or Diploma in Electrical Engineering, with a business qualification/degree being an added advantage.
• An excellent understanding of the Infrastructure segment, role players, channels, product portfolio etc.
• Ability to lead virtual project team to a successful implementation across countries.
• Excellent intercultural skills to cooperate with country and partner Managers various countries.
• At least 10 years work experience, with 5 years minimum in a business/sales/channel development role.
• Previous experience working directly in or with a channel sales organization/business essential.
• Strong interpersonal skills.
• Excellent presentation and communication skills.
• Proven negotiating skills.
• Team player, able to juggle multiple work-streams with matrix resources and goals in a dynamic, growing company where cultural change and matrix organization is a norm. Candidate should be flexible and adaptable to changing requirements.
• Project/program management experience beneficial.
• Strong business and finance acumen.
• Market analysis/Marketing competence.

Critical Success Factors

• Personal drive and commitment.
• Ability to work unsupervised or micro-managed. Candidate should be a self-starter, be results oriented and have a strong intellectual curiosity.
• Teamwork and outcomes-based interaction with colleagues.
• Take on leadership roles and responsibilities.
• Ability to work extremely well under pressure and still be driven to achieve results.
• Am excellent understanding of what is expected of them, and putting in place strategies, goals and tactics to achieve and surpass expectations.
• Able to thrive in a fast-paced, global sales environment.

About the Position:

• As part of the India, ASEAN, Africa Development team, the successful candidate will be required to engage with Regional Management, taking the lead to drive strategy across the African continent with particular focus on the Infrastructure segment.
• Deliver strategic insight on changing market conditions; generate disruptive new sector opportunities addressable by the partner; identify white-space and other opportunities for additional partner capacity.
• Monitor the partner market context and strategic opportunities addressable by partners, including market dynamics, growth/investment areas and clusters to identify strategic and disruptive business potential in the territory for all or specific partners.
• Apply understanding of the partner competencies and "DNA" to help the partners to determine their potential for portfolio expansion.
• Advise Partner Managers/Directors/Sales Management on territory opportunities and specialization for partners.

Our culture:

Our culture embraces different perspectives, open debate, and the will to challenge convention. Change is a constant aspect of our work. We aspire to lead the change in our industry rather than just react to it. Thats why we invite you to take on new challenges, test your ideas, and celebrate success.

The companys approved Employment Equity Plan and Targets under the Employment Equity Act will be considered as part of the recruitment process. As an equal opportunity employer we encourage and welcome people with various disabilities to apply.

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