Head of Sales - PSDO REW WA Sub-region at Siemens

Job ID: 94184
Location: Lagos, Nigeria
Job Family: Sales
Organisation: Power Generation Services
Experience Level: Experienced Professional
Job Type: Full-time

Job Description

• The Siemens Power Generation Services Division offers a broad spectrum of innovative products and services, to enable our customers within the utility, oil & gas, and industrial processing industries to achieve high reliability and optimal performance of their rotating power equipment.
• In addition to our conventional services we offer Digital Services that enable customers to create new business models and manage their risk, improve their performance and ultimately increase their profitability.

About the Role

• The Head of Sales will lead the order winning function for the REW West Africa sub region, creating and implementing strategies to further develop the REW WA sales and marketing capability as well as engaging and inspiring the team.

Key responsibilities

• To lead a team of Client  Managers/ Sales Managers to meet regional bookings target, maintain client relationships and develop client strategies
• To manage the efficient and effective allocation of Client Managers/ Sales Managers resources for clients and key opportunities
• To promote and develop the sale of power services products and services to all West African sub-region customers.
• Monitor and achieve bookings sales targets
• Report competitor & market activity information
• Report client feedback and suggestions on how best support execution of work and in order to maximize future bookings & profitability
• Develop customer specific strategies to maximize growth
• Defines and ensures implementation of sales strategy, policies and guidelines, in line with the overall business strategy in the West Africa sub-region
• Ensures accomplishment of strategic market research and key customer surveys to identify respective strategic business opportunities.
• Ensures effective sales setup capitalizing synergies in collaboration within and across Siemens units (i.e. aligned setups, aligned processes, aligned incentive schemes, etc.
• Ensures an effective sales organization and infrastructure to foster cooperation with other parts of the value chain (i.e. service operations, project management, field service etc.)
• Work closely with the sub-regional director on budget target agreement for the west Africa sub-region
• Ensures training and development of Client Managers/Sales Managers across west African sub-region and monitor retention
• Acts as ultimate point of escalation to solve mission critical issues and problems for Client Mangers/ Sales Mangers in conjunction with respective country divisional Leads
• Develop customer specific strategies to maximize market share in respective territories
• Ensures the update and the Quality of the data in the corporate CRM tool (SFDC)
• Member of PSDO West Africa leadership team
• Lead the Client Management team to optimize bookings and monitor that client relationships are being maintained effectively
• Supervise key tender bid projects and initiatives; actively monitor and contribute to the LoA process
• Submit monthly sales report to management
• Support business sales and financial planning
• Develop strategic initiatives to support business growth
• Professionally manage assigned territory to achieve identified, key objectives which are:
• Achieve bookings targets
• Pro-actively promote and sell power services products and services by visiting customers on a regular and planned basis
• Provide feedback and direction on all matters of: opportunity, competition, loss, change, problem of market intelligence and strategy for territory
• Maintain good records for territory, of its present and prospective customers. Also records relating to power services competition and their activities
• Develop strong, long-term, business relationships with customers
• Manage designated territory agents/ representatives (where applicable)
• To prepare and present professional presentations to customers relating to Product Services to customer management and staff
• Support Client Managers / Sales Managers to discuss, negotiate and finalize proposals with customers
• Act as single point of contact when required on difficult company problems with customers to co-ordinate complex customer problems internal and external
• Promote and organize customer visits to customer facilities
• Provide advice / assistance to credit and collection, marketing and completes sales
• Develop and maintain a detailed sales plan
• Utilize Power Generation Service software’s including Sales Force.com and any other applicable applications to monitor sales funnel and client manager/ sales managers performance metrics in line with agreed sales target
• Conduct PMP and employee development for direct reports.

What do I need to qualify?
Knowledge & Experience:

• Technical knowledge of Rotating Equipment, Reciprocating Compressors, Gas Compressor Engines & Gas Turbines
• Market knowledge
• Good commercial acumen and knowledge of contractual terms
• Entrepreneur mind set

Personal Qualities/Competencies
Communication:

• Articulate
• Assertive
• Influential
• Knowledgeable and informed
• Not afraid to use initiative
• Developed questioning technique
• Listening Skills
• Encourages feedback – gets feedback
• Problem solver
• Decisive

Energies:

• Enthusiastic
• High Stamina [resilient]
• Self-motivated
• Positive
• Achiever - Results oriented
• Passionate about product and role
• Sense of humor
• Ability to ‘bounce back’ quickly after setbacks
• Thrives on challenges

People:

• Leader
• Team player
• Resourceful
• Confidential – builds integrity and trust
• Empathy
• Personal service philosophy (customer and colleagues)
• Intuitive
• Friendly and personable
• Comfortable with managing cultural differences

Self-Management:

• Likes variety
• Can manage a variety of tasks
• Manages tight deadlines
• Doesn’t need a Manager on their shoulder
• Drives personal development to deliver career aspirations
• Thirst for knowledge
• Results Focused
• Measures and monitors personal goals
• Manages meetings with clear objectives & outcomes
• Flexibility – prepared to travel anywhere at very short notice
• Eye for detail

Commercial:

• Numbers management (quick thinker)
• Visionary – sees the ‘bigger picture’
• Business aware
• Knows how to protect margin and grow revenue relative to role
• Data rational

Qualifications

• Degree in Engineering or Business Management related field
• 15 years of work experience and above in rotating equipment service or related business.
• Understand and speak French Language will be an added advantage