Sales Manager

Mission
of
Function
The Sales Manager is essentially responsible for correct implementation of the sales and marketing strategy in VAP / RSL channel defined by the business unit with a view to attaining a defined Regional sales target with accurate forecast

Dimensions
of function
Acheive yearly Regional sales revenue target for the Business unit through VAP / RSL Channels                                                                                                                     Support VAP and Distribution Channels in their resepctive regions for all techno commercial requirements                                                                                                     Joint visits along with VAP/RSL channel to the decision makers                                                                                                                                       

Contacts
(internal /
external) 
Internal:  Segment heads, Sales Managers, sales Engineers
External: All relevant employees in channel organization, especially customer decision makers, consultants

A r e a s   o f   R e s p o n s i b i l i t y   /   T a s k s

Priority
What  -  How  -  Why

1
To support in implementing effective Solution partner and Distribution partner program in the region 

2
To establish, maintain and improve on meeting the needs of the VAP/RSL Channel and End customers   in the region and support for all techno commercial needs

3
Ensure to reach the assigned yearly Regional Sales targets (e.g Order intake & Sales revenue) targets with unique forecast month after month

4
Achieve timely forwarding of Sales funnel review formats, Daily call report  and OV/TO Tracking formats on 1st working day of the month for review before Monthly Sales Review Live Meetings with Segment Heads

5
Attend the monthly sales review meeting and provide unique forecast of OV/TO & Collection projection in line with Region targets for the month

6
Achieve Accurate projection of Hit List Projects in sales funnel which are potential orders for the month and highlight the support required to close the project

7
Achieve timely inovicing of Sales orders booked with reference to the Lead time of the product and acheive the forecasted sales revenue taget for the month

8
Achieve timely collection as per the collectable outstanding for the month with VAP/RSL Channels and achieve the forecasted monthly collection target

9
Make scheduled monthly visits to Key consultants and closely work on Specifying  Siemens products & system portfolio for the upcoming projects and share the lead with VAP/ RSL Channels

10
Make scheduled monthly visits to Key Installers and End users with RSL Channel and work closely to improve the Hit Ratio and support for all the techno commercial needs 

11
Make scheduled momthly visits to VAP/RSL Channel and get feedback on on going projects and upcoming projects and share the same in the sales funnel, develop strategy to provide best possible support to the channels and create a Win-Win situation

12
Support development of Prospective VAP/RSL channels in the Region and provide presales and Design support during initial stages to make them familiarize with BP Fire Portfolio

13
Provide Product selection and support for usage of software tools like HIT, Easy VASP and technical application assistance to VAP/RSL Channels

14
Provide input for regional market intelligence and acquire knowledge on Competitors product portfolio and market share and share the same with Product Manager and Segment Heads

15
To build, motivate, develop, coach and  train sales engineers with the correct skill sets, ensure proper assignment of work to sales resource and proper job review inputs

16
Support negotiation with Partners, customers and close the sales as and when required

17
Share the best practices adopted by the Regional VAP/RSL channels and strategy devised to bag the order with other BP Regional sales team on case to case basis

18
Ensure that all decisions are taken are in line with applicable guidelines and neccesary Approvals

19
Achieve atleast 90% score on Products & systems Competency check and ensure to have the sales resource are up to the required competency levels

20
Identify internal and external training requirements for Selg and Regional sales resource and support in execution of the same.

21
Propose and participate in personal skill development programs

22
Support in implementation of marketing activities as and when participated

C  o  m  p  e  t  e  n  c  i  e  s:  Sales Manager

Techniques (Technologies / Methodologies / Professional Knowledge)

Product & Systems knowledge
Knowledge of BP Fire products, Cerberus DMS, Product USP's and sales Arguments with competition                                                                        

Product portfolio strategy
Know to understand the product portfolio strategy, Product Phaseout strategy and relevant standards applicable for Fire Products

Customer knowledge incl. customer's key processes
To know the customer's organization and its Sales,Presales, Comissioning resource along with technical & financial decision makers

Market trends & Competitor knowledge in SI-BP Fire Products & system portfolio,To know the regional economic trends, market size of relevant regions and the regional market share of competitors
To know general technology trends/standards

Selling techniques
To know e.g. value selling methods
To know presentation techniques
To know how to create new requirements 

Knowledge of internal business processes of Siemens
Knowledge of the SI-BP-India organizational structure, incl. tasks, functions and people, the main processes and their interrelation

Proposal Management
To know how to understand customer's needs, processes and requirements
To know how to transfer specification into solution
To know how to offer alternative products in case of non existence of the range of products in portfolio

Business Planning
Knowledge of planning/forecasting to meet the Regional sales targets

Commercial knowledge
Knowledge of local sales rules & regulations
Knowledge of commercial and Logistics aspects

Leadership & motivation methods & tools
To know how to set and evaluate targets in order to align with the goals of the Business unit
To know how to develop & manage a cross-functional/cross-regional team

Negotiation & communication methods
To know how to work in an intercultural environment
To know how to develop clear strategies
To know how to focus on a target

C  o  m  p  e  t  e  n  c  i  e  s:  

Techniques (Technologies / Methodologies / Professional Knowledge)

IT-tools
To know how to handle needed applications and how to get data to serve different purposes

English & language of customer
To know how to speak, understand and communicate clearly & effectively in business language incl. technical product language in different situations such as presentations, internal communication, negotiations, customer meetings.

Compliance
To know the Business Conduct Guidelines and applying them in day to day work