Job Description: Sales Director for Turkey & Central Asia
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Purpose of the job |
Analyze, advise and/or implement solutions in the field of Sales, by which specialist knowledge and advisory skills are utilized in order to use and develop (improve) the Sales Management concept as a clear trademark for our customers. From his extensive network, he brings in new leads and orders.
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Characterization |
Communicate with the client on tactical and operational level (e.g. overcoming resistance, managing expectations, training and coaching client staff) with the objective of Contribute to commercial initiatives. Furthermore contributes to lasting change by securing the processes/methods/solutions in the clients’ organization.
The Sales Director is a valued sparring partner for line managers and subject specialists at the client and operates independently within agreed frameworks.
- Can translate client questions to concrete (operational) solutions, utilizing existing expertise.
- Prepares a project plan including desired results and financial aspects. Checks the soundness of the plan with the assigned staff before it is presented to the client.
- Executes the solution or co-ordinates as project leader (e.g. change route or implementation) Is able to manage own work stream on the various aspects of project management.
- Communicates with the client on tactical and operational level (e.g. overcoming resistance, managing expectations).
- Has an active role regarding Knowledge Management and “product groups” so that new insights and products are available and can be further developed for following projects.
- Contributes to commercial initiatives.
- Acquires leads and new orders at existing clients.
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Tasks/responsibilities |
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1. Expertise |
- Advise the client through knowledge of one of the specialisms (practices)
- Identify and analyse clients’ need and advise on solutions and/or implementations
- Deliver provable and successful end products / services in accordance with client (quality) requirements
- Contributes to Knowledge Management and Product development by actively working on ‘bringing, securing or spreading knowledge’.
- Actively participate in development of the knowledge platform and competence centers
- Contributes to Knowledge Management and Product development by actively working on ‘bringing, securing or spreading knowledge’.
- Has developed considerably broad or deep knowledge of one of the specialisms.
- Delivers solid work products based on comprehensive analysis of both obvious and less perceptible issues.
- Is starting to proactively create, secure and share knowledge.
- Plays an active role in “product groups” and Knowledge Management.
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2. People Skills |
- To communicate (verbal and written) and operate effectively at tactical (middle management) level or higher
- To communicate (understanding, influencing and motivating) to manage expectations and create acceptance, through which results can be achieved
- Build constructive relationships with others and keep in touch with the client, also after finishing the project
- Convey knowledge and expertise to the client, for example by means of training and coaching, with the aim of securing knowledge in the client organization.
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3. Entrepreneurship/ Accountability |
- Take responsibility to deliver on target on time (within budget) to the client or project manage
- Bring in leads from his/her network (Consultative selling) and plays an important role in selling repetitive business for clients by means of high quality delivery.
- Share information (internally and externally) about products and services that can lead to exposure and/or new solutions for clients and know the latest developments within his/her practice/sector
- Meets minimum (individual) objectives regarding productivity and sales targets.
- Actively and independently follows up on leads and new orders by equalizing the value proposition of Siemens to client’s need.
- Co-operates on writing and shaping proposals/ solutions, co-ordinates timely delivery of essential information.
- Is able to manage independently own workstream on the various aspects of project management.
- Carries responsibility for large parts of the budget of the project (-phase) he/she is leading/working on.
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4. Leadership |
- Show the capability to keep a clear overview and to coordinate or direct the necessary activities and people
- Show (in projects) a high degree of autonomy and acts successfully within agreed frameworks
- Presents him/herself and Siemens in such a way that he/she is seen as (the necessary) expert/sparring partner in the field of Sales Management Solutions
- Works with limited supervision: Takes own initiative, follows work plan and checks progress against objectives.
- Plays an active part in defining the scope of the project and preparing the project plan.
- Focus is also on coordinating activities/ processes and people regarding analysis and implementation of the solution.
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Skills |
Education
- Holds a Bachelor/Master’s degree in one of the technical sciences.
Experience
- In principle a minimum of 15 years of relevant working experience.
Knowledge field experience
- Has relevant knowledge in Sales Management. This knowledge is obtained during study and/or from earlier working experience.
- The consultant C possesses basic consultancy skills and begins to focus his/her learning toward an area of specialization. He/she can operate independently as a project leader within agreed framework.
- The Sales Director handles more complex client questions for which a standard solution is not always suitable. He/she actively and independently follows up on leads and new orders.
