Manage and grow strategic customer relationships, drive consultative automation sales, develop account and growth strategies, and lead large project engagements. Responsibilities include CxO-level relationship building, negotiations, proposal support, forecasting, customer decision-process alignment, cross-functional collaboration, competitive analysis, and translating industrial automation solutions into business value across sectors such as oil and gas, power, chemicals, and renewables.
Responsibilities
Roles and Responsibilities:
- Manage and grow relationship with Key Customer Customers and drive sustainable sales growth.
- Drive Value based Consultative engagements ensuring solutions align with customer’s needs.
- Drive Sales plan through large project engagement, align with customer investment plan, long term program and account planning.
- Drive cross-functional alignment to support customer sales and decision process, participating in sales pursuit strategy planning, executing product demos, assisting proposal team in right and fast commercial offerings, supporting customer negotiations, order conversion with forecast accuracy.
- Charting out a clear path for achieving the business growth, strategic planning for long term engagement with key stake holders.
Key Experience & Capabilities:
- Strong background in industrial Automation with 10-15 Years’ Experience in Automation selling and with minimum 3-4 years of experience in managing key customer accounts and handling large accounts directly.
- Qualification: BE Electronics / Instrumentation or equivalent, MBA/ Equivalent would get preference.
- Customer Relationship Management: Build trust-based partnership with key customers, establish CxO level connect.
- Sales Growth: Develop Account strategies to achieve annual target. Strong ability to negotiate contracts, proposal and Techno-commercial terms.
- Have experience in Automation Technology (DCS, PLC, SCADA , IoT , Cyber OT Industrial Software Solutions like Historian, APC, OTS, Asset Management etc).
- Have industry domain knowledge and exposure in various verticals like Oil & Gas, Renewables. Power, Chemicals, MMM etc.
- Strategic Planning: Account planning, Align with customer vision, Opportunity development, drive digital transformation, Ability to drive large projects and program,
- Market Intelligence: Ability to analyses competitors offering and industrial trends and provide customer insight in positioning right solution.
- Cross Functional Collaboration: Strong ability to work as team and collaborate with Engineering, operation, Proposal and with functional team.
- Experience in developing strategic roadmap & Consultative selling , negotiation expertise, Ability to translate Technical solution into business value.
- Experience with CRM and SFDC tools.
We Value:
- Sale Growth from Key Accounts
- Experience collaborating across departments internally.
- Ability to influence and communicate at all levels.
- High business acumen & technical aptitude.
- Excellent interpersonal and communications skills with strong persuasion, influencing abilities and credible confident presence.
- Motivated self-starter who enjoys a dynamic environment and seeks the challenge of winning in a rapidly changing marketplace.
- Ability to manage Customer Satisfaction and retention.
- Ability to Expand into new verticals and accounts.
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