Key Roles and responsibilities:
1.Responsible to meet AOP target for LOB by driving the regions for HPS-Service Sales/Solution Sales, deliver AOP sales Target, Pre-Sales activity, preparation & submission of techno commercial proposals and all sales activities to existing install base customers. This can include but not limited to AMCs, Spares, Migrations, Add-ons, Cyber security and other BTIs as guided by Sales Director and LOB leader.
2.Keep a track of HPS Install base with early engagement & identification of opportunities; pipeline development. Opportunity management, and Forecast accuracy in meeting AOP target.
3.Techno-Commercial understanding of proposals, Clear Value Proposition for the Solution to the customer. Creating Account Plan & sales strategies for all key pursuits by working closely with the LoB Leader, P&E, Sourcing team and regional Services team.
4.Lead the complete sales process right from opportunity creation & offer submission to the participating negotiations & order closing and booking.
5.Know-how of Tendering process & should have managed tendering for PSU’s
6.Work on continuous enhancement of solution to drive competitive differentiation. Spec-in Honeywell technical advantages & competition price loaders & disqualifiers in the RFQ by working closely with Vertical leaders & Technical consultants.
7.Should have followed Sales process Compliance, Siebel / SFDC, TAS Plan; Win-Loss MIS and Siebel Database management
Key Skills required:
-Have a broad and defined idea about the DCS and Process Automation for O&G Business / Market in India.
-Understanding & experience Solution/Service Sales for customers in R&P, O&G, Chemicals, Pulp & Paper, Power.
-Technical R&O analysis from scope and solution point of view.
Qualification:
– Minimum 10 + years of Service Sales experience in Distributed Control System (DCS), O&G/R&P/Power Process Automation & Service Solution offer selling.
– BE in Instrumentation preferred
-MBA from a reputed Institute preferred
–BE in Electrical/Comm can be considered
– Similar Industry experience - O&G, Chemicals, R&P, EPC, Terminal Automation (Preferred from Emerson, Invensys, Rockwell, ABB, Siemens)