The Role
Manage and grow key customer relationships, develop account strategies, drive consultative sales and large project engagements, and negotiate commercial terms. The role requires cross-functional collaboration, customer and stakeholder engagement, accurate forecasting, strategic planning, and translating industrial automation solutions into business value. Extensive travel is required, with a focus on customers and partners in the West Region across industries including oil and gas, renewables, power, chemicals, and mining, metals, and minerals.
Summary Generated by Built In
Responsibilities
- Manage and grow relationship with Key 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 preferably in West Region.
- Qualification: BE Electronics / Instrumentation or equivalent, MBA/ Equivalent would get preference.
- Customer Relationship Management: Strong connect with customer, EPC, Consultant in West Region, 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.
- Extensive travelling involved in this role.
We Value:
- Sale Growth from New Accounts, existing accounts, consultative sales, strategic partnerships with EPC, consultants etc .
- Ability to Expand into new verticals and 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.
Skills Required
- 10–15 years of experience selling industrial automation solutions
- At least 3–4 years managing key customer accounts and large accounts directly
- BE in Electronics, Instrumentation, or an equivalent qualification
- Strong customer, EPC, consultant, and CxO-level relationship management experience in the West Region
- Experience developing account strategies, sales plans, and strategic roadmaps
- Strong contract, proposal, techno-commercial negotiation, and consultative selling skills
- Experience with DCS, PLC, SCADA, IoT, industrial OT cybersecurity, Historian, APC, OTS, and asset management solutions
- Industry knowledge across oil and gas, renewables, power, chemicals, and mining, metals, and minerals
- Experience driving large projects, programs, digital transformation, and opportunity development
- Ability to analyze competitors and industrial market trends
- Cross-functional collaboration with engineering, operations, proposal, and functional teams
- Experience using CRM and Salesforce tools
- Extensive travel availability
- MBA or equivalent qualification
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The Company
