SALES MANAGER – RI

Siemens Mobility is a separately managed company of Siemens. As a leader in transport solutions for more than 160 years, Siemens Mobility is constantly innovating its portfolio in its core areas of rolling stock, rail automation and electrification, turnkey systems, intelligent traffic systems as well as related services. With digitalization, Siemens Mobility is enabling mobility operators worldwide to make infrastructure intelligent, increase value sustainably over the entire lifecycle, enhance passenger experience and guarantee availability.

Mobility Management, Turnkey Projects & Electrification, Mainline Transport, Urban Transport and Customer Services. They have the know-how to make road traffic flow more smoothly and quickly, make trains more environmentally friendly and efficient, and make train schedules and freight shipments more reliable. We work with our customers to develop optimal solutions to help overcome their challenges.

Mission.

The Sales Manager position will be responsible for contributing to the developing of new business in the Signaling Market (National) building long-lasting relationships with customers and partners, exploiting market opportunities and creating demand.  Knowledge in Electrification business (National and International) as part of the RI Business will be considered as a plus.

Contacts internal/external.

• Internal:

- Bid factory for bid preparation

- BU RI (HQ and Local) to be familiar with systems and solutions.

- Engineering, Procurement, BA, SCM etc. to cooperate in Bid Production

• External:

- Customers Public Administration, State Owned companies, Railway Infrastructure Operators, Railway Undertakers, Civil Construction Private Companies and Project Integrators / EPCs

- Partners and Consortiums

- Competitors

- Suppliers.

Main Responsibilities

• Customer interface

- Act as the main interface between the customer and Siemens, providing the needed support to address customer issues.

- Responsible for developing a contact and mutual trust network covering the national Railways Authorities for signaling area (ADIF, Renfe,…), private operators, governments at national, regional and local level, and regional private sector investors.

- Establish and maintain relationships with customers and suppliers to identify opportunities for delivery of Signaling & Electrification portfolios to meet or exceed customer expectations.

- Establish commercial agreements with appropriate partners (e.g. Civil Works / Installation companies) when required.

- Manage the relationship with people who lead projects supporting the company-customer relationship to ensure customer satisfaction.

- Manage the relationship with the Sales Manager of other BU’s for proper intra Siemens coordination and business development.

• Sales management

- Provide feedback to Sales Head, other departments as well as Headquarters about relevant facts and events in the Market (e.g. customer trends and strategies, customer feedback for the company, competition, upcoming bids and projects, technology evolution, etc).

- Develop markets through the analysis of their potential, the definition of successful market entry strategies for new systems/products gathering all relevant information on markets upcoming tenders.

- Elaborate strategic plans to develop the business.

- Steering of Sales activities; building long-lasting customer relationships and trust in cooperation with other areas.

- Prospect relationships with other market players such as partners, competitors, subcontractors, etc., in order to establish Sales and Commercial strategies to face the market tenders and requirements.

- Manage the overall bid process for tenders in the Region, helping with the winning strategy and pricing decisions, supporting the LoA process, etc.

- Follow up sales results, analyze deviations from plans and establish corrective actions when required.

- Represent the company in forums, events and associations when needed.

• Collaboration with other teams

- Collaborate with multiple employees in the Sales team, typically several levels of managers, across one or more major functional areas, groups and/or operations.

- Develop and exploit a fluent and collaborative environment with the Bid Group, BA, Engineering, PE, SCM and Support (EHS, QM,…) departments to secure production of high quality and timely-delivered tenders.

- Support the Procurement Department and Project Management Department during the first stages of new contracts.

- Support requests from other countries within the SWE and LAM Regions -and eventually from the rest of the world when channeled from HQ- providing references, know-how and experience on SMO ES Electrification projects will be a plus.

- Actively promote cross-collaboration within the SWE region aiming at optimizing resource usage at a regional level and provide mutual support across all the countries in the region during the bid prep phase.

• Continuous improvement

- Commitment to develop expertise and knowledge by applying improvements on standards, systems, and processes within Sales Management.

- Actively analyze bid prep and contract management experiences and propose improvement actions at the national and regional level on a systematic basis. 

Expertise

• Functional

- Deep experience in Sales and Bidding Processes in Signaling & Railway Electrification Sector: stakeholder management, trust building, co-creation/customer involvement techniques and long-term relationship building

- Detailed knowledge of key players within the Siemens Mobility organization with special attention to key departments for the sales process: Bid Group, Project Management, Engineering, Procurement and Business Administration.

- Hands-on management of Target Price and cost estimation  tools as well as KPIs definition, monitoring and controlling. 

- Demonstrated advanced management skills, motivation, and performance management.

• Technological

- Technical knowledge of Westrace I/L, ERTMS, CBTC and Rail 9000 Control Center, including architectures, functionality and performance as well as  knowledge of Siemens. Knowledge of Mobility Portfolio as SICAT OCS, TPS and Energy Management Solutions and SCADA, including architectures, functionality, components, and performance will be considered as a plus.

- Knowledge of the technological trends in the industry especially on the forecasted evolution and deployment of new digitalization solutions.

- Broad technical knowledge in Siemens competitors’ solutions for Signaling & Rail Electrification (systems and components).

- Knowledge of the Installed base in the Spanish market

• Other

- Proficient spoken and written English

- Excellent communication and negotiation skills

- Singular trips may be required for particular opportunities / situations primarily in Spain, SWE and eventually worldwide.

Experience

• Business experience

- At least 3 years business experience in technical departments in a competitor or a specialized Engineering Firm.

- At least 3 years of experience in providing -preferably leading- winning offers in the Spanish Market. 

- Experience on Bid prep for International opportunities will be considered a plus.

• Organizational experience

- At least 3 years of experience in managing and leading groups directly or indirectly.

- Ability to interact with multiple business partners both internal and external to the home organization.

• Education

- Bachelor´s Degree / Master of Science in Engineering 

Soft Skills & Competences

• Customer Focus

• Business Acumen

• Organizational Agility

• Drive for Results

• Strategic Agility

• Managing vision and purpose

• Innovation and Creativity

• Dealing with Ambiguity

• Engage people

• Trust Building

• Managerial Courage

• Will to grow and improve

• Assertive Leader 

• Develop for the future

If we all thought the same, we would never think of anything new! That’s why we recruit great minds from all walks of life. We recognize that building a diverse workforce is essential to the success of our business, therefore we encourage applications from a diverse talent pool. We welcome the opportunity to discuss flexibility requirements with our applicants to encourage agile working and innovation. Flexibility is our main benefit. We combine remote and presence work because work-life balance and wellbeing are essential for our teams. We are convinced that stay at home allow us to focus on activities that need more time for concentration and being at the office enhance our creativity collaborating and learning from others.

Siemens aboga por la igualdad de oportunidades entre mujeres y hombres, así como en la Diversidad como fuente de creatividad e innovación. Contar con diferentes tipos de talento y de experiencias nos hace ser más competitivos y estar mejor preparados para responder con éxito a las demandas de la Sociedad. Por ello, valoramos a las candidatas y a los candidatos que reflejen la Diversidad que disfrutamos en nuestra Compañía y animamos la cobertura de puestos por mujeres y hombres en ocupaciones que se encuentren subrepresentadas.

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