Senior Manager - Segment Marketing - OEM

About Business:

· Revenue: ~300 MINR, (~3.5 M€),

· Segment Sales,

o OEM

· Product Portfolio

o AC Drive, PLC, HMI, Edge Gateways, Soft Starter, AHF, Sensors

o Software Solution - On Premise / Cloud Based Energy Management Software, Power Management Software, Process SCADA

· Geography: India

· Team Size: Individual Contributor

Purpose

The objective of the role:

· Providing Automation & Digital Solutions and Brand Building: To deliver cutting-edge automation & digital solutions that empower our customers and enhance their operations. By doing so, not only meet their needs but also establish our organization as a trusted and reliable automation provider in the market. Commitment to excellence ensuring that every solution we offer contributes positively to our brand image.

· Driving Market Share Growth: The key metric for success lies in expanding our market share within the automation solutions landscape. To achieve this, we focus on precision. Role involves meticulously understanding customer requirements, collaborating with system integrators, and ensuring the right solutions are delivered promptly.

· Strategic Foothold and High-Quality Solutions: To go beyond market share with ultimate goal to secure a strong foothold in the industry. Achieve this by consistently providing high-

quality automation and digital solutions by understanding customer pain points, designing tailored offerings, and executing flawlessly. Additionally, work closely with the sales team to showcase our digital capabilities across discrete and process requirements.

· Sales Forecasting and Planning: Developing accurate sales forecasts and strategic plans to meet sales targets. This includes setting realistic goals and devising action plans to achieve them.

· Nurturing Partnerships: Building strong relationships with system integrators is crucial. Need to engage with these partners, understand their capabilities, and align our offerings to create mutually beneficial collaborations. By fostering trust and open communication, leverage their expertise to enhance our automation solutions and drive customer satisfaction.

Areas of Responsibility

· Achieve sales Budget of

o Products / Solutions in OEM Segment

· Project proposal & customer interaction

o Understand client needs, gather requirements, and prepare application details.

· Team Collaboration and leadership

o Facilitate team meetings, encourage collaboration, and resolve conflicts.

o Provide consistent leadership and technical expertise to guide the team

Desired Knowledge and Experiences

· Graduate Engineer with more than 10 years of experience in Automation products Sales to machine manufacturers ( OEM )

· Cross Function Team management

Critical Experiences

Industry and Function Experience in Product sales in OEM Segment Sales through system Integrators, Long cycle sales - Direct Customer

Business Experience Responsible for increasing sales through Value selling Developing new markets through applications, Channel development and new segments Establishing the brand in a particular market

Relationships National Sales, and Targeted teams Customers, OEM Panel Builders and SI

Critical Knowledge

Market and Environment Awareness of industrial automation market trends (Country) especially related to Drives, PLC & HMI. Domain Knowledge of major verticals, F&B, MMM, WWW, Petrochemicals. Understanding market requirements and competition activities Understanding of channels sales

Technical and Professional:  Industrial Automation System, Software solutions, Industry segments Industrial Applications Knowledge , Technology (IIOT, Software Solutions, Operational efficiency, and process efficiency)

Stakeholders

· Internal:

o LV Sales Team

o Business Development team

o Segment Sales Team

o Service Team

o Product Management team

· External:

o System Integrators

o Customers

About Lauritz Knudsen Electrical and Automation

Lauritz Knudsen Electrical and Automation

L&T Switchgear is now Lauritz Knudsen Electrical & Automation.

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