Senior sales engineer - Key account management

Senior sales engineer - Key account management

Role Description:

In this role, you develop and manage the relationship between Festo and designated Key Accounts in order to maximise Share of Wallet and secure profitability in sales of Festo’s products and services so as to achieve or exceed sales targets in line with Festo business growth plans.

Your responsibilities:

• Achieve all targets and objectives as per the approved business plan.
• Grow Festo business in defined Key Accounts through strategic account planning, opportunity focus, and actions to increase share of wallet.
• Develop and execute CS2025 activities for BD & KAM on defined Key Accounts.
• Track major CAPEX investments, startups, and PLI schemes across industries.
• Coordinate with Sales to position Festo as the preferred automation partner.
• Identify cross-selling and up-selling opportunities in PNA, PA, and EA; promote SP2020 and CPR to drive volume, profitability, and turnover.
• Identify L4L opportunities and support development of customized products for high-volume Key Accounts.
• Prepare realistic annual and mid-term business plans for strategic accounts.
• Meet required sales activity levels and provide data in the expected format.
• Continuously develop and apply the knowledge and skills needed to meet business objectives.
• Acquire and share market knowledge to support competitive advantage.
• Support Senior Management in evaluating new or major market opportunities.
• Use S-TASK as a continuous personal development framework.
• Support customer-related strategies for HPO accounts while Sales Engineers report to their respective Line Managers.

Our requirements:

Customer Knowledge

• Develop a deep understanding of customers’ businesses, including their industry landscape, market trends, strategic plans, and potential areas for expansion.
• Use this knowledge to anticipate customer needs and align solutions proactively.

Competitive Awareness

• Maintain up-to-date insight into competitor offerings, strategies, and market activities.
• Share competitive intelligence with internal teams to strengthen Festo’s market position and support strategic decision-making.

Product & Application Knowledge

• Stay current on all Festo products, technologies, and application areas.
• Effectively communicate product value, features, and benefits to customers.
• Recommend suitable alternatives and optimized solutions when needed.

Selling Skills

• Complete all mandatory Festo selling-skills training programs.
• Demonstrate consistent application of consultative and value-based selling techniques in the field.

Team Selling

• Complete the team selling module as required.
• Collaborate effectively with cross-functional teams to deliver integrated solutions and enhance customer success.

Experience & Educational Background:

• Experience:

  6–10 years of professional experience in a relevant technical or industrial environment.

• Education:

  Bachelor’s degree in Mechatronics, Electrical Engineering, or Electronics & Communication Engineering (or a related discipline).