Siemens Digital Industries is an innovation and technology leader in industrial automation and digitalization. In close collaboration with our partners and customers, we are the driving force for the digital transformation in the discrete and process industries.

DI CS (Customer Service) is an integral Business Unit of Digital Industries as the focal point serving customers who are using our innovative products portfolio designed across other Business Units. We are a group of self-motivated, goal-oriented and highly skilled professionals who are working in the field of enhancing Customer Experience and act as catalyst for growth. 

We embrace innovation, we thrive on feedback, and we strive for excellence. Our philosophy is “Go the Extra Mile!” 

What would be the Purpose of the Position?

Translate the vision of Digital Industries (DI) CS into DI CS South Region 2 (SR2) Sales goals and objectives, understand business trends and patterns, evaluate viability of new business opportunities, align the business processes and resources, review, monitor and control KPI deliveries, initiate course corrections for deviations from Business plans, cover risks, manage business relationships with stakeholders, ensure statutory compliance, within the legal framework, with the objective of enhancing DI CS business and profitability.

Communication Partners:

• Internal: Op Co Management, DI CS Management, DI Business Units’ Management, DI CS HQ Management, DI CS Regional FIN Head, Business Development, Performance Controlling, Compliance, Direct & indirect reports, Accounts, Finance & Insurance, SFS, IDT, Legal, HR, Internal Audit and other support functions.

• External: Customers, Channel partners, Statutory authorities, Auditors & Banks.

This is your role. What part will you play?

Business Administration Professional: Performing the role of Commercial Manager for the CS-PRS, DE&DS & IPM segment of the region.

Planning

Analyze business performance & evaluate potential business opportunities, develop & define business plan, finalize resource requirements & seek management approval in order to, improve the business and grow profitably. KPI: Business growth and Revenue from new business.

Commercial Project Management

Assume the role of a Commercial Project Manager (CPM) for the IPM and DE&DS projects of the Region. Monitor project profitability and ensure Revenue is recognized correctly. Monitor project opportunities and claims along-with project risks. Review, mitigate and report non-conformance costs (NCCs) for the handled projects. KPI: Target Vs. Actual Revenue, controlling NCCs and ensuring project closure at Planned margins.

Budgeting, Reporting & Control

Frame guidelines & develop annual budget, track progress and monitor performance parameters, report performance & areas of concern, initiate course corrections where required, control selling costs, in order to, ensure quality decision making and help realize annual targets. KPI: Target Vs. Actual Order Value, Revenue & Sales Margins.

Contract management & Sales administration

Guiding the Regional sales team on various commercial topics, reading and evaluating customer Tenders & contracts, mitigating risks, attending customer commercial negotiations along-with Technical counterpart, taking necessary business approvals during project bid phase and adhering to the PM@Siemens LoA process. KPI: Clearance of various commercial topics and conformance to PM@ Siemens standards.

Controlling

Ensure conduct of business without red flag violations, monitor and control OI, Revenue & UOV, selling cost & inventory development, assess credit risks, Bid approvals, set & review performance targets, timely & adequate risk provisions, work load analysis and appropriate effort allocation, overdue interest recovery within the company framework and policies in order to conduct balanced business and grow profitably. KPI: Business Growth and Conformance to Standards.

Risk Management

Ensure awareness & compliance to statutes, assess viability of new business opportunities, exercise credit control, order hygiene, define Sales Policies, ensure no violation of Business partner red flags, report risks in order to, conduct business within guidelines and achieve business results. KPI: Margin, Extra Cost and NCC monitoring.

Receivables Management

Define targets for Receivables across South Region 2 (SR2), monitor & review monthly performance, dispute resolution, CRG clearances, promote SFS financing, initiate corrective actions wherever required, in Order to, optimize working capital requirements. KPI: Achieving monthly collection plan, monitoring & reducing SR2 DSO, Absolute Overdues, and Overdue % (Plan vs. Actual).

Statutory Compliance

Set systems & review compliance to statutory requirements, contractual commitments & company guidelines to comply with statutory & legal requirements and protect the company’s interests. KPI: Conformance to Standards.

Audit

Manage Audits – internal, external & SAG, provide guidelines, initiate corrective action & implementation of audit recommendations in order to, ensure compliance with Company policies and adherence to accounting guidelines. KPI: Conformance to Standards.

External Relations

Meet & liaise with key customers & business partners, develop & foster business relationship, in order to, grow the business. KPI: Business volume.

Education & Experience Required

Commerce graduate with minimum 6-8 Years of relevant experience, preferably in Engineering industry with qualities to lead, guide & direct a team. Exposure to Customer Management and good understanding of Product / Systems / Projects Business is necessary. Understanding of Service and Solutions Business and hands on SAP.

CPM certification will be an added advantage.

Key Competencies:

• Commercial Project Management

• Understand Economic Trends & Analysis

• Contracting Business Exposure & Negotiation Skills

• Risk Identification & Mitigation

• Direct & Indirect Taxation

• Financial Accounting with exposure to IFRS

• Change Management

• General Management Skills