Senior Account Manager

Main responsibilities:-

• Proactively engage with customers and internal stakeholders to grow sales for non-agreement customers.
• Propose and sell new solutions, upgrades to customers and ensure that the value is understood, explained and products and services are sold and delivered to the customer.
• Proactively plan sales for assigned customers to maximise our share of wallet.
• Proactively share gained market insights and customer knowledge internally to develop regional customer understanding.
• Ensure a well-working feedback loop with Field Services to maximize the number of leads.
• Ensure leads are addressed and captured.
• Ensure all customer related information & opportunities are recorded in CRM and maintain accurate customer records among assigned customer accounts.
• Develop the account plan and sales strategy for the customers assigned to you and reviewd periodically.
• Act as Agreement Manager when converting non-agreement customers to agreement customers (when needed).
• Support BDM, Lifecycle in agreement and service project sales.
• Receivable Management –  Ensure timely collection of payments, issuance of Credit Notes (if necessary) and settle the invoices in accounting books.  Monthly reviewes with Credit Controllers.
• Fixing Credit Limits for Customers based on instructions and periodic review of same with Cedit Controllers.
• Fixing yearly targets, review of rolling forecast and drive towards achieving the same.
• Plan and achieve NPS Score – Timely feedback from customers and addressing customer’s concern for improvement.
• Build value propositions for sales opportunities (packaging solutions) as required to develop markets.
• Generate customer intelligence and explore new business opportunities.
• Develop Account Business Plans and follow-up.
• Provide sales forecast for preparation of MIS, rolling forecast etc.,

Developmental responsibilities:-

• To work with existing customers, explore opportunity/needs, develop plan to promote & sell agreements and projects.

Other requirements:-

Education: Graduate Engineer with PG diploma in sales/marketing.

Experience:  12-15 years in engineering sales, preferably in energy / power industry.

Skills and Knowledge:-

• Knowledge of O&M, power plants, field service.
• Negotiation skills.
• Presentation and Communication skills.
• Deep knowledge of services organization and way of working, strong knowledge of our lifecycle solutions portfolio and coordination between the stakeholders.
• Experience in Sales / Contract Management in a demanding leadership environment.

Location:-

• Noida, India.

Company Overview:-

Wärtsilä is a global leader in smart technologies and complete lifecycle solutions for the marine and energy markets. By emphasising sustainable innovation, total efficiency and data analytics, Wärtsilä maximises the environmental and economic performance of the vessels and power plants of its customers. In 2020, Wärtsilä’s net sales totalled EUR 4.6 billion with approximately 18,000 employees. The company has operations in over 200 locations in more than 70 countries around the world. Wärtsilä is listed on Nasdaq Helsinki. Find out more:  www.wartsila.com