Purpose / Mission

To develop and to manage the relationship between Festo and designated accounts belonging to one Industry Cluster / Focus Industry Segment through specific application knowledge in order to maximise and secure profitable sales of Festo products and services

Key Accountabilities :

Impact on Business (i.e. business contribution, nature and scope of responsibility, risk and financial management, strategic/tactical/operative responsibility)

1. Has primary responsibility for a customer portfolio, that mainly comprises medium, big OEMs, EU and strategic customers and prospects of the cluster

2. Effectively handles the assigned customers through consultative selling of products and deep knowledge of applications and customer process

3. Responsible for customer visit planning, using existing tools for monitoring, documentation and classification (Pot., FIC, etc.)

4. Analyzes the market to search for new potential customers

5. Defines pricing according to customer situation in coordination with IS manager

6. Is the main contact to customer and initiates team selling in case of complex projects 7. Responsible for the achievement of the agreed sales targets (budget etc.) acc. to his industry specific customer portfolio

8. Collects specific product requirements of the industry segment (IS) / industry cluster (IC) and gives input to IS team / IC team

Innovation and Change (i.e. range and diversity of activities, problems, processes, market dynamics and management challenges that need to be recognized and resolved, improvement of processes, systems or products)

1. Expected to visit customers frequently for the problems in the processes which can be solved by our products. To have updated Festo product ranges for better customer support and service. To improve the business by finding new customers.

Communication with internal and/or external Customers, Suppliers as well as Third Parties (indicate nature and context of client relationship and service delivery, required communication skills, frequency of communication (i.e. infrequent =few times a year, occasional= few times a month, frequent= regular but not daily, continuous= daily)

1. Should have good communication skills, interact frequently with customers, attend to the service requirements with minimum time.

People Leadership (i.e. management, motivation and development of staff as well as teamwork)

1. Should have dynamic leadership qualities for effective job functioning

KPI - Key Performance Indicators

1. Responsible for customer visit planning, using existing tools (WCS, SFA, etc.) for monitoring, documentation and classification (Pot., FIC, etc.)

2. Analyzes the market to search for new potential customers

3. Responsible for the achievement of the agreed sales targets (budget etc.) acc. to his industry specific customer portfolio

Educational Background

(- necessary for the position, not necessarily the educational background of the current position holder)

A Graduate in Engineering/Diploma in Engineering preferably in Mechanical/Mechatronics

Professional Knowledge and Experiences :

10-12 years of experience required

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