Job Purpose / Objective
To provide technical application support, product demonstrations, and solution (Value added services) development for construction customers. The role will identify customer applications, recommend the right power-tool solutions, conduct trials and demonstrations, and support sales teams in converting technical opportunities into business.
Job description / Primary Responsibility
Pre & Post Sales support
Establish direct and strong connect with key stakeholders both horizontally and vertically at Key Users from Construction segment (Sites,Projects). Understand users pain point, study applications thoroughly and recommend/specify best fit solutions to Key user (Construction Segment).
Support sales teams during Pre Sales (User presentations, demonstrations and technical discussions) & Post sales activities. Prepare technical offers and application proposals for Users.
Key Result Areas / Indicators / Success Metrics: increase in number of users and % share of business
Solution Development
Track, Follow and update account wise - ongoing & upcoming - Projects, Sites and Build relationship map stakeholderwise.
Understand painpoint of Users and recommend the most effective tool and solutions after detailed application study. Propose Value added solutions to users to increase Bosch SOW and eliminate competition.
Key Result Areas / Indicators / Success Metrics: Increase in share of wallet within the exisiting Key Users through cross selling & up selling, retention as a percentage of business and number of top customers retained.
Creating Value Proposition
Drive new product launches at user front, creating Value for Money (VFM) for all the critical products and reference literatures.
Support sales teams during Pre Sales (User presentations, demonstrations and technical discussions) & Post sales activities (installation, comissioning & troubleshooting).
Creating technical repositories and technical support to the sales team to help secure business.
Train the sales team on application specific, knowledge imparting on segment specific reference case studies.
To educate User team with new products and USPs of existing products.
Key Result Areas / Indicators / Success Metrics: Capability development - Internal (trainings, Knowledge Sharing)
Business development (SOW growth) - User
Pipeline Management
Track, Follow and update account wise - ongoing & upcoming - expansion and Replacement plans; Analyze customer processes and recommends the most effective tool and solutions after detailed application study.
Develop healthy pipeline by identifying the right opportunities and targetting the correct applications, follow the process with rigor and support in improving the hit rate for sale effectiveness and efficiency
Key Result Areas / Indicators / Success Metrics: Usage and adoption of C4C, CRM tool to measure the productivity of the resource.
Regularly tracking business opportunities generated and tools specified against applications.
Contributes to the initiatives and the topline revenue
Key Account Management
Develop & establish strong connect with key stakeholders (Both Vertically & horizontally) at key users from construction segment both horizontally and vertically.
Proactively identify new business opportunities, analyze competitor moves, and consolidate global/regional market trends to feedback into Bosch's product roadmap (MKR, MBP)
Propose Value in products and services, document the realisation and communicate to the Key Users. Promote brand recall activities
Key Result Areas / Indicators / Success Metrics: Relationship building, Organisational connect, Retention business,
Brand Promotion
Organize user engagement activities, increase brand visibility through technical seminars, technology day, user trainings & Product Demonstration.
Drive new product launches, creating Value for Money (VFM) for all products and reference literatures.
Develop, Promote and drive value-added services as per User's Requirement and eleminate competition.
Key Result Areas / Indicators / Success Metrics: increased demand generation & enquiries
Creating road for future
Collaborate and Coordinate with all the stakeholders internally to drive and address the on-ground technical demands of the large users, like resolutions of complaints raised.
Provide feedback on the product performance, Product gaps to MKR & MBP.
Sharing Competition updates and activities; Creating technical repositories to win opportunities and overcome threats
Key Result Areas / Indicators / Success Metrics: Futureproofing
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