Account Manager/Director

Account Manager

Location: Gurugram

Role Summary

The role drives sales growth of the Siemens Process Instrumentation portfolio through OEMs, the primary customer base. These include machine builders from industry as well as process side. The role also leverages the wider DI portfolio (automation, drives, digitalization) so that OEMs standardize on complete Siemens solutions. The candidate needs strong application knowledge of field instrumentation, an understanding of OEM business models, and the ability to get Siemens designed into OEMs' standard products for repeat, volume business. As a senior role, it involves independent ownership of key OEM accounts, contributing to regional OEM strategy.

Key Responsibilities

OEM Business Growth and Account ManagementDrive order intake and revenue for the Siemens Instrumentation portfolio through OEMs. The portfolio includes flow (SITRANS F: electromagnetic, Coriolis, ultrasonic), pressure (SITRANS P), temperature (SITRANS T), level (SITRANS L: radar and ultrasonic), valve positioners (SIPART), and weighing (SIWAREX, belt scales). Knowledge of Process Analytics is an advantage.Independently own key OEM accounts. Build account plans, map the key stakeholders (design, purchase, management) and develop long-term, strategic relationships.Target OEMs across different sectors.Identify and acquire new OEMs and grow share of wallet in existing OEM accounts.Contribute to regional OEM business planning, including annual targets, segment strategies and portfolio positioning. Share OEM feedback with product management for localization, pricing and portfolio development. Design-in and StandardizationWork with OEM design and engineering teams to get Siemens instruments designed into their standard products, drawings and BOMs, and to standardize on Siemens across product lines.Understand OEM applications and P&IDs, then do instrument sizing and selection, and optimize the BOQ for cost, performance and delivery.Negotiate and manage frame agreements, rate contracts and annual volume commitments with OEMs, so that business is repeatable and predictable.Support OEMs with end-customer approvals. This means engaging end users, consultants and EPCs so that Siemens instruments are accepted on OEM-supplied skids and packages. Solution Selling and PartnershipsCross-sell and up-sell the wider DI portfolio to OEMs: controllers (S7-1200, S7-1500), HMI, TIA Portal, drives and motors (SINAMICS, SIMOTICS, and PMA portfolio such as SIMOTION and servo motors where relevant), and industrial communication. Offer integrated, instrument-to-controller solutions that make OEM machines more competitive.Promote digitalization offerings such as device diagnostics, asset management (SIMATIC PDM), Industrial Edge and IoT-based remote monitoring. These help OEMs differentiate their equipment and build service revenue.Work with channel partners and system integrators to serve OEMs, including partner enablement and joint account planning.Conduct product presentations, technical workshops, demos and training for OEM design and service teams. Market Intelligence and Sales OperationsTrack OEM market trends, OEM expansion plans and competitor activity, particularly Endress+Hauser, KROHNE, Yokogawa, Emerson, ABB, VEGA, WIKA and IFM. Use this intelligence for value-based selling and competitive positioning.Maintain the opportunity pipeline, forecasts and win/loss analysis in CRM (Salesforce), and give regular updates to management.Coordinate with internal teams, including product management, the application/technical support center, order management, logistics and service. The aim is competitive pricing, reliable lead times and smooth support for OEMs.

Technical Requirements

Must haveStrong knowledge of process instrumentation: measuring principles, selection criteria, installation requirements and calibration.Ability to work with P&IDs, data sheets, GA drawings and BOMs of OEM skids and equipment.Understanding of hazardous area classification and certifications (ATEX, IECEx, PESO), SIL requirements, hygienic and sanitary requirements for pharma and F&B, and material selection for process conditions.Knowledge of field communication protocols: HART, IO-Link, PROFIBUS PA, PROFINET, Modbus.Working knowledge of PLC-based automation and how instruments integrate with OEM control panels. Qualifications and ExperienceB.E./B.Tech in Instrumentation, Electronics & Instrumentation, or Instrumentation & Control Engineering (preferred). Electrical/Electronics candidates with a strong instrumentation background may also be considered.10-14 years of experience in sales, business development or application engineering of process instrumentation, with instrumentation or automation OEMs or companies selling to them.At least 5 years in a customer-facing OEM sales or key account management role, with a proven record of design-in wins and volume business growth.Established network among OEMs in the assigned region. Familiarity with the related end-user and EPC community is an advantage. Key CompetenciesTechno-commercial acumen and value-selling skills, with an understanding of OEM cost structures and the price-volume balance.Strategic thinking and account planning.Strong customer relationship management and networking.Ability to influence OEM owners, design heads and purchase heads.Good communication, presentation and negotiation skills.Coaching and mentoring skills.Strong ownership and ability to work independently with minimal supervision.Self-driven, target-oriented, with a positive attitude and resilience.Willingness to travel within the assigned territory. #SL