Provide competent LTSA customer sales and services solutions to all mining, PCOG, Power and industrial customers with an aim to add value to the customers installed equipment, existing and or new services and additional development needs, achieving sales revenue targets and developing long-term customer relationships.
Accountabilities
Achieve the annual LTSA &FA contracts objectives by,
Design, develop and negotiate contract proposal drafts already in the quotation phase together with Sales and corresponding business partners for our APAC regions, supporting our RSM's and Services teams – end to end
Contact person for support relating to the underlying services contracts and applicable legal framework conditions for All services and framework contracts in APAC region
Answering inquiries about contractual obligations and controlling all contract revisions (contract change management), identification of risks, legal impact, renewals and our performance objectives
In collaboration with APAC sales teams on developing our business funnels covering AFM, NB and Outage business opportunities
The continuous development of our business volumes for longer term maintenance contracts by analyzing our target markets with sales associates, analyzing applicable roots to market, trends and supporting regional expectations, funnel management
Supporting scheduling and management of customer contracted services, FSE management and customer planning interface, supporting our service teams working closely with regional services management, ensuring OTD to customer requirements and contractual obligations
Coordination and determination of contracts revision intervals and deadlines with LTSA customers directly with the corresponding business partners, CRM controlled
Create All New LTSA, FA and AuM attachment opportunities effectively in CRM, controlling clean and efficient data, reports monthly
Collaboration efforts between Product business units and regions establishing a suitable root to market on LTSA offerings to customers ensuring a turnkey solution offered aligned to product expectations over equipment life. Understanding customer needs aligned to OEM
Identifying and developing new industrial customers covering both prior lost business opportunities, existing installed base equipment and post new build supply
Maintain visiting prospective and existing customers to identify services contracts sales opportunities for the region, this includes working with regional sales managers ensuring all customers supported, assessing customer needs and recommending appropriate industrial products and services
Preparing service contracts and outages tenders and negotiating pricing and contract terms with the respective customers, closing the targeted sales opportunities and securing long-term service agreements for the business
Documentation
Responsible for LTSA contract management, for the comprehensive processing (contract administration) of the services contracts within the APAC region. The full implementation of the contract components and communication as an interface to the sales responsible persons involved as well as to the customer and contract services execution teams
Reporting
Create and present monthly reporting for APAC contracts in CRM, report on contract opportunities, contracts updates, renewals with a time scale average between 0 – 6 months, contract expansions and probabilities, clean up actions
Offer monthly updates on pipeline opportunities with time scale 30 days to 3 months rolling, covering the APAC region
Customer Relations
Develop customer relationships to promote the Howden products with the view to introducing enhancements to existing equipment, in collaboration with regional AFM sales RSM's, NB applications and field service engineers
Work towards early customer involvement by becoming a partner through their respective planning phases,
Work towards early customer involvement by becoming a partner through their respective planning phasesannual budgets with an aim to understanding their needs and future development plans
Compliance
Take the appropriate actions to meet the business budget expectations, aligned to business strategies
Drive Targets hard within the AFM and NB sales department
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