Festo

• Provide remote technical support to select, validate, troubleshoot, commission, and integrate Festo electric automation systems • Ensure delivery, quality, and customer satisfaction KPIs are consistently achieved • Actively participate in technical trainings and maintain strong documentation practices • Collaborate and maintain effective relationships across teams to share knowledge and experience • Support continuous improvement initiatives aimed at enhancing efficiency and effectiveness of support operations

• Responsible for customers' development with an assigned customer portfolio, from customer acquisition to protect with the target to achieve a set sales target turnover, increase share of wallet and customers’ satisfaction. • Working predominantly virtually with available digital tools, to establish customer relations, build trust, improve understanding of the customer buying center and orchestrating a team of supporting parties to meet customer needs, considering the cost-efficient and effectiveness ratio. • Pro-active sales responsibility for development of a predefined customer portfolio • Establish and maintain excellent customer relationships. • Consultative selling of products through regular virtual visits, utilizing video/telephone or emails, to enrich turnover/market share. • Is primarily responsible for achieving the previously agreed targets, turnover, profitable growth and TCO elements for the customer. • Build trust and develop in-depth understanding of customer’s profile, applications, needs, and requirements. • Assess of customer needs and presents the features and benefits of product/service offerings to existing/new customers. • Develop necessary levels of knowledge regarding decision makers and requirement of focus customers. • Achieve milestone targets with customers. • Engages in contract renewals, price negotiation, and volume discounts for customer retention and continued business. • Provides reports on all relevant activities and developments relating to its customer groups. • Creates of an overall action plan to ensure achievement of targets. • Develop proactive action plans on the defined KPIs and targets, in consultation with his/ her direct manager. • Live Team Selling by pulling in required resources to win additional business. • Development of competitive advantage with focus on process efficiency and customer benefits. • Perform any assigned tasks from time to time. • Identify and verify future trends of customers and secure the transfer of information to the company.

• Provides technical support to sales and customers on specific applications and production processes in factory and process automation • Focus on commercial and technical feasibility of proposals, based on technical and application knowledge for the corresponding Industry/Technology Segment. • Proposes customer specific solutions, in accordance with industry practices or specific customer specifications • Responsible for specification lists for the specific industry segments (e.g. Project Books*) • Maintains files consisting of technical data, application examples, competitor info, test data and additional information as needed. • Creates Requirement Specification together with the customer. • During the pre-sales phase acts as interface between customer and all relevant departments within Festo, always in coordination with the sales engineer. • Provides technical training and arranges knowledge transfer to the customer for the relevant products/applications. • Supports and provides PMM with products/applications requirements as input for Product Development • Supports in Question of Norms, regulations. • Assists in the identification and winning of projects based on application /automation/sector competence. • Knowledge Transfer for Multiplication of Solutions. • May serve as mentor for less experienced AE’s • May oversee installation and performs commissioning in alignment with specifications and requirements). • AEs will troubleshoot system failures by reviewing and recommending redesigns of schematic diagrams, in coordination with Festo Engineering Department and may modify computer operating software programs from existing programs, or may be required to support the implementation of new operating software programs based on the direction of Festo Engineering Department or the customer’s specifications • Support of product introduction (training support, e.g. onsite training during commissioning) • Writing of bug/failure reports • Travel will be required for business reasons such as, training, customer sites/visits or a company business event. • Identify standardized or custom applications and functional solutions and to develop application descriptions to fulfil the customer’s needs • Discuss machine concepts to optimize machines, define specification and concept. • Promote the use of new products and technologies that offer Festo greater competitive advantage. • Drive the phase-out process by assisting in the transition of inactive products to newer products. • Support the Product Segmentation Model through the selection of relevant products for solutions and actively give input to PMM for the program’s continue development • Participate in different projects, different number of people, different duration of the projects • Support, follow up and influence of the team members • Knowledge transfer to team members and colleagues

• Creation of detailed, mid-range account strategies in agreement with the customer • Build-up and manage account and project teams, including operational management of specialists engaged on customer projects • Planning of activities necessary to achieve sales objectives • Identify and win projects based on excellent automation competence • International cooperation and collaboration • Achieve development milestones with designated customers • Ensure satisfactory levels of customer satisfaction with designated customers • Effective performance of sales meetings with customers to identify needs and gain customer acceptance of Festo’s products and solutions • Understanding and proactively communicating the organizational structure of the customer • Building relationships with key decision makers and understanding the decision-making processes and requirements of customers • Supports the definition and marketing of customer solutions as input for the product development process • Initiates and leads process improvements to develop key accounts in a more efficient and effective way e.g. through capacity planning in SAP

• Identify and pursue new business opportunities to expand the company’s client base. • Analyze market trends and competitor activities to inform strategy. • Collaborate with senior management to create and implement strategic plans. • Assist the sales team with lead generation, qualification, and follow-up. • Draft proposals for training and quotations for training equipment hardware sales • Assist in preparing sales reports, forecasts, and presentations for internal and client meetings. • Build and maintain strong relationships with existing and potential clients with the Head of Industrial Workforce Development. • Act as a liaison between clients and the team to ensure alignment and satisfaction. • Track and analyze sales performance metrics to identify areas for improvement. • Provide regular updates to senior management on business development efforts. • This role requires travel to meet with clients, attend industry conferences, and engage in strategic discussions to further business development goals.

• Provides technical support to sales and customers on specific applications and production processes in factory and process automation. • Proposes customer specific solutions. • Responsible for specification lists for the specific industry segments. • Maintains files consisting of technical data, application examples, competitor info, test data and additional information. • Creates Requirement Specification together with the customer. • Provides technical training and arranges knowledge transfer to the customer. • Assists in the identification and winning of projects based on application /automation/sector competence. • May serve as mentor for less experienced AE’s. • AEs will troubleshoot system failures.

• Identify and target potential customers, service and maintain existing accounts, and enhance customer relationships to increase market penetration. • Establish and maintain professional relationships with customer personnel (purchasing, engineering, manufacturing, management, etc.) to secure orders and expand customer base. • Provide technical expertise and support, including product demonstrations, to communicate how Festo products meet customer needs and resolve technical challenges. • Develop customized proposals and solutions in collaboration with the sales team to address customer requirements. • Conduct sales presentations to key customer personnel and management, and follow up on quotations submitted. • Prepare and maintain technical documentation such as product specifications, installation guides, and user manuals. • Analyze customer requirements and recommend solutions, including product substitutions or system improvements, based on Festo’s capabilities. • Travel within the assigned territory to visit customer facilities, troubleshoot issues, and ensure product performance meets expectations. • Provide sales forecasts and submit reports to management on territory performance, including follow-up activities and after-sales service. • Participate in relevant trade shows and exhibitions to prospect for sales leads and network with potential clients. • Collaborate with internal teams such as product development and engineering to relay customer feedback and align products with market needs. • Ensure the resolution of any technical issues, product failures, or service challenges to guarantee customer satisfaction. • Work with distributors to foster long-term relationships and maintain high levels of customer satisfaction.

• Plan, manage, improve and control sales activities for national key accounts/ complex customer relationships. • Develop and implement account management strategies for key accounts. • Build and maintain strong relationships with key decision-makers. • Understand customer needs and provide tailored solutions. • Negotiate contracts and pricing agreements to maximize profitability. • Monitor turnover development and implement corrective actions. • Conduct regular business reviews with key accounts.

• Provide technical advice and support to sales, distribution partners, and customers regarding specific applications and production processes within industry segments. • Engage with external control groups in public platforms to stay updated on market trends. • Develop and foster relationships with controls engineers at customer organizations. • Maintain regular communication with other MAEs and Technical Support colleagues across North America (Canada, United States, and Mexico) to share product and application information. • Onsite customer support for prototype startups in order to do “proof of concept”, good working knowledge of third-party PLC software, network configuration and device integration coverage including product sizing and selection. • Gather customer feedback on product and solution usage and relay it to Product Management for future development.