Field Sales Engineer Job Description:

KEY DIMENSIONS/SCOPE:

The FSE will be responsible of the relationship with Sony Ericsson Beijing and will be part of the Sony Ericsson WW sales organization. The FSE should have at least 2/3 years Sales experience in 1/2 cond biz with a good English level and will report to the Sony Ericsson WW sales organization located in Europe.

The FSE:

Is in charge of several applications

Works in a complex business environment (ie. many products lines to manage; complexity of business model) Has contacts with many people at his customers

: : buyers, R&D engineers, Purchasing manager, manager R&D , Manages relationships with the purchasing function

CUSTOMER RELATIONS

Maintains frequent contact with the customers in his area and develops a close understanding of the customer, with a view to further developing the business with them Maintains ongoing relationships with customer’s designers so he can identify what developments will be needed in the future Resolves various problems (such as delivery, quality, prices, etc) Prepares for negotiations (by reviewing the account history, analysing

customer sales data, etc)

Prepares product presentation with Divisions, and provides local support to the customers Escalates information about the customer and the market, both internally and externally (to Product Division or Management) Has a more long-term vision of the customer’s strategy Develops partnership relationships and defines development strategies with the various design centres of his customers

BENCHMARKING

Carries out benchmarking in order to better asses the competitive offer Estimates and analyses the customer TAM and SAM Analyses how ST is positioned vis-à-vis its competitors Analyses and communicates ST’s ranking vis-à-vis its competitors, by product, and by domain (ie., for quality, service levels, etc) Recommends internally how to develop the offer (ie., in terms of products,services, tools, etc)

CONTACTS

Works directly with product development, marketing, quality, engineering and planning in order to ensure the plan is properly implemented (ie., that the business is run as planned, etc.,) Works in partnership with the FAEs and other FSEs Works with Competency Centres of the region (by application) in order to obtain necessary information, and support When there is subcontracting involved, he coordinates with the relevant BU Ensures coordination with the Supply Chain, when production over multiples sites

PROCESSES/REPORTING/ ADMINISTRATIVE PROCEDURES Makes a weekly report about his activities to his manager Carries out a monthly Ensures the follow-up of the design activity for customers using DWN and PTS tools Makes a qualitative report about what is happening in his area Applies existing processes (ie RMS, FQS, CPCN etc) as laid down in the SOPs/LOPs Uses universal tools (ie ERS, weekly BIBA, etc) in order that all data uses the same terms and meanings

MANAGEMENT

Manages his time and resources so as to achieve the objectives set for him by his manager Participates when needed in training /coaching other Identifies and validates the resources that will be required and communicates those to his management