Technical Sales Support - Electrical Distribution - Johannesburg at Schneider Electric

Job description

Mission Develop and lead for Schneider Electric the WWW Business growth & profitability in a targeted Segment and Country with a strong focus on Solutions & Projects. Represent all Schneider Electric scope of work and organization in front of relative customers.<?xml namespace prefix = "o" ns = "urn schemas-microsoft-com office office" />

Job Function

• Define and implement the local strategy for WWW segment
• Drive Segment Projects, Solution & Service sales across Businesses
• Allocate key local resources for his segment
• Segment Marketing
• Key & National Account Managers
• Local Solution Architects
• Define the required Execution footprint
• Drive the WWW Solution Offer roadmap in connection with Global Segments Organisation.
• Manage and Lead Large WWW strategic projects & Strategic and Country Targeted Accounts
• Networking and Customer Relationship Management for Strategic and Country Targeted Accounts
• Senior Leadership & C-level Customer interaction
• Business Development
• Develop and track large projects and manage complicated supply package network

Job Responsibilities

• Segment Marketing
• Set up the proper local Segment marketing resources
• Define with the Segment Marketer the unique Customer Value Propositions for the targeted End-Users
• Build & deploy local Segment business plan (growth ambition + business transformation)
• Define the proper “go to market” rules by relative customers
• Solution Offer
• Set up the proper local Solution Architect resources
• Define with the local or regional Solution Architect the Segment Solution Offer roadmap
• Deploy and support the Solution Offer in the country
• Adapt reference architectures to local requirements
• Solution Selling
• Define if the local Schneider Electric relevant for the targeted “segment”
• Set up the local Sales objectives for the WWW Segment
• Define, formalize and communicate the sales strategy & processes
• Drive Solution & Service sales, coordinate channel sales for Segment
• Manages WWW Solution opportunity portfolio & pipeline for the segment
• Manage and develop relationship networks within the region
• Solution Execution
• Define the local/regional footprint and required set up of Execution center for his segment
• Has the decision authority on the Execution strategy for critical projects
• People & Skills <?xml namespace prefix = "o" ns = "urn schemas-microsoft-com office office" />
• Responsible for the Up-Skilling / certification of Country Segment resources (KAM/NAM, Segment Marketing, Solution Architects)
• Build the training paths for his team
• Execute HR processes with his team (Appraisals, Career reviews, etc.)

Key Performance Indicators

• Growth
• Total WWW Segment (including Products and all BUs)
• Segment Solution Order Intake (cross-BU)
• Specific KPIs on
• Multi Business Solution Sales (SL3)
• Global WWW Strategic Account Sales
• Services (Field and Professional) Sales
• Profitability
• Gross margin of Segment Solution business

Up-skilling

Up-skilling of local Segment team certification of Segment Marketer, Key & National Account Managers and local Solution Architects

Must Have Skills

• Knowledge of the WWW and Municipality Solution business
• Knowledge of the Power and Energy Business
• 15+ years of experience of working in Power and Energy Segment
• Competency to develop Customer Value Propositions
• Market segmentation and customer targeting
• Establish & sustain winning relationships
• Customer focus
• Influence & convince
• Foster cooperation
• Advanced English
• Solution sales methodologies, e.g. Revenue Storm, Relationship Tracker, SPIN, etc.

Other Key Skills

• Capacity to set vision & strategy
• Delivery reliably on vision and strategy and tactics
• Business acumen
• Strategic account management
• Take risks and innovate
• Existing relationships and industry knowledge