Food & Beverage Segment Africa Zone Leader at Schneider Electric

Job Description

Drive the Food & Beverage (F&B) segment business growth and profitability for the Africa geographical cluster, for the comprehensive Schneider Electric offer portfolio: hardware, software, services and solutions.

Represent all Schneider Electric scope of work and organization in front of strategic and targeted customers and all of F&B segment stakes in front of Schneider Electric leaders in the cluster.

Segment Marketing

• Define the 3 years’ business plan for the F&B segment in the Africa cluster
• Considering regional segment platforming to capture every growth opportunity,
• Considering the extensive Schneider Electric offer portfolio,
• Committing to deliver on the full P&L for the regional segment
• Get buy-in from every stakeholder from segment, regional and/or business unit,
• Get involvement from every contributor for close roll-out,
• Regularly review and update the business plan (quarterly & yearly minimum).
• Contribute to the worldwide segment value proposition playbook and segment strategy
• Target whenever need-be opportunities for Acquisitions & Alliances

Solution Selling

• Set up the cluster sales objectives for the segment in line with the business plan,
• Define, formalize and communicate the sales strategy and processes
• Partner with every sales resources in the cluster, either from the segment, the countries and/or the business units
• Ensure comprehensive segment market share coverage from capital expenditures to operation ones (field services, energy and sustainability services, software, etc…)
• Manage hierarchically the key account managers and solutions architects in the cluster and functionally the targeted accounts managers,
• Account for the bridge front office ERP data accuracy,
• Develop strategic relationship with strategic customers for the segment, both global strategic customers, targeted and/or engineering, procurement and construction (EPC) ones.

Solution Execution

• Define the cluster execution capabilities footprint for the segment,
• Ensure proper follow-up of the customer project process (CPP) standards
• Escalate to segment central execution team every large critical projects opportunities

People & Skills

• Responsible for attracting and selecting the best resources for the segment in the cluster and for their up-skilling and certification,
• Execute HR processes with his team (goals setting, performance appraisal, reward, etc…)

Profit And Loss Balance Sheet

• Total cluster segment orders intake (including products, software and services)

Market Data

• Share of wallet in the global strategic accounts in the cluster
• Access to customer and go-to-market strategy for global strategic accounts in the cluster
• Bridge Front Office data accuracy

Up-skilling

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

Must Have Skills

• Segment knowledge
• Solution business knowledge
• Customer value proposition
• Market segmentation and customer targeting
• Establish and sustain winning relationships
• Customer focus
• Influence and convince
• Foster cooperation

Other Key Skills

• Capacity to set vision and strategy
• Business acumen
• Strategic account management
• Take risks and innovate.