Job Opportunities at Schneider Electric

Job Description

Job Purpose 

To define, develop and deliver differentiated solutions and product offerings that focus on winning market share. This position manages the entire portfolio for Power Products in Anglophone Africa.  The role demands deep market analysis and insights and managing AMR, defining an appropriate offer to the relevant market, while defining pricing, GTM, and value proposition. A significant part of the role is to animate the channel and segment sales teams with the relevant sales tools, competitive offer specific battle cards and Marcom plan. The function is required to define price and GM, manage the product lifecycle driving a high vitality index through intimate VOC/VOM and execution of product launches while presiding over special pricing decisions .

Principle Responsibilties 

• Define offer portfolio and product strategy based on knowledge on competitor activities (cluster and regional)
• Product portfolio management including product strategy, product positioning, product road map, product launches etc. to achieve profitable sales
• Owns activity P&L for defined offer portfolio
• Responsible for achieving top line (according to offer strategy), profitability (GM) and incremental price realization (DP)
• Drive technology thought leadership through Sales, BD and larger partner eco system.
• Aim for and achieve higher Vitality index as defined in AMSP roadmap
• Owns AMSP process for respective activity
• Drive Demand generation for this business
• Develop battle cards and animate strong sales enablement as well as for the partners ecosystem.
• Inputs to regional and global teams and participate in the product evolution projects.
• Feedback to quality teams based on the product performance in the field.
• Lead SIOP with GSC team for the offer basket managed by the team.
• Large Team Management – building a team for high performance

Qualifications

• Relevant technical qualification, e.g. BSc. Eng. or B-Tech in Electrical Engineering
• Relevant Marketing or commercial qualification and/or MBA or similar postgraduate business qualification an advantage

Experience 

• 7+ years of experience in similar industry
• P&L management experience
• Solid experience in Anglophone Market in sales, engineering or marketing roles
• Knowledge of the South African market advantageous
• Knowledge of Schneider Electric Business (customers, products, etc.) is advantageous.
• #LI-MD1

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Purpose of the Role:

The Field Services Operational Marketing Leader designs, develops and implements marketing plans and activities for Field Services. This role liaises with country BUs, functions, Field Service Sales & Global Field Services and Global Marketing. Responsibility includes building the growth strategic plan with a 3 year vision / execution roadmap for Services in the country.  The plan is shared and aligned with the country BUs. The incumbent will lead the installed base traceability initiative for the country and drive an execution plan to transform install base traceability data into business generation opportunities, feeding sales teams to ensure effective IB monetization. He/She works closely with the country BUs on the customer platforming and coverage to maximize Field Services business opportunities.The role will bring the Global Field Service offers to the market, adapt the value proposition as needed, monitor the success of the offers and the marketing plan to ensure Field Services Marcom activities and budgets are aligned with Field Service ambitions. He/she will lead the definition and execution of the Field Services Campaign for the country quarterly.

Essential Responsibilities:

• Drive the country demand generation plan in order to increase the pipeline of opportunities, with a focus on early stages (2-3-4).
• Deploy the offer roadmap per BU then per market segment with business potential.
• Initiate Field Service offer launch plan according to the global offer launch process.
• Define the local Go to Market FS strategy in line with the Country Plan for Global Accounts and Targeted Accounts and FS plan for Proximity accounts.
• Adapt to the local market the Field Service Offers value proposition.
• Articulate the consistency of all Field Service offers all along the life cycles stages, positioning as a top priority the Service Plans (service contracts).
• Implement corporate communication tools in line with the Asset Management Life Cycle wheel.
• Define plan, execute and monitor the success of the Field Services sales campaigns, targeting segmented customers, with type of activity done per quarter.
• Lead Install Base Traceability plan with execution to reach traceability knowledge targets and generate business opportunities for sales teams.
• Organize Voice of Customers to provide feedback to Corporate Field Service Marketing and also improve local offer positioning.
• Establish privileged links with Global Strategic Account communities to boost Field Services.
• Perform competitive analysis and identify strengths and weaknesses.
• Manage Field Service offer pricing based on historical data / margin expectations; relying on competition data and value base pricing.
• Based on Installed Base platforming results, challenge BU/GFS Field service LOB to localize offers requiring product adaptation (local regulation and norms)

Main interactions:

FSVP, Marketing Communication (Marcom), Country Marketing, FS Inside Sales Team, FS Outside Sales Team, Customers, Customers and Channels, Business Developers, GFS

Key Success Factors

• Close collaboration with Outside Services Sales to provide leads for visit to customers
• Close collaboration with Inside Services Sales to provide leads for calls to customers
• Close collaboration with Marcom and country marketing to get their full support
• Open to business innovation inside and outside SE and reuse of best practices 
• #LI-MD!

Qualifications

• Master in Marketing or Electrical Engineering
• Minimum 5 years experience in Field Services
• Experience in building strategic, tactical and operational plans (in a corp function or in a Country) is a plus
• Excellent in MS Office applications 
• Excellent verbal and written communication skills to internal and external audiences with ability to communicate to C-level customers
• Demonstrate good understanding of data monetization, digitization, and its business applications
• Ability to be concise
• Organized with project management skills
• Excellent analytic skills, Self starter, quick learner, interpersonal skills
• Capable to work in matrix organization models with strong business pressure

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Job Description

• Maintaining and increasing Schneider Electric’s share of wallet and revenue in the Southern African Development Community sub region.
• Achieving the ITD systems and projects sales targets by generating new sales opportunities and driving the Schneider portfolio through enterprise accounts operating within these key markets.
• Supporting ITCH business flows within the sub-region to build and leverage strong and lasting in country relationships and to expand the sales opportunities into New Accounts across all verticals to drive incremental revenues.
• Developing partnering strategy and partner networks to saturate the market demands.
• Maintaining and developing relationships with key decision makers or influencers within the selected accounts and markets.
• Maintaining a high level of customer satisfaction through in-depth knowledge of customers' organization, mutually trusting relationships and account dedication.

#LI-MD1
Qualifications

• Bachelor's degree or equivalent
• 5 -7 years of related experience within market segments & industry  
• Thorough understanding of the overall structure of the IT/Telco/Financial/Cloud services industry in the SADC sub region