Access to Energy - Business Development Manager at Schneider Electric

Job description

Job Purpose

Drive Schneider Electric’s Access to Energy (A2E) business growth through the implementation of various business models, establishment of strategic A2E partnerships, promotion, understanding and marketing of the A2E offer and hunting new business opportunities to achieve exceptional sales growth in Southern Africa.

Setup strategic relationships at C-Level to promote and sell the A2E offer to large corporates for socio economic development which will grow the A2E business and establish reference sites across Southern Africa.

Key Responsibilities:

• Access to Energy: Sales Target of 2.2 million Euro and reach 60 000 people with Access to Energy in 2017.
• Access to Energy: Setup 5 Strategic Access to Energy System Integrator Partnerships across 3 countries in Southern Africa to deliver transactional sales as per target and 5 x A2E solutions each in 2017.
• Access to Energy: BFO Up to Date with accurate Sales Pipeline report & Sales/Stock forecasting accuracy measured through BFO indicators such as pipeline trust indicator etc.
• Sustainability Enablers: Establish Strategic Relationships with 5-8 x new corporates to promote A2E sales via socio economic development budgets.
• Access to Education: 3500 People Trained in Communities in Southern Africa in 2017.
• Access to Energy (A2E) Business Development:
• Lead the achievement of Access to Energy sales of 2.2 million Euros for 2017 across Southern Africa countries including Angola, Zambia, Malawi, Mozambique, Namibia, Botswana, Zimbabwe, South Africa, Lesotho & Swaziland.
• Lead the achievement of Access to Energy to 60 000 people in Southern Africa for 2017.
• Hunt and identify new markets and new customers for Access to Energy sales across Southern Africa to create a sales pipeline for A2E.
• Engage with BU leaders within Schneider Electric Southern Africa to gain collaboration and BU sales support.
• Engage Partner Retail, Specifications & Panel Builders teams to determine opportunities for A2E sales in retail channel and via prescription and panel builders.
• First point of contact for the design of A2E solutions as per customer requirements, in conjunction with solar BU and other BU’s as and when required.
• Support =S= colleagues within the region with all A2E offer technical queries to promote sales and A2E solutions delivery.
• Lead the establishment of Access to Energy solutions system integrator partners in Southern Africa that will act as A2E representatives for sales and solutions delivery for large geographical coverage and reach.
• Consistently engage and push sales independently as well as through collaboration and cross selling through Access to Energy Representatives.
• Ongoing review of the Access to Energy offer versus competitor offer through market research to determine suitability, understand competitor solutions as well as price comparisons.
• Thorough analysis of competitor offers to align pricing and distinguish offer to increase market share.
• Diligent update of A2E sales pipeline on Bridge Front office to ensure that sales pipeline is up to date at all times to enable sales forecasting.
• Collaborate with all A2E representatives to incorporate feedback into BFO updates for accurate visibility on sales forecasting and stock management across BU’s and across Southern Africa.
• Achieve a minimum BFO time in the field percentage 50% for the annual period of 2017.
• Prepare bi-weekly reports for sales forecasting and stock management requirements.
• First point of contact for customer support queries on the A2E offer and liaise with other colleagues such as offer marketing and solar BU colleagues to provide feedback to customers on A2E solutions capabilities.
• Ensure that customer quotations are prepared to deliver an overall local CCO gross margin of 10% for the A2E financial activities including PTSG2, SOLPR and other related activities.
• Global Supply Chain (GSC) liaison to assist with all GSC transportation requirements across borders to ensure timely delivery to customers.
• Actively participate in events where the promotion of Access to Energy solutions is required.
• Sustainable Development Enablers:
• Establish and nurture C-Level relationships in large corporates for the promotion of =S= brand reputation as well as access to energy sales via socio economic development.
• Deliver A2E presentations at large corporates to create a demand for A2E solutions for sustainable socio economic development spend of 1% nett profit after tax in South Africa and related budgets outside the borders of South Africa.
• Leverage the network of French companies to promote A2E sales within the network and to establish A2E reference sites.
•  Social Responsibility:
• Provide support and advise on philanthropy initiatives and events to promote Sustainable Development, Access to Energy and to build the =S= brand reputation.
• Access to Education:
• Actively participate and drive community training initiatives to train 3500 people in communities in Southern Africa in 2017 on topics such as safe energy, energy management and other related topics as required.
• Digitise
• Using Digitisation & Spice in order to achieve efficiency & simplicity in daily tasks and operations and to promote A2E.
• Do More
• Be prepared to go above and beyond to improve internal and external customer experience and implement efficiencies to reach a customer net promoter score of 55% and above.
•  Growth
• Lead the achievement of sales growth to 2.2 million euros’ sales for Access to Energy in 2017 in Southern Africa.
• Innovate
• Implement Initiatives to bring about change and new ways of working smarter to improve results and customer satisfaction that will promote A2E sales.
• Contribute to sustainable development materiality matrix to establish a local Planet & Society Barometer and Achieve Access to Energy and Access to Education requirements.
• Simplify
• Simplify and Optimise Processes and Procedures at every available opportunity.
•  Step Up
• Focus on customer relationship building to provide an excellent customer service and achieve a customer net promoter score of 55% and above
• General
• Ensure that all standard operating procedures are adhered to.
• Ensure professional standards are maintained in all business situations.
• Management System
• Keep up to date with developments with respect to the management system, as well as apply the policies and procedures relevant to the position.
• Communicate improvement possibilities with respect to the management system to the relevant process owner or directly to quality & customer satisfaction and participate in improvement initiatives.

Education

Minimum relevant technical qualification in the field of Electricity at NQF level 5/6.

Experience

Minimum of 5 – 7 years’ advanced sales/commercial experience related to new business development in emerging markets with newly launched offers that are not well established in the market.

Knowledge

• Advanced Understanding of Sales in Emerging Economies
• Solar Solutions (Basic to Advanced)
• Customer Satisfaction and Service Delivery
• Ethics and Compliance

Skills

• Advanced Sales
• Networking & Establishing New Relationships
• Customer Focus & Orientation
• Planning and Organising
• Interpersonal Skills
• Time Management
• Computer Literacy (MS Office)
• Verbal and Written Communication
• Multi-Tasking
• Working under Pressure