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  • Posted: Apr 5, 2022
    Deadline: Not specified
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    Schneider Electric is the global specialist in energy management and automation. With revenues of €26.6 billion in FY2015, our 185,000 employees serve customers in over 100 countries, helping them to manage their energy and process in ways that are safe, reliable, efficient and sustainable. From the simplest of switches to complex operational systems...
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    Business Development Manager – MMM Segment

    Job Description
    The Business Development Manager – (BDM) is a leadership role managing relationship with EPCs and driving large-complex sales opportunities.  BDM understands customer’s business, identifies how Schneider Electric can bring business value with our offer and builds the commercial strategy.  

    Assigned to a limited numbers of large projects (local & ship-out), BDM develops our business deeper and wider in the customer’s organization. BDM is acting for a project on behalf of an Account Manager (Strategic Account Executive, KAM or Targeted Account Manager) but does not replace this role with regards to the customer relationship.

    BDM drives the sales cycle (from S0 to P0) and aligns internal/external partners and key resources.
    He is accountable for the negotiation and closing of the deal, for commercial costs spending and ensures successful project execution, following the handover to the execution team. He is a credible sparring partner for our customers, and has the hands-on attitude to make deals come through. This role requires a deep understanding of the global impact of electrical & automation on a firm's business, a strong appreciation and understanding of key technologies involved, and extensive knowledge of the market’s value chain: third party technology manufacturers, EPCs, SIs, OEMs and End Users. Most importantly the BDM must be able to translate his knowledge into a business language and fluently articulate it within a client environment. The BDM will be the key interface with the various MMM Geography Leaders & Teams in the Regions.

    BDM  core responsibilities are

    • Engage and Develop Relationship with Target EPCs (and POEMs) in the South Africa – “Trusted Advisor”.
    • Define the commercial strategy for a project and execute it
    • Build up and manage the capture/opportunity team
    • With the Opportunity/Pursuit team, define the execution set-up to submit a winning offer (quality / price / delivery time/commercial costs spending)
    • Take all necessary actions to win the project (with the End-user, the EPCs, the eco-system, the partners, the suppliers, …)
    • Negotiate and close the deals
    • Hand-over the project to the Execution team

    Additional responsibilities

    • Consults customers and shape opportunities to optimize the value we offer
    • Identify, qualify and prioritize business opportunities
    • Map  key decision makers at customers or prescribers
    • Follow Customer Project Process (CPP) and drive/prepare associated meetings: kick off meeting, project Steering Committee, Regional SOC and Global SOC (as applicable)
    • Set up and drive the offer project team and master the different aspects of the offer: risk analysis, cash curve, technical proposal, purchasing scheme, Terms and Conditions, etc.
    • Assist in the production of final bid and contract materials

    Qualifications

    Skills/Experience

    • Global/International Business experience
    • Ability to understand and apply industry/market knowledge (macro drivers, significant trends, strategic direction) in client communication and dialog
    • Detailed business financial knowledge and experience within a technical or sales environment
    • Account management experience with proven ability to establish and maintain C level relationships
    • Strong Contract negotiations and closing skills
    • Past (Multi-level selling) experience of closing complex deals  and elaborating/managing associated proposals
    • Ability to navigate a complex (matrix) organization and built strong network
    • Interpersonal, communication (Fluent in English) and influencing skills
    • Solution Sales Master (or equivalent) certification
    • 7 to 10 years Experience ( minimum)
    • Education  Electrical Bachelor’s Engineering Degree + MBA (preferred)
    • Travel : 10 ~ 15%

    Method of Application

    Interested and qualified? Go to Schneider Electric on www.se.com to apply

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