Field Services Cluster Marketing and Business Development Leader at Schneider Electric

Job Description

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