Segment Lead & Business Development Manager (Mining, Minerals, Metals) at Schneider Electric

Role Overview

• Responsible for leading the Mining, Minerals & Metals (MMM) segment in the Anglophone Africa cluster for Schneider Electric, reporting to MMM Vice President EMEA. This individual will play a key role in developing the commercial strategy for the segment, developing the customer approach and associated ecosystem of partners. This will require account management of targeted customers, ability to develop winning strategies for complex project pursuits and introduce innovative and differentiating value propositions.
• This position is accountable for overall business performance of the segment within the cluster, for developing and maintaining key customer and partner relationships, for expanding existing and opening new markets. The individual is required to animate a larger extended team of colleagues including commercial resources, marketing, solution architects and operational resources. This requires effective coaching and development activities for sales teams necessary to ensure successful execution.

Primary Role & Responsibilities

The candidate is required to:

• Work closely with the Segment and the Business Unit VPs to develop MMM Strategy
• Execute the MMM Strategy for the cluster in close collaboration with the multi-discipline resources available
• Meet and/or exceed the Segment Sales targets and associated financial Key Performance Indicators
• Identify and assess Potential Available Market within the cluster, and define ambitious growth objectives bringing profitable growth for Schneider Electric
• Represent full portfolio of Schneider Electric offer consisting of all products, solutions, services and software
• Maintain the opportunity pipeline using Schneider Electric CRM tools. Animate pipeline reviews with the cluster management team. Support opportunity pursuit and review process for large and/or complex projects
• Engage with all Business Units to share business opportunities and foster collaboration
• Develop and nurture business relationship with MMM Customers at C-Level to promote cross-selling

Secondary missions:

• Defines potentials and appropriate sales strategies for the market segment. Partners with end users to plan strategies, provide quality service, train customer's personnel, and provide support necessary for attainment of customer goals and objectives. Anticipates obstacles and identifies alternative strategies.
• Formulates, communicates, implements, and evaluates strategic and tactical sales plans which support business development and increase market share. Monitors outside (or inside) sales performance.
• Facilitates the coordination of cross-functional activities, resources, and establishes key matrix relationships. Deploys company resources and provides support to the sales force in order to meet the sales objectives.
• Maintains active relationships with Schneider Electric customers. Negotiates discrepancies between customer's expectations and the organization.
• Provides coaching and development activities necessary to ensure successful execution of plans.
• Assists staff in dealing with specific target audiences.
• Coordinates sales activities in the market segment with other areas and sales account manager to penetrate target accounts.

Qualifications

Qualifications

• 6-10 years industry related experience
• Ability to lead a team, set targets and delegate to execute on strategy
• Good knowledge of business sector
• Good understanding of contract terms and conditions

Skills

• Good understanding of the customers’ processes and associated needs, problems & technology
• Industry-specific knowledge preferred (good capacity to listen);
• Good analytical and technical skills;
• Strong communication and interpersonal skills, as well as negotiation and influencing skills
• Good knowledge of digitization (software / IIoT), power distribution, automation, controls and critical power
• Autonomous, entrepreneurial & team spirit