Job Openings at Schneider Electric

Key Responsibilities:

• Develop relationships with key decision makers within nominated account(s)
• Build DC practice account plan & strategic initiatives
• Map Data Centre design practice & build C Level relationships
• Build project funnel to holistic SE DC scope & PAM
• Align with commercial country C&SP teams and own cross border projects
• Develop & implement commercial T’s & C’s framework alignment & agreement
• Grow prescribed by SE and SE win rate
• Engage closely with and surround customer with End User C&SP Regional team
• Build a data centre C&SP PAM representative funnel across Schneider Data Centre offer portfolio
• Become an integrated opportunity team member working hand in hand with End User C&SP teams for major projects with nominated EcoSystem value chain accounts
• Lead a virtual country value chain team ensuring coverage and seamless management of cross border projects with value add to ensure successful outcomes & growth
• Process and analyze feasibility assessments for all bid/contract documents related to developed opportunities – plug into regional RAC & Execution Centres
• Build a strong working relationship with the C&SP Segment teams and Country leadership to develop and drive winning strategies
• Build strong relationships within all relevant countries within the Region, and lead the sales, presales, tendering and execution professionals to best address  customer & project needs
• Develop the Strategic Account Plan / Strategy and roll it out across the region
• Consult with customers and shape opportunities to optimize Schneider Electric value
• Build value proposition for the value chain / customers
• Map key decision makers at customers or prescribers
• Follow Customer Project Process (CPP) - follow best in-sales practice and be best in class for account profiling and record keeping in the CRM system

Commercial experience

• Demonstrate deep commercial & technical sales (direct and indirect) experience
• Strong track record of capability to manage and grow large regional accounts
• Understanding account management, customers, sales channels & third parties
• Demonstrate ability to influence at C Level & build collaborative account plans
• Demonstrate significant experience in detecting and discussing industry and customer pain points and proposing high value solutions
• Proven knowledge of Schneider Electric Data Centre offer portfolio & EcoStruxure

Leadership

• Ability to mobilize and manage networks / remote and virtual team
• Ability to navigate complex matrix organizations in multicultural environment
• Ability to understand and animate complex ecosystem of influencers
• Strong initiative, self-starter and highly organized

Communication and Interpersonal skills

• Successful track-record in establishing local customer intimacy through connections at Executive level and key decision makers within the customer organization
• A strong ability to understand complex requirements, able to clearly communicate client needs, challenge the client on solutions and translate solutions to business value
• Able to politically navigate through an organization; balancing interactions with the key decision makers and reaching senior executive / C-Level ranks
• Strong influencing skills and intercultural skills
• Tenacity, resilience, emotional intelligence

Qualifications

• Mechanical or Electrical Engineering degree
• Postgraduate or MBA qualification - added advantage
• 10+ years’ experience
• International experience and exposure is mandatory
• Knowledge of DC industry
• Proven knowledge of Schneider Electric holistic Data Centre offer portfolio
• Fluency in English required
• Ability to speak at least one other language advantageous
• Regional travel required

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Responsibilities:

• Provide 1st level telephonic and electronic technical support in pre-sales (product selection, application information) and post-sales (product installation, technical characteristics, technical complaints) to SE customers and partners;
• Responsible for answering incoming communications from customers on all channels (e.g. phone, email, chat) and prioritizing customer’s support needs;
• Assure proper escalation to the 2nd level support or to Service Team to provide on-site support as required;
• Issue quotations in line with customer requests and required standards: cross references, configuration, mix of products in collaboration with country representatives;
• Provide support to customers for product replacement, troubleshooting and technical complaints;
• Complete documentation and follow up on all commitments and customer details;
• Actively create/modify knowledge database, review FAQ’s (including video FAQ's and download centers), promote usage to the customers 
• Collaborate with Marketing on new product launches;
• Provide relevant product and process training to other team members;
• Proactively research and learn about new products, technologies and applications;
• Participate in the interaction centre’s continuous improvement process;
• Liaise with customers, After-Sales and Marketing regarding Product Quality Returns.
• Responsible for back-up tasks performed in other teams (technical support, generalist, lead management, etc)  as required

Experience Required:

• 1 - 3 years' Technical Support, Sales and/or customer service  experience preferred;
• Previous sales experience an advantage;
• Previous Call Centre / Customer Service experience desirable;
• Basic  knowledge according to the specialization if needed (Automation, Electrical Distribution LV & MV, Home & Building Automation, Power Quality & Energy Management, UPS Systems)

Qualifications

Education:

• Bachelor’s Degree or tertiary technical qualification

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Duties & Responsibilities

• Preferred & backup agents for Top Customers in East Africa.
• Be the single point of contact for all customers
• Monitoring of backorder reports, and working with Supply Chain to ensure customer CLO is achieved
• Drive uptake and adoption of digitization objectives with Internal & External customers.
• Support the sales manager, channel manager and sales team and customers on the online self-service tools, to improve our digital adoption and reduce our self-service cases.
• Make sure that service levels are achieved on cases and calls per day.
• Provide customers with accurate information with regards to orders and information on the system.
• To make recommendations on available alternative products
•  Record and analyze customer queries and requirements.
• Receive Inbound telephonic customer calls
• Ensure customer orders and return material authorizations are processed on time, accurately and within set parameters
• Provide quotations on Schneider Electric products
• Provide generalist and technical support both internally and externally
• Establish and maintain contacts within the Distribution center to ensure service requirements are met
• Be the interface between front office and Channel Sales Team
• Responsible for creating and sending out accurate invoices

Order Management

• Check all order details to ensure 100% correctness of order capturing as per the order verification process.
• Ensure any discrepancies are followed up with sales or customer.
• Ensure all orders are correctly routed and the specials requests for delivery or collection are actioned as per the distribution center procedures
• Forward credit held orders to finance department and sales account managers, ensuring where possible orders are released before the delivery run

Qualifications 

 Minimum Qualification & Requirements

• Ability to read, write and speak fluently in English
• MS Office
• SAP working experience is mandatory
• BFO knowledge
• Bachelor’s Degree or Post-Secondary Certificate in Business Administration or Customer Services or finance or Accounting with 1-2 years of work experience

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Essential Responsibilities:

• Develops account profiles and executes the sales plan. 
• Applies market and account skills necessary for dealing with specific target audiences.
• Identifies and contacts potential customers or prospects, either existing or new.
• Secures customer satisfaction overseeing all ongoing activities with the customer (orders, delivery..)
• Utilizes BFO (Salesforce.com) for sales funnel management and for Account Planning.
• Provides monthly forecasts and summaries in a timely manner.
• Participates in the preparation of analysis and reports on field service performance.  
• Prepares sales quotations and proposals with the help of quotation team in respect of Field Services expected margin.
• Works closely with Inside Service Sales Representatives and the BU account manager to maximize business opportunities.
• Is “feeding” the Field Services Marketing leaders with Offers feedback and needs
• Educates customers on all SE products and services with special attention on Recurring and digital Offers
• Provides mentoring, coaching and guidance to other sales employees
• Coordinates and/or attends trade shows and marketing/sales seminars as needed

Main interactions:

• Field Services Sales Team, Customers, Field Services Vice President, Field Services Operational Marketing, Inside services sales, BU/Country account managers, Business developers , Services Bureau

Key Success Factors

• Good working relationship and regular coordination with all Account Managers (incl. GAM/KAM) for opportunities identification and support
• Regular collaboration with Field Services Operational Marketing team for thorough understanding of country Installed Base

Qualifications

• The successful candidate should have a (4) year college degree or equivalent work experience in the sale of winders and (3-10) years technical sales experience.
• Inside sales or CCC experience is a plus
• Ability to build a sustainable and reliable relationship with the customer.  The concept of Customer Intimacy is critical in Field Services.
• Excellent verbal and written communication skills including C-level customers
• Thorough knowledge of Schneider Electric services offers throughout the Asset Management Life Cycle of the product. 
• Proficient in Microsoft Office suite and ERP/CRM related tools.  Excellent organizational skills

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Main responsibilities:

• Manage VSDs offers' portfolio and offers’ introductions
• Accountable for the growth and profitability
• Understand and share Offer Strategy with the Business Unit to adapt and execute it locally
• Master the Offer knowledge and the Offer environment
• Support Sales Offer strategy execution
• Collect and provide all Business information to the Business Unit
• Participate in Sales, Inventory & Operation Planning (SIOP²) process
• Optimize offer launches for all hero products across all BUs
• Enhance offer launches by piloting new and improved methods of tracking, communicating, measuring and managing launches with the Operations team.

Detailed Description:

• Understand and shares Offer Strategy with the Business Unit to adapt and execute it locally:
• Manage and develop the offer portolio.
• Manage or support the launch of new offers over time, to encourage growth of market share and compatibility with needs, guaranteeing achievement of goals.
• Implement the Marketing Mix (Product, Place, Price and Communication) adapted to the offer.
• Analyse product and customer portfolio and margin.
• Responsible for local list price management and admin in ERP.
• Guarantee profitability of the offer (price, mix, etc.).
• Pricing positioning and consolidated margin (CCO) optimization for the whole offer sold in the entity.
• Lead the traceability initiative for the country.
• Drive an execution plan to transform Install base traceability data into business generation opportunities, feeding sales teams.
• Master the Offer knowledge and the Offer environment:
• In charge of market measurement, evolution analysis and relevant action plans.
• Monitor the competition and analyzes competitors offer positioning at entity level (strategy, marketing mix, …).
• Usually participates in country standardization committees.
• Collect and give to the Business Unit all Business information:
• Contribute to the specifications of new offers and offer adaptations with Businesses.
• Take part in Sales, Inventory & Operation Planning (SIOP²) process
• Contribute to the Sales Forecast

Qualifications 

Education

• Relevant technical degree, e.g. NDip, BTech or BEng Electrical Engineering
• Business / Marketing qualification is an added advantage

Experience

• 7+ years of experience in similar industry
• Prior experience in a similar (product marketing) role would be preferred
• Knowledge of the South African market.
• Offer management (product marketing) experience
• Solid experience in Anglophone Market in sales, engineering or marketing roles
• Knowledge of Schneider Electric Business (customers, products, etc.) is advantageous.