Job Vacancies 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

go to method of application »

• The Field Services Outside Sales Representative is accountable for the promotion and sales of a broad range of technical services including the start-up, maintenance, testing, retrofit, upgrade and digital Services of all major manufacturer's electrical equipment installed at the customer’s site. The OSSR is also accountable for the selling of turnkey projects ranging from simple replacement of equipment to fully engineered solutions.
• This position is responsible for developing and maintaining relationships with new and existing SE customers within Industry Automation (Control Systems, Motion Control, Software) to identify the scope of work, estimate and sell system adds/modifications and maintenance agreements so as to meet or exceed his/her profitable sales target. The FSS develops new sales opportunities and addresses and services the needs of established accounts, utilizes excellent products/solutions/services and customer knowledge to educate customers on pricing and application advantages, and how they meet customer's needs. Creates FS Service proposals, and close them facing the customer. He/she interacts with the account manager from the BUs, and also with FS ISSR and FS Operational Marketing. He/she will have to increase the mix of Service Plans sales as a top priority.

In mature countries, we can specialize the outside sales representatives per customer type:

• Strategic Accounts FS outside sales: is the specialized sales force (V2) to maximize services revenue with Strategic accounts, supporting the SAE or KAM (V1).
• Targeted Accounts FS outside sales: is the specialized sales force (V2) to maximize services revenue with Targeted accounts, supporting the Account Manager (V1).
• Proximity Accounts FS outside sales (direct): is the specialized sales force to maximize services revenue with the proximity account
• Proximity Accounts FS outside sales (indirect): is the specialized sales force to maximize services revenue with the partners (Facility Managers, System integrators, Contractors, Distributors, VARs, Panel Builders) addressing proximity accounts not followed directly by SE.

Essential Responsibilities:

• Develops account profiles and executes the sales plan for Industry Automation (Control Systems, Motion Control, Software)
• 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 FS 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

Qualifications

• The successful candidate should have a (4) year college degree or equivalent work experience 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.