Job Vacancies at Schneider Electric

Job Purpose

Define and manage the offer strategy for the Power Products Offer in the Southern Africa region and support the distributor and panel builder channel.

Principal Accountabilities

Get a clear and updated understanding of the Offer's environment:

• Evaluate periodically the market & the competition landscape.
• Identify the trends impacting the market.
• Contribute to the Annual Marketing & Sales Plan.
• Meet end-users and channel customers in their day to day lives.
• Support the Distributor and Panel Builder Channels.

Get a clear and updated understanding of the Offer's performance:

• Monitor our business (turnover, volume, profitability, market shares etc.).
• Review the offer's quality level & contribute to global quality improvement.

Define and manage the marketing mix of the offer:

Product (Offer):

• Define with the LoB the offer road-map evolution according to the gaps in: features, quality, availability etc.
• Ensure compliance with standards, profitability targets, quality.
• Manage and update all data (new ref, OPS, O2 etc.)
• Optimize stock keeping.
• Price (Cost vs Value):

In support of the Pricing Manager, assist with:

• Input to the discount matrix.
• Input to price positioning.
• Monitoring and reviewing strategic references and delta prices.

Place (End Users & Channels):

• Work with all Channel Managers to maximize the availability of the offer through all available channels.
• Constantly evaluate the effectiveness of the existing channels and scan the marketplace for new channels (E-Commerce, consumer retail etc.)
• Support end-user and specifier teams to secure specification.

Promotion (Communication):

• Define and update the kill phrases, USP’s, value propositions.
• Collaborate with the communication team to update strategies, tools, promotions, messages etc.
• Support Operational Marketing in the growth action deployment:
• Act as custodian of product relevant material for sales and promotions as supplied by Line of Business (documentation, training, content etc.)
• Manage the global commercial forecast (SIOP process).
• Provide support for key equipment and solutions tenders.
• Optimize stock keeping (O² process)

Specific Processes:

• PEP: Product Evolution Process
• PWP: Product Withdrawable Process
• Pricing: Price Management Process
• O²: Offer Optimization Process

KPI’s:

• Order Intake
• Delta Price
• Margin
• Stock profile

Management System:

• Keep up to date with developments with respect to the management system, as well as apply the policies and procedures relevant to the position. 
• Communicate improvement possibilities with respect to the management system to the relevant process owner or directly to Quality & Customer Satisfaction and participate in improvement initiatives.

Qualifications

Role Requirement

• Relevant technical degree, e.g. B.Tech, B.Eng in Electrical Engineering
• Business/marketing qualification is an added advantage
• Prior experience in a similar role is preferred. 
• Knowledge of the relevant South African market

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Key Responsibilities: 

• Develop Relationships with key decision makers within nominated International Accounts.
• Build strong working relationships with the Segment and Country leadership to develop and drive a winning strategy.
• Build strong relationships within all relevant countries within the Region, and lead the Sales, Presales, Tendering and Execution professionals to best address the customer needs.
• Develop the Strategic Account Plan/Strategy and roll it out across the Region.
• Identify business drivers within the account and develop strategies to pursue these.
• Become the opportunity leader for identified major projects, leading a virtual team and add value to ensure a successful outcome.
• Consult with 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) follow Best In Sales Practice and be best in class for account profiling and record keeping in our CRM system. 

Qualifications

• Degree essential, preferably in Engineering or a business discipline.   Masters qualification desirable. 
• 10+ Years’ experience.
• International experience and exposure is mandatory.
• National and  international travel are required.
• Knowledge of IT and DC industry.
• Fluency in English required.  Ability to speak at least one other language advantageous.

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Key Responsibilities: 

• Understand customer requirements and provide Schneider's total data centre (multi-BU) solutions.
• Promote SE's data centre (multi-BU) solutions to the customer during the prescription process
• Participate in customer meetings along with the Account Manager to build customer trust in SE's products, systems, technology, and capabilities.
• Define specific value propositions for customer project applications and improve winning probability.
• Educate and train customers and partners on SE's data centre and secure power solutions.
• Work with other BUs Solution Architects / Design Engineers and Bid teams to provide complete, accurate and approved solution proposals to customers.
• Ensure solution compliance to standards, regulations, codes and safety requirements for the application, environment, and geography.
• Solutions offered must ensure successful installation, commissioning, and operation.
• Prepare total solution technical proposal package for customer projects to include architecture, capacity calculation, design calculations, drawings, specifications, schematics, solution presentations, value propositions, etc.
• Peer review total data center and secure power solution architectures.
• Implement and comply with standard processes, tools and methodologies
• Participate in all necessary training for competency development and performance improvement. Mentor and train other team members such as Application Engineers.
• Provide periodic updates and reports on performance and goals.
• Liaise with the Business Development / Product Managers for detailed product-related queries/specifications as required.

Qualifications

• Bachelor's degree in Engineering, IT, or a related field. Master's degree is a plus.
• Proven experience in sales management within the hyperscale data center field.
• Strong understanding of data centre solutions, cloud services, and related technologies.
• Exceptional communication, negotiation, and presentation skills.
• Demonstrated ability to build and maintain strong customer relationships.
• Results-driven with a track record of achieving sales targets.

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Your Role – Magic happens when you bring great people together!

• Manage the project team allocating tasks to team members, following their progress in line with project plan (scope, schedule and budget) to completion.
• Animate the communication within the team.
• Manage project contract ensuring fulfilment of Schneider Electric contractual obligations and application of its contractual rights.
• Ensure all appropriate actions to timely recover customer receivables (payments) are done with the support of shared functions.
• Monitor and control project progress versus budget spending. Ensure full & effective reporting to management (reports, project reviews)
• Timeously inform management about project events impacting project performance or compliance with governance principles
• Identify and take all necessary actions to manage risks and address opportunities. Manage claims & variation orders.
• Act as primary point of contact for the customer organizing all project team interaction with the customer (correspondence, emails, calls, meetings). Ensure highest level of customer satisfaction.
• Take full accountability over project profitability (cost, cash flow & margin) including forecasting, engagements follow-up & re-forecasting. Ensure timely revenue recognition as per forecast.
• Ensure project team and suppliers are executing the project in full compliance with Schneider-Electric processes, quality instructions and governance principles.
• Take all necessary actions to correct any deviations or quality issues occurring during project execution.
• Be actively involved with Sales & Tendering team for successful project hand over.
• Conduct lessons learned session with Project team to share feedbacks.
• Be active in PM Community of Practice.

Qualifications

About You

• Commercial / Technical Diploma or Degree 
• Minimum 5 - 8 years in customer project environment (OEM or Energy Management organisations) in the electrical engineering discipline
• Experience in managing equipment or transactional orders is an added advantage
• Cross functional and cross border experience is a plus
• PMP qualification added advantage

Skills requirements

• Excellent leadership, management, communication, influencing, team building and problem-solving skills
• Strong communication skills, effective in a cross-cultural environment to foster collaboration toward a common goal
• Proven leadership skills in project context focusing despite stress and headwinds on business objectives
• Ability to understand, influence & convince in a complex matrix organization