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  • Posted: Apr 5, 2022
    Deadline: Not specified
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  • Schneider Electric is the global specialist in energy management and automation. With revenues of €26.6 billion in FY2015, our 185,000 employees serve customers in over 100 countries, helping them to manage their energy and process in ways that are safe, reliable, efficient and sustainable. From the simplest of switches to complex operational systems...
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    Business Development Manager – MMM Segment

    Job Description
    The Business Development Manager – (BDM) is a leadership role managing relationship with EPCs and driving large-complex sales opportunities.  BDM understands customer’s business, identifies how Schneider Electric can bring business value with our offer and builds the commercial strategy.  

    Assigned to a limited numbers of large projects (local & ship-out), BDM develops our business deeper and wider in the customer’s organization. BDM is acting for a project on behalf of an Account Manager (Strategic Account Executive, KAM or Targeted Account Manager) but does not replace this role with regards to the customer relationship.

    BDM drives the sales cycle (from S0 to P0) and aligns internal/external partners and key resources.
    He is accountable for the negotiation and closing of the deal, for commercial costs spending and ensures successful project execution, following the handover to the execution team. He is a credible sparring partner for our customers, and has the hands-on attitude to make deals come through. This role requires a deep understanding of the global impact of electrical & automation on a firm's business, a strong appreciation and understanding of key technologies involved, and extensive knowledge of the market’s value chain: third party technology manufacturers, EPCs, SIs, OEMs and End Users. Most importantly the BDM must be able to translate his knowledge into a business language and fluently articulate it within a client environment. The BDM will be the key interface with the various MMM Geography Leaders & Teams in the Regions.

    BDM  core responsibilities are

    • Engage and Develop Relationship with Target EPCs (and POEMs) in the South Africa – “Trusted Advisor”.
    • Define the commercial strategy for a project and execute it
    • Build up and manage the capture/opportunity team
    • With the Opportunity/Pursuit team, define the execution set-up to submit a winning offer (quality / price / delivery time/commercial costs spending)
    • Take all necessary actions to win the project (with the End-user, the EPCs, the eco-system, the partners, the suppliers, …)
    • Negotiate and close the deals
    • Hand-over the project to the Execution team

    Additional responsibilities

    • Consults 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) and drive/prepare associated meetings: kick off meeting, project Steering Committee, Regional SOC and Global SOC (as applicable)
    • Set up and drive the offer project team and master the different aspects of the offer: risk analysis, cash curve, technical proposal, purchasing scheme, Terms and Conditions, etc.
    • Assist in the production of final bid and contract materials

    Qualifications

    Skills/Experience

    • Global/International Business experience
    • Ability to understand and apply industry/market knowledge (macro drivers, significant trends, strategic direction) in client communication and dialog
    • Detailed business financial knowledge and experience within a technical or sales environment
    • Account management experience with proven ability to establish and maintain C level relationships
    • Strong Contract negotiations and closing skills
    • Past (Multi-level selling) experience of closing complex deals  and elaborating/managing associated proposals
    • Ability to navigate a complex (matrix) organization and built strong network
    • Interpersonal, communication (Fluent in English) and influencing skills
    • Solution Sales Master (or equivalent) certification
    • 7 to 10 years Experience ( minimum)
    • Education  Electrical Bachelor’s Engineering Degree + MBA (preferred)
    • Travel : 10 ~ 15%

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    Inside Sales Senior Representative

    Job Description
    Schneider Electric South Africa is looking for a talented and competitive Inside Sales Representative to join their Secure Power Division/IT Business. This role is a combination of Sales skills, Channel Focus, and a structured approach. The main target is to ensure that we develop a strong channel community – Solutions partners and Distributors in Southern Africa

    The priority of the position is to support Secure Power Distribution manager and External Account managers into distribution and direct accounts. The measure of these goals would be via the system sales achieved and the customer satisfaction.

    Essential Functions:

    • 30% • Manage External Partner administration expectations.
    • 70% • Manage Internal Sales administration expectations

    Key Performance Indicators

    • ETA tracking & Communication                                                                                              Weekly.
    • Backlog Tracking and Communication – Forecast meeting                                                   Weekly.
    • Warranty & RMA claims process forms and information to AM                                           When Req.
    • Pricelist – Local and HUB – publish                                                                                        Monthly.
    • Local stock check / confirmation Report to team                                                              Every 2nd Monday.
    • Report on stock Health management in JOD/Bartlett.                                                          Quarterly.
    • Support Stock Forecast                                                                                                         Monthly
    • Support Distribution manager with quote                                                                              Daily
    • General product and services Communication                                                                     Daily

    Detailed Duties & Responsibilities

    • Lead generation and prospecting: inbound lead referrals and outbound "cold calls" employing web-based tools
    • Research accounts identify key players and distribute company, product and application information to generate interest
    • Assist with the management of the commercial contractor market segment and take customer "ownership" position within the commercial projects team
    • Management of the sales funnel, product forecasting, backlog management, pricing tool maintenance, implementation of sales-related policy and procedure, fielding and responding to customer information requests
    • Assist with the development and maintenance of customer/segment forecasts - financial analysis for revenue/gross margin call, participating in product and supply chain buy/build planning
    • Coordinate account support with the Schneider Electric Sales Applications Engineering, Customer Service, Operations and Logistics, and Finance organizations as required
    • Manage CPA's and support sales where required
    • Quote for small project jobs

    Qualifications

    • Bachelor’s in information technology or related fields
    • At least 5 years of related experience
    • Prior experience in an IT Business environment is beneficial
    • Excellent customer relations orientation - focus on making Schneider Electric "Easy To Do Business With"
    • Strong, fearless phone presence and experience initiating dozens of calls per day
    • Proficient with corporate productivity and web presentation tools
    • Experience working with Salesforce.com or similar CRM
    • Ability to multi-task, prioritize, and manage time effectively
    • Excellent verbal and written communications skills
    • Strong listening and presentation skills
    • Strong degree of accuracy in work, excellent attention to detail

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    Services: Finance Business Partner

    Purpose of the role:

    • To track/monitor & report financial performance of Services and support the business in achieving its goals at a Cluster level.

    Objective:

    • You will be supporting Tender & Execution teams to monitor and challenge service project performance (P&L, Cash Curve, CCO GM evolution, etc)
    • Ensure governance around project controlling are in place (REL, risk/ opportunity analysis/review, solution database, Process Guidelines, IFRS).
    • Advise the Finance & Control Leader and/or Delivery Leader, on main areas of attention regarding the execution of projects (risks / loss / opportunities).
    • Be part of Services Project controller community

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

    • During services Execution, you will support and challenge Services Manager in all relevant aspects with close focus/follow up on the finance activities (Revenue recognition, Margin, Cash, Tax, …) to improve project financial performance.
    • Creates and maintains accurate and thorough financial reporting of forecasts and actual results by project and service contract. Provides relevant (timely & accurate) variance analysis.
    • Liaise with Corporate, Finance & Control functions to help in the follow up of financial performance of service execution: Legal, Tax, Treasury, Solution Risk Managers, Contract Managers, Contract administrators, and Finance Business analysts. Manages the Cadence: Planning, Budgeting, Forecasting and Reporting processes for projects/service activity. Support Project Managers and Delivery Director in identification, analysis, trending of deviations in actual performance to budget/forecast, recommend & take part in corrective actions.
    • Supports invoicing and cash collections on projects. Participates in weekly cash calls or unbilled calls, supports in resolution of disputed items in coordination with Delivery Project managers.
    • Establish standards & templates financial system for Delivery function to enable systematic & consistent data collection, and generation of analysis reports.
    • Support month-end reporting in terms of POC method, utilization, factory loading, ad hoc reporting and CQA support. Ensure project compliance with systems policies and procedures (like GDO procedure, DOA) as well as application of business and system processes (SAP).
    • Take active part of Services Controller community sharing lessons learned and best practices.

    Qualifications

    About You

    • University and/or Business School: CIMA qualification or B com accounting degree with Honors qualification as advantage.
    • 8-10 years, Finance, Control, or Audit experience in large and/or multinational companies
    • Proficient in SAP & BW
    • High level of Excel skills.
    • Prior experience of project/service controlling is a Must.
    • Exposure to manufacturing processes/projects would be needed.

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    Health Safety & Environmental Specialist

    Your Mission

    Provide direction to the organization on Safety, Health and Environmental matters 

    • Develop and implement the Health, Safety & Environmental system, to meet the requirements of OHSAS 18001 and ISO 14001 respectively, at all sites under the responsibility of SESA. 
    • Support the responsible person on each site with activities in the workplace, related to the above systems, to ensure work practices are aligned towards the attainment of Health, Safety and Environmental objectives.
    • Manage a Health, Safety and Environmental management program with objectives and time scales.
    • Develop and maintain risk registers in all areas to enable the prioritization of identified risks with actions to minimize risk thereby continuously improving the system.
    • Act as the correspondent to the International Operating Division on Safety, Health and Environmental matters and provide feedback on performance of the System. 
    • Create awareness among employees of the Health, Safety and Environmental system in order to minimize risk.
    • Implement and manage the internal audit program

    Principle Accountabilities:

    • Reduce incidents to meet preset targets through an effective Health, Safety and Environmental System.
    • Ensure legal compliance through an effective Health, Safety and Environmental System.
    • Minimize risk to employees, contractors & visitors through an effective Health, Safety and Environmental System.

    Process Owner

    • In this position you are required to fulfill the role of a Process Owner, responsibilities and authority are according to job description reference GE207.

    General

    • Ensure that all standard operating procedures are adhered to.
    • Ensure professional standards are maintained in all business situations.

    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

      About You

    • Tech / National Diploma/ Degree in Environmental Health / Safety / Quality
    • 5 - 10 years' experience in a manufacturing sector is an advantage
    • Strong communication skills both written and verbal through various formats
    • Attention to details, proactive, dynamic, and effective individuals.
    • Able to work independently and proactively.
    • Willing to travel (up to 50% of working time)
    • Knowledge of OHS Act and regulations.

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    Segment Marketing Manager

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

    • This position is responsible for the support of the Industrial Automation Business Unit on all matters relating to Channel and Segment (End User) Marketing, as the marketing communications (MARCOMS) business partner. 

    Key Activities Entail:

    • Supporting the Channel and Segment Annual Marketing and Sales Plan (AMSP).
    • Developing market segment intelligence for the creation of tailored market segment value-propositions and go-to-market strategies.
    • Leading the execution of innovative and strategic business growth initiatives.
    • Providing transversal support and working collaboratively with other functions in the organization.
    • Driving market segment specific Offer deployments.
    • Executing the digital transformation of channel management.
    • Supporting the successful execution of events, through planning and coordinating, inviting of target audiences, provision of marketing collateral and post event communications.
    • Supporting the segment and channel teams with market assessments, competitor analysis, efficient generation of qualified sales leads, driving marketing generated revenue, customer case studies, success stories etc.
    • Assembling, localizing and deploying internal and external communication assets.
    • Execution of the Channel Marketing animation program

    Qualifications

    About You

    • Tertiary qualification in Marketing (minimum NQF6) with at least 5 years of experience in End User and Channel Marketing in the electrical and/or industrial automation or similar technology sector.
    • Strong multi-project management skills with the ability to perform under high pressure.
    • Experience in digital marketing would be a strong advantage – i.e. demand generation, channel management, e-commerce.
    • Strong communication skills, both written and verbal through various formats.
    • Attention to detail, proactive, dynamic and effective.
    • Able to work independently and proactively.
    • Willing to travel (up to 50% of working time)

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    Solutions Architect - Energy Automation

    What you will do:

    • Act as the primary contact for Digital Energy Automation offers, providing operational support for the different stakeholders, internally and externally.                                   
    • Provide support in terms of solution architecture for EcoStruxture Grid and EcoStruxure Power focused on Energy Automation offers.                                                                       
    • Provide customers and salespeople application support and technical advice during pre-sales and after sales discussions. Ensure the availability and update of documents and tools for the countries                                                                                                          
    • Offer homologation and qualification with major/strategic customers, on site FAT.
    • Accountable for implementing the actions around giving feedback to the Digital Energy Automation BU on new market requirements, technological evolutions and competitor analysis
    • Provide technical advice, competitive solutions and clarification to the sales and tendering team to support them to achieve sales target                                       
    • Assist Schneider Electric's partners in product selection & building offer quotations, ensuring it is technically and commercially optimized                                                  
    • Prepare training course and give professional presentations or demos to customers and salespeople to ensure a broad product and solution knowledge coverage and to promote the expertise of Schneider                                                                                
    • Validate and test the solutions based on the EcoStruxure Power and EcoStruxure Grid 
    • Lead consultant prescription activities for their respective offer/solution, to ensure Schneider is an approved/preferred supplier.
    • #LI-MB1 

    Qualifications

    About you:

    • Electrical/Electronic Engineering degree
    • Min 7/8 years in Energy Automation covering protection relays, RTUs,  SCADA, metering, edge control software, IT and OT enterprise software applications.
    • Possess in-depth technical knowledge of Electrical Network Management technologies, and should have a strong understanding of the entire spectrum of Energy Automation solutions from connected field devices to automation software                                                              
    • Deliver on complex problems without guidance                                                                          
    • Strong customer focus                                                                                                              
    • Deliver presentations with ease and engage audiences                                                              
    • Autonomous & team spirit       

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    Execution Senior Project Manager - Datacenter Projects MEA

    About the role:

    The Regional Application Center Datacenter mandate is to bring together the competencies from pre-sales, tendering and execution of Schneider Electric’s technology, product, services as well as relevant 3rd party solutions in supporting Secure Power divisions to win & execute large datacenter projects. Part of Global Customer Project, RAC DC MEA team takes care of Middle East and Africa's region from pre-sale to execution.

    We are currently looking for an Execution Leader who will be responsible for all datacenter projects in execution across the MEA region, ensuring Schneider Electric delivers best in class datacenter solutions to meet customer expectations whilst achieving safety, quality, schedule, and financial goals.

    Duties and Responsibilities:

    • Responsible for Project Management discipline and compliance with internal processes (Customer Project Process)
    • Implement the necessary governance to ensure that all projects are executed as per best practices, standards, and guidelines.
    • Ensure project execution KPIs are exceeded:
    • Profitability of projects
    • Cash treasury
    • Customer satisfaction (End User, Consultant, Contractor(s))
    • Under-Over Absorption
    • Safety and compliance
    • Provide functional (dotted line or direct reporting) leadership and guidance to:
    • Onboard project / site managers: 4/5 PM directly reporting to our Application Center across several countries (Dubai, Kenya, Tunisia, South Africa…)
    • Delegated PM from other department (HUB, GFS, …)
    • Third-party consultancy services.
    • Supports the effort to effectively extend RAC DC project management capability across MEA by partnering with third party consultancy services.
    • Project documentation management.
    • Develop Project Management & Global datacenter competencies within Project Managers community.
    • Drive the differentiation value of Schneider Electric with its customers, based on project execution excellence and its inherent value proposition.
    • Ensure that executive management has adequate oversight into critical projects with anticipated risks and opportunities (Permanent dashboard & REL on critical projects).
    • Act as Project Manager directly in charge of several datacenter projects when required or to back-up the team.
    • As part of his duties, the Execution leader will also:
    • Support tendering team & sales to quote Project Management services.
    • Set-up Execution Team org chart by project.
    • Follow-up the project hours backlog to anticipate PM resources and workload.
    • Ensure full DVC absorption of the team on projects.

    Reporting:

    • The incumbent will be the first level of management escalation for key datacenter customers in the MEA Region.
    • The successful applicant will have a direct reporting line to the Regional Application Center Datacenter Leader.

    Qualifications

    • Highly energized and motivated.
    • Energized by working under pressure and with a drive for results.
    • Able to influence by leadership.
    • Excellent analytical and trouble-shooting skills.
    • Strong background including site management and project management (5 years’ experience).
    • Strong datacenter knowledge including:
    • IG Part: MV, LV, UPS, BMS, DCIM, Racks, Cooling, …
    • OG part: Fire System, Access Control, Genset, …
    • Strong team builder of multi-cultural teams in complex environment and to put in place collaborative climate to leverage diversity.
    • Ability to communicate effectively difficult and/or complex ideas by listening and proper information toward both external and internal stakeholders.        
    • Strong change order management skills, to define its structure and to ensure profitability in execution.
    • Good understanding of finance & DVC structure.
    • Be a team leader with capacity to handle several business cases, project, issues at same time.
    • Perfect English speaker and writer (French & Arabic as a plus).

    As a plus:

    • ATD certification
    • PMP certification
    • Prefab / E-House site installation experience

    Method of Application

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