Vacancies at Schneider Electric

BDM  core responsibilities are

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

Additional responsibilities

1. Consults customers and shape opportunities to optimize the value we offer
2. Identify, qualify and prioritize business opportunities
3. Map  key decision makers at customers or prescribers
4. Follow Customer Project Process (CPP) and drive/prepare associated meetings: kick off meeting, project Steering Committee, Regional SOC and Global SOC (as applicable)
5. 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.
6. 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)

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Job Purpose 

To define, develop and deliver differentiated solutions and product offerings that focus on winning market share. This position manages the entire portfolio for Industry Products in Anglophone Africa.  The role demands deep market analysis and insights and managing AMR, defining an appropriate offer to the relevant market, while defining pricing, Go-To-Market, and value proposition. A significant part of the role is to animate the channel and segment sales teams with the relevant sales tools, competitive offer specific battle cards and Marcom plan. The function is also required to define price and GM,manage the product lifecycle driving a high vitality index through intimate VOC/VOM and execution of product launches while presiding over special pricing decisions.

Principle Responsibilties 

• Define offer portfolio and product strategy based on knowledge on competitor activities (cluster and regional)
• Product portfolio management including product strategy, product positioning, product road map, product launches etc. to achieve profitable sales
• Owns activity P&L for defined offer portfolio
• Responsible for achieving top line (according to offer strategy), profitability (GM) and incremental price realization (DP)
• Drive technology thought leadership through Sales, BD and larger partner eco system.
• Aim for and achieve higher Vitality index as defined in AMSP roadmap
• Owns AMSP process for respective activity
• Drive Demand generation for this business
• Develop battle cards and animate strong sales enablement including the partners ecosystem.
• Giving inputs to regional and global teams and participate in the product evolution projects.
• Giving feedback to quality teams based on the product performance in the field.
• Lead SIOP with GSC team for the offer basket managed by the team.
• Large Team Management – building a team for high performance
• #LI-MD1

Qualifications

• Relevant technical qualification, e.g. BSc. Eng or B-Tech in Electrical Engineering
• Relevant Marketing or Commercial qualification and/or MBA or similar postgraduate business qualification an advantage

Experience 

• 7+ years of experience in similar industry
• P&L management experience
• Solid experience in Anglophone Market in sales, engineering or marketing roles
• Knowledge of the South African market an advantage
• Knowledge of Schneider Electric Business (customers, products, etc.) is advantageous.