The purpose of this position is to generate profitable sales growth and increase I&B Business market shares in the area of responsibility for Power Systems. This will be achieved by utilizing all commercial & marketing levers in line with the commercial policy defined at the country level. The role also contributes with technical expertise in I&B Business and related applications to realize growth objectives and sales development towards customers in the assigned area, in line with set targets. This position will primarily promote Power Systems Business offers, solutions, and services to direct customers or through National Sales.
Key Responsibilities
- Business Development/Prepare Sales Actions:
- Know, analyze, and formalize market data in the area of responsibility (key customers and stakeholders, potential customers, their interconnections, SE market share).
- Implement the Value Proposition for the entire Schneider Electric Power System portfolio through End Users, EPCs, and Consultants.
- Manage the customer portfolio using the BFO tool, and build and pilot individual action plans.
- Deploy and implement the commercial policy as applicable.
- Report all market information (customer visits, competitor actions, relationships with distributors).
- Drive internal meetings with other sales personnel in the area to coordinate efforts.
- Evaluate and propose actions to improve technical competencies in the area (other sales and channel partners).
- Attend trade shows and seminars with assistance from corporate resources.
- Sell:
- Promote and specify Power Systems Business offers and solutions to develop Schneider Electric market shares in the segment.
- Sell digital products and solutions that contribute to customer performance improvement.
- Prospect new customers.
- Conduct interviews to uncover all customer needs.
- Elaborate offers, respond to quotes, and follow-up.
- Manage differentiated relationships with customers in the portfolio.
- Negotiate with customers and manage prices.
- Support Others to Sell:
- Develop sales in coordination with Segment teams/Account Management Teams KAM, GAMS etc./National Sales and Regional teams with the support of Tendering teams.
- Propose and drive I&B Segment Business Pull actions.
- Respect commercial policy.
- After Sales:
- Contribute to offer evolution by reporting customer needs.
- Be the customer's ambassador within Schneider Electric.
- Write and share activity reports.
Job Environment
- Cooperation with Direct Key Accounts/EPCs/General Contractors/System Integrators and partners is essential.
- Strong personal organization capacity to drive effective customer visits and time spent.
- Knowledge of country commercial policy.
- Can be involved in negotiations with large customers or partners.
- Ability to understand a customer's P&L and work beyond pure technical needs.
Main Performance Indicators
- Sales Turnover Revenue.
- Market share.
- Sales visit reports & Hit ratio.
- Travel & other expenses.
- Projects pipeline tracking (current & future)/maintaining a Target Selection of Projects for the clients/related segment Business.
Qualifications
- Bachelor's in Electrical, Electronics Engineering.
- Experience: 8-12 years minimum prior sales, leadership, Key Account management experience required.
- A person with a good understanding of Industrial & Buildings (I&B) and Energy and Chemical (E&C) segments (Food & Beverage, Life Sciences, Water, Real Estate, Oil & Gas, Fertilizers etc.) business knowledge is preferred.
Knowledge
- Excellent knowledge of I&B Segment and Power Systems Products like Transformers, MV & LV Panels, Relays, RMUs, and Automation Business is preferred.
- Excellent commercial acumen, including knowledge of tax/duty structure in India and its applicability to the Business.
- Personnel with hands-on knowledge are preferred.
- Knowledge of key account handling, especially in targeted sectors and accounts.
- Experience selling in the I&B Segment preferred.
- Experience selling to the utility industry preferred but not required.
- Ability to qualify opportunities, identify key decision-makers, and close business with little supervision.
- Skilled at time and territory management.
Skills
- High level of Communication & Negotiation skills.
- Ability to effectively manage internal & external business partners.
- Ability to build professional relationships.
- Good skills for customer relationship management and interpersonal skills.
- Ability to handle key accounts and customers.
- Fluent in spoken and written English language.
- Extremely comfortable with Computers & day-to-day office applications.
- Value-added selling skills required.
- Sales Techniques.
- Customer Relations.
- Customer Service.
- Planning.
- Professionalism.
- Project Management.
- Time Management
