Role Purpose
The SGM OEM leads endtoend growth for the OEM business, driving market strategy, segmentation and platforming, commercial policy alignment, channel performance, digital experience, and cross-functional coordination. The role builds and executes OEM marketing plans and multihorizon growth strategies (AOP/AMSP/35 year), partnering with Sales, Category, Marcom, and Global teams to deliver sustained revenue, share, and profitability across Machine Builders, POEMs, Control Panel Builders, Integrators, and IADs.
Key Responsibilities
- Market Research, Segmentation & Strategy
- Conduct ongoing market and competitive research; translate insights into actionable strategies.
- Drive OEM segmentation and platforming; ensure platforming accuracy and updates.
- Evolve the OEM coverage model to improve reach, productivity, and profitability.
- Lead BFO OEM data maintenance and governance.
- OEM Marketing & Growth Planning
- Build and execute the annual OEM marketing plan (incl. digital) with Marcom.
- Develop and review strategic growth plans (AOP/AMSP/35yr) across OEM channels.
- Own OEM commercial policy suitability; support financial modeling (nonpricing role).
- Sales & Channel Performance
- Work with Sales to track channel performance and profitability; drive corrective actions.
- Lead sales acquisition automation to improve funnel efficiency.
- Monitor commercial KPIs: order value, cost, margin, EBID, and portfolio mix.
- Customer Platforming & Key Account Management
- Improve market transparency across customers, markets, and offers.
- Build, retain, and grow a strong base of OEM Key Accounts; manage pipeline health and global dashboard reporting.
- Product & Solution Lifecycle Management
- Support product launches, positioning, lifecycle transitions, competitor analysis, and promotions.
- Ensure customer insights flow to Offer/Category teams.
- Digital Experience & Enablement
- Define OEM digital experience needs and partner with DCX for implementation (MySchneider, web, CPQ/CRM/MA tools).
- Coordinate capability-building and training for OEM partners through internal programs.
- Cross-Functional & Global Alignment
- Collaborate with Global initiative leaders, OEM Regional Leader, Category, Finance, Marcom, and Operations.
- Drive synergy with other Business Entities with OEM exposure.
- Planning, Forecasting & Governance
- Develop the Annual Operating Plan and AMSP.
- Run market estimation, segmentation, growth sector analysis, and sales feedback loops.
- Assess macro/micro-economic factors and adjust plans accordingly.
Key Performance Indicators
- OEM revenue, margin, EBID, and mix improvement.
- Coverage, platforming accuracy, and account penetration.
- Pipeline health, win rate, sales cycle reduction, automation-led acquisition.
- OEM retention, NPS/CSAT, channel profitability.
- Campaign ROI and digital engagement metrics.
- On-time execution of OEM plans and reviews.
Qualifications
- Education: Engineering degree in Electronics/Instrumentation; MBA/PGDM preferred.
- Experience: 15+ years in Sales/Commercial roles; 5+ years leading significant sales teams in industrial automation/OEM.
Technical & Industry Expertise
- Strong understanding of OEM machines, applications, buying criteria, and automation relevance.
- Knowledge of motion and control platforms (servo, drives, controls).
- Experience in product lifecycle, competitive mapping, and value selling.
Core Competencies
- Strategic thinking and strong execution discipline.
- Commercial and channel acumen.
- High collaboration and matrix influencing capability.
- Strong people leadership and customer orientation.
- Experience across Sales and Marketing; digital and data-driven mindset.
Let us learn about you! Apply today.
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