Key Responsibilities :

1) Business Development/ Prepare sales actions:

• Know, analyze, and formalize the market data in his area of responsibility (key customers and stakeholders, potential customers, the links among them, SE market share).

• Implement Value Proposition for entire Schneider Electric Power System portfolio through End Users, EPCs and Consultants

• Manage customer portfolio using tool BFO, build and pilot individual action plan.

• Deploy and implement the commercial policy as applicable.

• Report all market information (customer visits, competition actions, relationships with distributors).

• Drive internal meeting with others sales people in his area to coordinate.

• Evaluate and propose actions to improve technical competencies in his area (other sales and channel partners)

• Attend trade shows and seminars with assistance from corporate resources

2) Sell:

• Promote and specify Power Systems Business offers and solution to develop Schneider Electric market shares in the segment.

• Sell digital products and solutions which are contributing to customer's performance improvement.

• Prospect new customers.

• Drive interviews to uncover all customer needs.

• Elaborate offers, answer to quotes, Follow-up and call on.

• Manage differentiated relationships with customers in portfolio.

• Negotiate with customers and manage prices

3) 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.

4) After sales:

• Contribute to offer evolution by reporting customer needs.

• Be the customers ambassador in Schneider electric.

• Write and share activity report

Job environment:

• Cooperation with Direct Key Accounts/ EPC's/ General Contractors/ System Integrators and partners is a must.

• Strong personal organization capacity to drive effective customer visits and time spent.

• Knowledge of country commercial policy.

• Can be involved in negotiations with big customers or partners.

• Ability to understand a customer P&L and work beyond pure technical needs

Main performance indicators:

• Sales - Turnover - Revenue.

• Market share.

• Sales visit reports & Hit ratio.

• Travel & other expense.

• Projects pipeline tracking i.e. current & future/ maintaining a "Target Selection of Projects" for the clients/ related segment Business .

Knowledge:

• A candidate with excellent knowledge of I Segment and Power Systems Products like Transformer, MV & LV Panels, Relays, RMU's, Automation Business is preferred .

• Excellent commercial acumen i.e. should have knowledge upon tax/ duty structure in India and how it is applicable to the Business .

• Personnel with hands-on knowledge are preferred.

• Knowledge upon key account handing especially the 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:

• Should have high level of Communication & Negotiation skills.

• Should be able to effectively manage the internal & external business partners.

• Should be able to build professional relationships.

• Should have good amount of skills for customer relationship management and intra personnel skills.

• Should be able to handle key accounts and customers.

• Should be fluent in spoken and written English language.

• Must be extremely comfortable with Computers & day to day used office

• Value added selling skills required

• Sales Technique

• Customer Relations

• Customer Service

• Planning

• Professionalism

• Project Management

• Time Management

Qualifications

Qualification : Bachelor's in Electrical, Electronics Engineering.

Experience: 12-16 years minimum prior sales, leadership, Key Account management experience required. A person having good understanding of segment Industrial & Buildings (I&B) and Energy and Chemical (E&C) - Food & Beverage, Life Sciences, Water, Real Estate, Oil & Gas, Fartilizers etc business knowledge is preferred.

Schedule: Full-time
Req: 00926C