Job description for: Sr. Manager/DGM - Sales - Diffused Segment
Area of Operation & Location : Mumbai
Qualification : Bachelor's in Electrical, Electronics Engineering.
Experience: 8-12 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.
Designation: DGM/GM - Diffused Segment Sales [Region: Kolkata].
Purpose of the position i.e. Mission:
- Generate profitable sales growth and increase I&B Business market shares in his area of responsibility for Power Systems by using all commercial & marketing levers in line with the commercial policy defined in "country".
- Contribute with his technical expertise in I&B Business and related applications, to realize growth objective and sales development towards customers in his area of responsibility in line with targets set.
- Promote Power Systems Business offer, solutions and services to 'direct customers' portfolio/ thru National Sales.
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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: 8- 12 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: 0093TU