The VP Process Automation has full P&L responsibility to leverage the Industry 4.0 trend to beat the market and deliver growth of the Process Automation business in the BeNe zone. The role is directly responsible for strategy, C-Level relationships with key customers, orchestrating the commercial activity and driving profitable growth in the zone with a robust business strategy resulting in expanded market share of installed base and new potential segments & customers through diversified offers in software, services and sustainability.
In collaboration with the PA Global Delivery Organisation, the role is also the primary point of authority and accountability for end-to-end service delivery, service excellence and customer satisfaction.
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With a strong focus on the customer experience, the leader will lead the dynamic and synergized commercial organization consisting of sales, business development, pre-sales & marketing and will indirectly manage tendering and delivery (projects & services execution) and support functions.
Key Responsibilities:
- Create and drive the development of a compelling vision to ensure a highly engaged, highly skilled and high performing team capable to achieve the business goals.
- Lead, co-ordinate and support the BeNe business to achieve a maximum growth of orders, sales, gross margin, commercial margin, customer satisfaction and employee
- Work with LOB teams to identify market opportunities, and associated growth strategy related to New Energy Landscape & Energy Transition - decarbonizing electricity, accelerating energy efficiency and electrification. Lead and work with the regional & country/zone leaders to develop and create action plans to execute the growth strategy across all the Industrial go-to-market channels (End Users, System Integrators, OEMs, Distributors).
- Further penetrate into the major industrial segments: To include WWW, CPG, Energies & Chemicals, F&B.
- Develop and execute the account-based business strategy and develop appropriate strategic action plans to acquire new customers as well as structurally develop and grow existing installed base business by upselling value-added services to capture a larger share of wallet.
- Work with Major Pursuits to identify large projects, working across the organisation to develop sales strategies to pursue these mega deals.
- Coach and guide sales leaders and sales teams to ensure a solution mindset and consultative customer dialogue is in place to strategize sales pursuits, build quality pipelines, and achieve commercial excellence.
- Engage wider business stakeholders for effective partnership on electrification and digital transformation offers e.g. EcoStruxture Automation Expert (EAE), leveraging the full breath of software & services offering including Cybersecurity, AVEVA & ProLeiT.
- Active member of BeNe ExCo Leadership team, partnering to win together and maximize the value Schneider Electric is delivering to its customers.
What qualifications will make you successful for this role?
- Engineering or business-related MBA is an asset.
- Global experience and fluent in French / Dutch language an advantage.
- Minimum of 10 years of relevant experience in complex solution selling (Project business), channel management, marketing, P&L management, commercial and services in Industrial Automation targeted go-to-market channels (End User, SI, OEM, Distributors)
- Knowledge of the automation business, including key segments such as Energies & Chemicals, Water & Waste Water, Food and Beverages, plus Power & Energy including Renewables
- Strong market awareness of the industrial automation A change agent embracing industry 4.0.
- Effective people leadership and proven leadership capability, a "talent builder".
- Extremely customer centric and solutions focused, able to establish and maintain CXO level relationship. Preference for strong value-based solution selling experience in an omni-channel
- Capability to persuade and influence effectively, and able to engage others to work collaboratively, with demonstrable evidence of successfully operating in a matrix and effective in an influencing model.
- Strong business acumen and judgment, pragmatic, with financial and commercial awareness and the ability to effectively convey the business vision / strategy.
- Team player: driven and balanced, passionate about success of the collective
- Strong analytical skills: ability to screen and quickly absorb information on various topics from multiple sources and synthesise it to make meaningful recommendations.
- Possesses a strategic and innovative mindset, with enthusiasm for the capabilities of our technology.
Let us learn about you! Apply today.
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You must submit an online application to be considered for any position with us. This position will be posted until filled.
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You must submit an online application to be considered for any position with us. This position will be posted until filled.
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