Sr GM/ GM - Sales - Diffused Segment

Purpose of the position i.e.

Mission:

Generate profitable sales growth and increase Segment 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 Diffused 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/ EPC.

Key Responsibilities:


* 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 meetings 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



* 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



* 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 Segment Business Pull actions.
+ Respect commercial policy.



* After sales:
+ Contribute to offer evolution by reporting customer needs.
+ Be the customers ambassador in Schneider electric.
+ Write and share activity report

Job environment:


* Collaboration 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 u...