Required Senior Manager- Sales in Schneider Electric Pvt Ltd

1. Purpose of the position i.e. Mission:

   < >Generate profitable sales growth and increase Solar Power Plants & Large Commercial Business market shares in his area of responsibility by using all commercial & marketing levers in line with the commercial policy defined in “country”.Contribute with his technical expertise in Solar Power Plants & Large Commercial Business and related applications, to realize growth objective and sales development towards customers in his area of responsibility in line with targets setPromote Solar Power Plants & Large Commercial Business offer, solutions and services to his ‘direct customers’ portfolio.Develop & support sales actions managed by System Integrator Channel and / or Distribution network, within his area, contributing to their targets achievement.

2. Key Responsibilities: 

   1)    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).

   ·         Manage his customer portfolio using marketing tools (plat forming), build and pilot his individual action plan.

   ·         Deploy and implement the commercial policy

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

   ·         Propose commercial actions and related budgets, manage it after approval.

   ·         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)

   ·         Monitor your states incentive programs as they relate to Renewable energy (Solar)

   ·         Attend trade shows and seminars with assistance from corporate resources

    

   2)    Sell:

   ·         Promote and specify Solar Power Plants & Large Commercial Business offers and solution to develop Schneider Electric market shares.

   ·         Sell 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 Partner / Energy teams with the support of ECI Tendering / Execution teams

   ·         Propose and drive all Solar Power Plants & Large Commercial Business Pull actions.

   ·         Respect commercial policy.

    

   4)    After sales:

   ·         Contribute to offer evolution by reporting customer needs.

   ·         Be his customers’ ambassador in Schneider electric.

   ·         Write and share activity report

   Job environment:

   ·         Cooperation with Direct Key Accounts/KAM’s &  System Integrators/ Distributors(wherever applicable).

   ·         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.

   ·         BFO Compliance , Sales visit reports & Hit ratio.

   ·         Travel & other expense.

   ·         Projects tracking i.e. current & future/ maintaining a “Target Selection of Projects” for the clients/ related Solar Power Plants & Large Commercial Business.

    

Qualifications

Qualification: Bachelor/ Diploma in Electrical, Electronics or Energy Engineering.

Experience: 10-12 years minimum prior sales, leadership, Key Account management experience required. A technical discipline preferred. Solar PV Business industry knowledge is preferred.