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 set
Promote 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.
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
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
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.
Contribute to offer evolution by reporting customer needs.
Be his customers’ ambassador in Schneider electric.
Write and share activity report
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.
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.
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.
Schneider Electric’s logo
Meet Schneider Electric
Information Technology and Services · 10001+ employees · Founded 1836 · Public Company
Company :Schneider Electric is the global specialist in energy management and automation. With revenues of €24.7 billions in FY2016 , our 144,000+ employees serve customers in over 100 countries, helping them to manage their energy and process in ways that are safe, reliable, ef cient and sustainable. From the simplest of switches to complex operational systems, our technology, software and services improve the way our customers manage and automate their operations. Our connected technologies reshape industries, transform cities and enrich lives.
At Schneider Electric, we call this Life Is On.