Building Segments Sales Director - 005GXM
Achieve Sales (direct and indirect), Profitability and Buildings segment development objectives and Building System Integrator Channel at the Buildings EU and all its stakeholders and ecosystem.
Following SE Building Segment and Channel strategies and country commercial policy, with a particular focus on promoting Ecostruxure solutions
Manage Sales team under his / her responsibility
His / her focus is to organize and setup his team in order to reach the sales target, providing mentoring, coaching and guidance to Sales Representative
Creates a motivating and challenging team spirit based on collaboration and achievement
Ensures efficient and regular communications between the team
Develop EU account plan and executes the sales plan
Develop System Integrators account plan and executes the sales plan
Identifies and contacts potential customers or prospects, either existing or new
Promote and sell the full portfolio of SE, including Services, in the assigned segments, with a particular focus on promoting Ecostruxure solutions
Identify the decision-making circuits of projects with customers and the various external actors, Design Offices, Consultants, Contractors, PnB, Distributors, System Integrators,
Implement and execute an appropriate action plan to make Schneider the reference solution provider : be on the Short list.
Influence specifications & specifications by prescribing and ensuring that projects are present as early as possible.
Bring solutions internally and externally to the customer management
Manage customer relations through a planned presence at all levels of the organization, systematic use of BFO
Use BFO (Salesforce.com) for consistent follow-up : CFT, Platforming Nb of visits,
Coordinate and manage projects with Back Office teams, SE actors, and partners to ensure the best offer for Schneider and its customers.
Prepare and present our opportunities and corresponding actions at the SOC and R-SOC
Assure Segment Profitability
Provides weekly forecasts and summaries in a timely manner.
Works closely with Distribution Sales Manager and EU&Partners Sales manager to assure coordination
Works closely with Marcom and Marketing manager to execute business plans.
Fosters collaboration between other sales teams to grow Schneider Electric Sales / Revenue
Secures customer satisfaction overseeing all ongoing activities with the customer (orders, delivery.)
Main interactions :
Distribution Sales Manager, EU&Partners Sales Manager, Direct Contractors Sales, PnB Sales, Marketing managers, Marcom manager, CCC, Logistics
Key Success Factors :
Deep knowledge Building EU segments : Offices, Hotels, Hospitals
Knowledge of Electrical Distribution and Building Automation offers
Regular communication with Distribution Sales Manager, Indirect Contractors Sales, PnB Sales, Marketing managers, Marcom manager, CCC
Create a real dynamic of promotion and follow up of opportunities
To follow regularly the performance of the team
Education / Skills :
The successful candidate should have a 5 year college degree or equivalent work experience and 5 years sales experience and 2 years leadership experience.
Experience in selling to Building EU and its ecosystem
Strong and confident management style with solid written and verbal skills needed.
Ability to build a sustainable and reliable relationship with the customer
Proficient in Microsoft Office suite and ERP / CRM related tools.
Excellent organizational skills.
Control of the commercial environment and our partners.
Knowledge of international project management.
Primary Location : MA-CAS-Le Siege
Unposting Date : Ongoing