Context :
Schneider has embarked on upon a plan to gain leadership position in Industrial automation business in the Indian market along with a specific focus on solution sales for different Industry segments with a strong “One SE” approach in the market.
The above challenge requires the role holder to be adept in his/her understanding of the End user segments and Customer mindset for OEMs, in the business. This is a diverse role encompassing end user segment strategy with “One SE” approach, involving prescription and Solution Selling to End User customers,
Job Purpose
1.To strategize & lead the End User Segment (Sales and prescription) to achieve the business revenue and growth objectives by maximising productivity and profitability targets, with a strong focus on value selling.
2.Provide thought leadership for developing and executing mid to long term strategy and vision for end user segments (Solutions Organization)
Key responsibilities:
1.Planning, Forecasting and Strategy;
Define and implement the strategy for the EU segment and explore new opportunities in the segment to drive aggressive growth targets.
2.Solution Selling
Set up the sales objective for the segment – define, formalize and communicate the sales strategy & processes. Manage the solutions selling opportunity portfolio and pipeline for the segment
3.Prescription:
Step-up prescription activities in all respects to provide System architecture support to End User business
.
4.Market Analysis
Analyse market dynamics , tops down and bottoms up market estimation, vertical segmentation and
analysis, growth sectors, focus products & sales feedback to management
5.Key Account Management
Develop an excellent base of Key Accounts, identify, retain and convert accounts, ensure optimal service and support deliverables for business growth. Customer Accounts pipeline Management
6.Product and Solution Life Cycle Management:
Product Launch, Pricing, Positioning, Life cycle management, Competitor Information and analysis , Product Promotion and Publicity
.
Complexity
This is a complex role and requires a blend of strong skills & exposure in P&L management and strategic thinking capabilities & experience in solution selling space. This role requires significant level of cross functional influencing & communication both locally & in the global network
Collaboration across multiple product lines both within and outside the BU to ensure a satisfactory customer experience wide one single interface.It requires a high level of networking and conflict management
Overall Team size: 12
Qualifications & Specialised Knowledge:
Graduate Engineering in Electronics or Instrumentation with degree in Business Management .
Minimum 15 years of experience in sales / business development out of which 5 years should have been leading a reasonable size sales team in same or related industry
·Knowledge of EU customer and process OEM customer buying criteria, market trends influencing buying criteria.
Critical Functional & Behavioural Skills
Strategic Abilities and Result Orientation
Networking and working in collaborative Matrix environment
People Management skillshas to be very high, should be matured and possess natural leadership skills