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Purpose:
The main mission of the MMM Services Segment Lead is to drive, deploy, and grow the SERVICES offering within the MMM Segment.
General Responsibilities and Experience:
- Capturing demand
- Lead management, pipeline building
- Distinguish between SA, TA, and proximity accounts.
- Work closely with the extended teams across the cluster to secure best support for customers
- Develop the growth strategy for the assigned MMM accounts in close collaboration with the BU Segment Leader
- Anglophone: Meet and/or exceed the growth targets and associated KPIs
- Identify and assess the Available Market and market share of the selected accounts, then build and execute ambitious commercial action plans
- Represent the services portfolio that Schneider Electric offers.
- Maintain the opportunity pipeline using Schneider Electric CRM tools. Animate pipeline reviews with the cluster management team. Support opportunity pursuit and review process for large and/or complex projects
- Engage with all Business Units to share business opportunities and foster collaboration
- Ensure customer satisfaction through close support, creating customer intimacy and positioning Schneider Electric as trusted advisor for the respective areas of expertise
- Align the growth strategy with customer goals and objectives. Anticipate obstacles and identify alternative strategies to secure profitable growth
- Formulate, communicate, implement, and evaluate strategic and tactical sales plans that support business development and increase market share. Monitor outside (or inside) sales performance.
- Facilitate the coordination of cross-functional activities, resources, and key matrix relationships. Deploy company resources and provide support to the sales force to meet the sales objectives.
- Maintain active relationships with Schneider Electric customers.
- Provide coaching and development activities necessary to ensure the successful execution of plans.
- Must have 510 years Mining transactional and solutions sales experience.
- The successful candidate should have a (4) year college degree in Electrical Engineering or equivalent work experience
- 310 years technical sales in LV/MV
- The ability to build a sustainable and reliable relationship with customers - the concept of customer intimacyis critical in Field Services.
- Excellent verbal and written communication skills, including with C-level customers
- Thorough knowledge of Schneider Electric services offers throughout the asset management lifecycle of the product.
- Proficient in Microsoft Office suite and ERP/CRM-related tools.
- Excellent organizational skills
- Preferably coming from a mining background or have been exposed to the mining environment,
- Understand the sales cycle,
- Development of encounter plans,
- Understanding of the mining customer sales cycle and buying process,
- Must have and understand value creation insights,
- Good understanding of the current trends relevant within in MMM space,
- Have good relationships with existing customers and know how to build rapport and develop new contacts.
- Know what GTMS will be applicable to MMM segment and apply it.
- Have great stakeholder relationships, from functional Management level up to C-level.
- Understand what our differentiator is compared to our competition.
- Know how to shape our UVP solution for customers.
- Forward thinking and empathy Thought leader
- Have knowledge on how Digital impacts everyday sales, and the concepts around EAA, PQ Audits, IB Assessments, SLA's, etc.
- Sales force CRM tool experience, customer platforming
- Understanding of Digital space, interpretation thereof, and preventative/predictive maintenance
Req: 008NPI
