The position is expected to develop strong & deep relationships within nominated accounts. It is therefore essential that this person has extensive experience of identifying and influencing senior key decision makers & influencers, up to C Level within the account and also Plug In to the existing Schneider organization working with the value chain players.
Key Responsibilities:
- Develop relationships with key decision makers within nominated account(s)
- Build MMM practice account plan & strategic initiatives for nominated account(s)
- Build project funnel to holistic SE MMM scope & PAM
- Develop & implement commercial Ts & Cs framework alignment & agreement
- Grow prescribed by SE and SE Win Rate
- Engage closely with and surround customer with end user MMM regional team
- Build a MMM PAM representative funnel across Schneider Mining, Minerals & Metals offer portfolio
- Become an integrated opportunity team member working hand in hand with end user MMM teams for major projects with nominated EcoSystem value chain accounts.
- Process and analyze feasibility assessments for all bid/contract documents related to developed opportunities plug into regional RAC & Execution Centres
- Build a strong working relationship with the MMM segment teams and country leadership to develop and drive winning strategies
- Build strong relationships within all relevant countries within the region, and lead the sales, presales, tendering and execution professionals to best address customer & project needs
- Consult with customers and shape opportunities to optimize Schneider Electric value
- Build value proposition for value chain/customers
- Map key decision makers at customers or prescribers
- Follow Customer Project Process (CPP) follow Best In-Sales Practice and be best in class for account profiling and record keeping in our CRM system
- Degree desirable, preferably in Mechanical or Electrical Engineering
- 10+ years experience
- International experience and exposure is mandatory
- Fluency in English required
- Ability to speak at least one other language advantageous.
- Knowledge of Mining, Minerals & Metals industry
- Demonstrate deep commercial & technical sales (direct and indirect) experience
- Strong track record of capability to manage and grow large regional accounts
- Understanding of account management, customers, sales channels & third parties
- Demonstrate significant experience in detecting and discussing industry and customer pain points and proposing high value solutions
- Proven knowledge of Schneider Electric Mining, Minerals & Metals offer portfolio & EcoStruxure
- Ability to mobilize and manage networks / remote and virtual teams
- Ability to navigate complex matrix organizations in a multicultural environment
- Ability to understand and animate complex ecosystem of influencers
- Strong initiative, self-starter and highly organized
- Successful track-record in establishing local customer intimacy through connections at Executive level and key decision makers within the customer organization
- A strong ability to understand complex requirements, able to clearly communicate client needs, challenge the client on solutions and translate solutions to business value.
- Able to navigate through an organization; balancing interactions with the key decision makers and reaching senior executive / C-Level ranks
- Strong influencing skills and intercultural skills
- Tenacity, resilience, emotional intelligence
Req: 008HZQ
