The position will be expected to develop strong & deep relationships within said 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. The R-KAM will be instrumental in developing, implementing and managing the commercial strategy for the Mining, Minerals & Metals Practice of the value chain representing the holistic Schneider Mining, Minerals & Metals portfolio & PAM.
This position will lead the MMM strategy engagements with the assistance of the MMM Segment team into the targeted accounts. As the MMM practice & opportunity leader, they will need to work seamlessly throughout the Zone with the country organizations and build a committed network of sales and technical professionals to help best address the customer needs and ensure influence & prescription of the Schneider offer. In addition, they will take leadership of large project pursuit, driving the sales cycle (from presales through tendering and execution) and aligning internal/external partners and key resources where applicable working hand in hand with the end user country account owner & Regional R-KAM team/s.
This role will be selling the complete portfolio of Schneider Electric by working across our different business units. Experience of selling within a matrix organisation is essential and good internal stakeholder management will also be important. Of specific importance is the candidates capabilities to bring parts of Schneider together to improve prescription & hit rate and make it Easy-To-Do-Business with.
This role requires a deep understanding of the Mining, Minerals & Metals Segment and the key business drivers, a strong appreciation and understanding of key technologies involved and extensive knowledge of the MMM value chain. Importantly the R-KAM must be able to translate his knowledge into a business language and fluently articulate it within a client environment. Collaboration & communication across multiple teams is paramount to the success of this role.
Key Responsibilities
KEY RESPONSIBILITIES & ATTRIBUTES
- 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 through nominated account(s)
- 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 nominated account(s)
- 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.
- Demonstrates 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
- Demonstrates 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 team
- Ability to navigate complex matrix organizations in 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 Executives 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 politically navigate through an organization; balancing interactions with the Key Decision Maker and reaching senior executive / C-Level ranks
- Strong influencing skills and intercultural skills
- Tenacity, resilience, emotional intelligence
Degree desirable, preferably in Electrical Engineering.
Degree Qualified bennificial but not essential
- 5-10 Years experience
- International experience and exposure is desirable
- Knowledge and exposure of Mining, Minerals & Metals industry is mandatory
Req: 008Q1E
