Regional Key Account Manager (R-KAM) Mining, Minerals & Metals Segment

The Regional Key Account Manager (R-KAM) is a significant commercial & technical sales role managing the relationship & collaborative effort with the Mining, Minerals & Metals Practice within nominated End User Accounts across the African region interlocking with the MMM global account ambitions for all sub segments.

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.

Commercial Experience

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

Leadership

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

Communication And Interpersonal Skills

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

Qualifications

Degree desirable, preferably in Electrical Engineering.

Degree Qualified bennificial but not essential