Posted on: 21 June 2023
ID 863453

Segment Solutions Leader

Develop and lead for Schneider Electric the utility and power segment business growth & profitability in a targeted Segment and Country with a strong focus on Solutions & Projects. Represent all Schneider Electric scope of work and organization in front of relative customers.

Job Function:
  • Be the Strategic KAM for Eskom and utilities across Southern Africa
  • Define and implement the local strategy for Utility and Power segment
  • Drive Segment projects, solution & service sales across businesses
  • Allocate key local resources for his segment:
    • Segment Marketing
    • Key & National Account Managers
    • Local Solution Architects
  • Define the required execution footprint
  • Drive the utility Solution Offer roadmap in connection with Segments Organisation.
  • Manage and lead large utility strategic projects
  • Customer relationship management
  • C-level customer interaction
  • Business development
Job Responsibilities:

Segment Marketing
  • Set up the proper local segment marketing resources
  • Define with the Segment Marketer the unique customer value propositions for the targeted End-Users
  • Build & deploy local Segment business plan (growth ambition + business transformation)
  • Define the proper go to market rules by relative customers
Solution Offer:
  • Set up the proper local Solution Architect resources
  • Define with the local or regional Solution Architect the Segment Solution Offer roadmap
  • Deploy and support the Solution Offer in the country
  • Adapt reference architectures to local requirements
Solution Selling:
  • Is the local Schneider Electric referent for the targeted segment
  • Set up the local sales objectives for the Segment
  • Define, formalize and communicate the sales strategy & processes
  • Drive Solution & Service sales, coordinate channel sales for Segment
  • Manage Utility Solution opportunity portfolio & pipeline for the segment
Solution Execution:
  • Define the local/regional footprint and required set up of Execution center for the segment
  • Has the decision authority on the Execution strategy for critical projects
People & Skills:
  • Responsible for the upskilling / certification of Country Segment resources (KAM/NAM, Segment Marketing, Solution Architects)
  • Build the training paths for the team
  • Execute HR processes with the team (appraisals, career reviews, etc.)
Key Performance Indicators:

Growth:
  • Total Utility Segment (including Products and all BUs)
  • Segment Solution Order Intake (cross-BU)
  • Multi Business Solution Sales (SL3)
  • Global Utility Strategic Account Sales
  • Services (Field and Professional) Sales
  • Profitability:
  • Gross margin of Segment Solution business
  • Upskilling of local Segment team: certification of Segment Marketer, Key & National Account Managers, and local Solution Architects
Qualifications
  • Knowledge of the Utility and Municipality Solution business
  • Knowledge of the Power and Energy Business
  • 10+ years of experience of working in Power and Energy Segment
  • Competency to develop Customer Value Propositions
  • Market segmentation and customer targeting
  • Establish & sustain winning relationships
  • Customer focus
  • Influence & convince
  • Foster cooperation
  • Advanced English
Other key skills:
  • Capacity to set vision & strategy
  • Business acumen
  • Strategic account management
  • Take risks and innovate
Schedule: Full-time

Req: 008IIT
Occupation:
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