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
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
- 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
- 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
- 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
- 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.)
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
- 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
- Capacity to set vision & strategy
- Business acumen
- Strategic account management
- Take risks and innovate
Req: 008IIT