Latest Vacancies at Schneider Electric

Job includes:

Leading the commercial actions in the region including:

• prescription, customer management, opportunity development and follow-up, contract negotiation and conclusion in order to maximise the order intake and market share.
• Work on further developing our distributors in the region and bringing new EPC’s and solar opportunities through channel partners.
• Provide commercial and technical leadership and support during pre-sales, sales, and after sales stages to our channel partners.
• Develop new distributors and partners in newly opened countries
• Support offer creation for commercial channel off-grid and grid-tie in the region
• Understand business in the countries (Markets, Channels, competition, applications, etc) through continuous visits and contact with customers
• Find new business opportunities, based on country and “business line” strategy.
• Become the face of Schneider Electric Solar business in the region for local seminars and events

Contributing in promoting Solar in Country towards:

• External stakeholders (administration, media, solar associations …).
• Internal stakeholders (country president, business VP …).

Contributing in building, updating and deploying a commercial plan for the country:

Targets and forecasts

• Commercial strategy – pricing positioning / business model / major customers
• Technical specification / evolutions of current and future product portfolio
• Supply chain (localisation, …)
• Country priorities
• She/he shall provide forecasts (order intake, project details, volume by product category) on a

monthly basis for the next 3 months and on a quarterly basis for the next 12 months. She/he shall make sure that data in Bridge Front Office is updated before the last day of each month.

Performance indicators

• Business indicators (Order Intake, Sales, Profitability)
• Customer portfolio and conversion rate
• Hit rate and market share
• Bridge Front Office Accuracy

Skills

• Channel sales experience, and technical background
• Networking capabilities (externally and internally)
• Leadership and management skills
• Solar business competencies (business model, market specifications, technical …)
• Collaboration spirit between areas, with other solar teams (Repetitive application, LoBs,
• Services …) and with country organisations (Energy, Partner, A2E, Microgrids, Services …)
• Synthesis and analysis capabilities
• Rigour and result driven
• Fluent local language + English

Hierarchy

The Regional Sales Manager reports to the Area Manager for Middle East and Africa.

Education Electrical Bachelor’s Engineering Degree + MBA (preferred)

Experience: Atleast 7 years in similar role

Travel : 10 ~ 15%

Only Shortlisted candidates will be contacted. Female candidates highly encouraged to apply.

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Job description

Schneider Electric Kenya seeks a highly qualified Channel Sales Manager to Join the IT Business .The role will be responsible for developing a structured and scheduled marketing plan integrating IT business actions in channel animation plans led by partners, and supporting execution, thus avoiding parallel activity.

Essential Functions:

• Support AM’s in aligning channel’s activities to accept and drive new solutions that the company brings to market. Working very closely with LOBs, reporting success and defining innovative GTM to drive hyper-growth through channel
• Closely Monitoring utilization of the available channel marketing funds (COOP and MDF, in collaboration with Marketing Team) in order to ensure maximum ROI
• Providing monthly/weekly reporting and forecasting. Ensuring accurate forecasting in system tools
• Developing quarterly incentives or promotions in line with corporate and revenue objectives
• Attending quarterly business review meetings with all channel partners
• Setting quarterly distributor/catalogue rebate targets and KPI’s
• Monitoring competitor activity and tracking market share information

Detailed Responsibilities:

• Define & Engage the Channel growth plan
• Identifies the end-customer segment specificities, contributes to the go to market strategy based on Business Unit (BU) road book for Partners, confirm commercial policy on offers for the channel and support its implementation.
• Consolidate and follow competition activities through channels to feed this strategy
• Validate with the Partner’s teams the local channel growth action plan (Business Plan), share and deploy it within teams
• Manage the customers ‘portfolio plans (Customer Retentions and Customer Acquisitions)
• Support customer platforming activities to classify his (her) customer portfolio is qualified, grow or saturate category based on business growth plans
• Consolidate channel coverage analysis to define specific plans for customer retentions and customer acquisitions
• Manage the customer portfolio in order to size and allocate sales resources.
• Develop up sell and retention strategies for channel partners and consumers to improve loyalty, drive retention and profit growth on scope
• Customer Acquisitions: Qualify new prospects jointly with partner BU
• Develop and saturate his (her) channel:
• Based on targeted market understanding and the strategic guidelines, define and deploy the actions plan along the year to boost the business thru the channels
• Plan and highlight relevant offer launches and boosters as part of the channel plans and secure expectations on assets delivery, animate the content production with offer marketing to feed the plan
• Use pull and push product approach, develop prescription plan
• Leverage channel integrated marketing activities driven par the Partner Channel Market team to boost business that include online and thru sales people, demand generation, leads management, operational actions plan (either for conquest or retention), launches and campaigns
• Manage customer acquisitions and retentions through marketing & communication activities (Events, Direct Marketing, Web) as set by partners or central team (global events)
• Take in account local channel requests as per ITD scope, bring information to Offer Manager to bring differentiation
• Support the channel’s sales growth and profitability, follow and review the sales execution
• Understand and share with offer market team the discount, rebates and special price agreement policy on the channel concerned to adapt price structure accordingly
• Under the market leader's leadership, propose sales objectives through channels and validate ambition to be set in Annual Marketing Plan (AMP).
• Build the customer action plan related to growth plan for the channels, in order to support the field sales force at country level.
• Leverage internal resources to delivers preferred sales organization and skills, sales tool kits and training
• Monitor top line revenue and growth for the channel segment relative to the ITD business scope and when possible the profitability

Key Requirements:

• Customer oriented, focus on results.
• Demonstrated leadership and collaborative mind-set
• Expected to engage successfully with the ITD & Partner’s teams.
• Effective interpersonal and communication skills
• Able to work in a fast-paced environment and multi-task effectively while delivering under pressure
• Excellent negotiation, communication and organizational skills

Qualifications:

• Bachelor's Degree- Business/IT/Technical
• Experience with required education 8 - 10 years of related experience

The position is based in Nairobi, Kenya