Career Opportunities at Schneider Electric

Key Duties and Responsibilities

• To develop and grow Distributor sales in Schneider Electric offered product solution with the company’s objectives
• Collect and analyze sale out data to drive growth and develop market
• Ensure revenue targets of distributors are achieved within the responsible market/ territories
• Ensure distributors are equipped with the necessary sales skills to represent SE product through coaching and observing the performance of distributors
• Develop and exe Budget, monitor and achieve annual sales targets of the Distributors.
• To ensure that distributors have sufficient capacity to support local markets, including sales force.
• Formulate and implement strategies to achieve agreed sales targets, train Distributors, run promotions, and launch new products.
• Prepare Weekly and Monthly Sales reports.
• Maintain records on other related market activities including those on competitive products to advise management accordingly.
• Use knowledge of the local market to assist management in developing the appropriate mix of products for your regional market.

Role Requirement

• Bachelor’s Degree in Engineering, electrical or related field
• Prior experience in a similar field in an electrical industry preferred
• Experience with required education 3 years of related experience within market segments & industry
• Experience without required education 5 years of related experience within market segments & industry
• Networking – build and sustain an active network of both customer and internal company contacts to understand business processes and opportunities. Identify key decision makers, create and build relationships.
• Drive for Results – strong will to compete and win and achieve in business environment.
• Good presentation skills required.
• Must have demonstrated negotiation skills, be a self-starter, and a strong closer. Understanding of large business organizations and their buying cycles
• Passionate, High Responsibility, Strong personality, Proactive mind-set, and a team player

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Job Purpose

• Understand and shares Offer Strategy with the Business Unit to adapt and execute it locally
• Master the Offer knowledge and the Offer environment
• Support Sales Offer strategy execution
• Collect and give to the Business Unit all Business information
• Take part in Sales, Inventory & Operation Planning (SIOP²) process.

Key Accountability areas:

1. Understand and shares Offer Strategy with the Business Unit to adapt and execute it locally:

• Manage and develop his/her offer portfolio.
• Manages or supports the launch of new offers over time, to encourage growth of market
• share and compatibility with needs, guaranteeing achievement of goals.
• Implement the Marketing Mix (Product, Place, Price and Communication adapted to the offer
• Guarantees profitability of the offer (price, mix, etc.)
• Is responsible of the pricing positioning and consolidated margin (CCO) optimization for the whole offer sold in the entity.
• Lead the traceability initiative for the country.
• Drive an execution plan to transform Install base traceability data into business generation opportunities, feeding sales teams””

2. Master the Offer knowledge and the Offer environment:

• Is in charge of market measurement, evolution analysis and relevant action plans.
• Monitor the competition and analyses competitors offer positioning at entity level (strategy, marketing mix, …).
• Usually participates in country standardization committees.

3. Support Sales Offer strategy execution:

• Provide the elements required to support the offer and builds the relevant action plans.
• Contributes to define and implement all necessary action plans to boost the offers (especially Solution offers and prescription).
• Ensure that all relevant resources are properly trained concerning the offer sold in the entity and have the right tools/methodologies.
• Organize the Sales and customers trainings
• Help Businesses generate leads

4. Collect and give to the Business Unit all Business information:

• Contribute to the specifications of new offers and offer adaptations with Businesses.

5. Take part in Sales, Inventory & Operation Planning (SIOP²) process

• Contribute to the Sales Forecast”

Role Requirement

• More than 4 years’ experience in Sales, Marketing or Product management
• Bachelor’s Degree in Electrical, Control, Automation Engineering or related field
• Strong offer knowledge and management; business acumen
• Strong analytical ability, organizational skills and project management skills
• Can work well under pressure, initiative, customer focus & good interpersonal skills
• Good command in English, both spoken and written & computer skills

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Job Purpose

• Maximise control, automation & drives product sales by using technical competence to give credibility and support to our sales and internal teams and to our channel partners
• Develop a rich opportunity pipeline with measurable tasks and outcomes
• Promote the team within the sales team to achieve high utilisation
• Equip our distributor partners to be an extension to the internal sales force
• Use of company tools such as the BFO CRM to manage opportunities and actions
• By continual development, ensure a broad product knowledge coverage by the team

Key Responsibilities:

1. Work systematically with each channel/country within the zones to create clear focus on resource deployment, up skilling, and enhance competences and capabilities.

2. Map the current state and apply the Industry playbook and create actions to support the transformation to the future state where all offers are commercialized and available for sale and the sales teams are aware and able to make the offer.

3. To create action plans, business planning and review on a regular basis.

4. Achieving sales through:

• Prime route to sale in areas of highly technical consultative applications
• Preparation of technical presentations and demonstrations
• Identification of product differentiators
• Adaptation of the Schneider offer to the customer application
• Advice to the customer regarding his process or solution
• Design of innovative, ring-fenced solutions
• System architecture design
• Standards and legislation compliant solutions

5. Provide Customer Support by:

• Solving customer hardware, software and application problems in a highly abstractive, non-repetitive environment.
• Advising on the choice and application of Schneider equipment
• Bespoke training

6. Distributor and Integrator Partner Support:

• Assessment of skills
• Learning path definition
• Techno-commercial training
• Joint visits
• Roadshow/Exhibition Demos and manning

Role Requirement:

• Bachelor’s Degree in Electrical Engineering
• At least 5-7 years of technical & commercial experience
• Proficient in Microsoft Office (Word, Excel, PowerPoint)
• Accreditation and Affiliation with international Standards body and Engineering
• Effective interpersonal, organizational, prioritization and communication skills
• Able to work in a fast-paced environment and multi-task effectively while delivering under pressure

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Job Purpose: This position is responsible for departmental sales forecasting and managing the business development and sales efforts of the sales department. This position is also responsible for ensuring that the department attains its booking gross margin objectives.

Provides leadership to direct sales efforts and ensures the quality and responsiveness of the service provided.

Principle Accountabilities

• Develops and implement sales and business development strategies for complex, solutions-based sales
• Participate in important negotiations with key customers and assist in negotiations with difficult customers
• Assists other departments with project implementation, service activities, collection issues and cash management
• Make staffing and deployment decisions to maximize productivity of employees
• Assists in planning goals and objectives, develop strategies, tactics, and schedules to meet company’s strategic goals
• Monitors performance and provides coaching and development activities for staffing
• Assist in the development of departmental budgets
• Participates with other program managers and other functional areas in determining the business plan and project priorities, resource needs, and budgets based on the program commitments
• Works with functional managers to establish projections of resources and skills necessary to execute future programs
• Provides input to functional managers for individual performance planning, including goal setting and performance feedback
• Follow up and monitor the progress of the services and projects to make sure that they are on line to the service level agreement and take appropriate preventive or reactive actions
• Account ownership locally, this role typically covers between one and ten key accounts and systematically ensures that account plans are in place
• Executes the growth strategy for his/her accounts, executes the Sales process to achieve growth target and customer satisfaction objectives

Role Requirement

• Bachelor’s Degree in Electrical & Electronics or related fields
• 5+ years’ experience required in industry sales or other sales and marketing roles.
• Possession of HVAC qualifications is an added advantage
• Experience in electrical or automation industry is desired
• Three years’ supervisory experience.

Knowledge and Skills

• Ability to adopt the most appropriate selling approach and behaviour, in order to secure and maintain durable and profitable customer relationship demand.
• Ability to understand the customer values, needs and environment in order to propose the optimal Schneider Electric solution.
• Ability to understand the customer’s technical and application needs, in order to promote the appropriate SE offer that meets the customer requirements.
• Ability to manage customer relationship, and leverage complete SE offering in order to meet customer requirements and secure profitable business to achieve sales objectives.
• Should understand Electrical schemes, SLD, PCC/MCC designs

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Reporting: Africa Sales Head – Minimum Business (Internal & External)

Purpose of the job: Sales Manager to drive territory revenue in Kenya & East Africa. The Sales manager will have ownership of the sales territory and will be entirely dedicated to driving long term success. The ideal candidate is a highly experienced and proven sales leader with a robust network in the Electrical Market.

We are looking for someone that can make a significant impact on day one by having the ability to build, negotiate and close large (complex) ad deals. You have the skills to lead, motivate and gain the respect of clients.

A regional leadership position in sales in Minimum business is not just selling – it is expected that everyone at the zone will contribute to making business better. Leaders on sales team will be involved in various company initiatives such as marketing, branding, product, Public and Government Relations, culture, etc. We strive to get better results every day and we expect our leaders to drive personal growth both for themselves and their teams.

Job responsibilities:

• Development of East Africa Strategy to meet and exceed ambitious sales revenue goals in Kenya & East Africa
• Set up 3 years business & marketing plans for each country in East Africa.
• Establishing and Developing the Distribution Networks across all Key Channels
• Management of sales, events, and marketing strategies
• Specify and Implement strategies required to achieve our Sales & Profitability Targets
• Full coordination & Follow up with Country Support Team in China regarding the Sales orders, from the date of placing the order and up to its delivery to our distributors and customers.
• Conduct Marketing Intelligence activities (for Kenya and each country in East Africa) required for our benchmark and pricing strategy.
• Ensure POS growth in Kenya & East Africa –
• Drive positive, responsible, team work and professional for high performance culture

Essential Professional Experience:

• 10+ years in relevant Sales & Export roles
• Deep Understanding of payment Terms ( L/C, L/G ) & Incoterms
• Regional Experience in East Africa
• Solid Distributors’ Management Experience with the ability to build strong and committed relationships with Distributors, customers and external partners.
• Sales Background in Electrical products & solutions: Low Voltage electrical products, power distribution, industrial control products, etc
• Demonstrate strong leadership in terms of execution, influencing skills, and strategic initiative development of countries sales

Role Requirement:

• Technical qualification in the electrical field
• A wide network of contacts in the Electrical Market.
• Worked in leading companies in the Electrical Industry
• Experience in penetrating New Markets.
• Ability to be flexible and responsive in the demanding environment of a start-up organization
• Excellent communication and presentation skills
• Highly motivated and accustomed to performing and meeting quotas
• Strategic view, team work and quick execution with a sense of speed
• Result-oriented with good interpersonal, analytical and presentation skills.
• Willing to work under pressure. Accept challenge and meet commitment.

Others:

• Frequent traveller
• Fluent in Swahili & English
• Computer Skills: MS Office