trekW - Key Account Manager - Diffused Segment Sales

Area of Operation & Location: South India @Hyderabad

Qualification: Bachelor's in Electrical, Electronics Engineering.

Experience: 8-14 years minimum prior sales, leadership, Key Account management experience required. A person having good understanding of segment Industrial & Buildings (I&B) - Food & Beverage, Life Sciences, Water, Real Estate etc business knowledge is preferred..

Industrial & Buildings (I&B) - Food & Beverage, Life Sciences, Water, Real Estate etc business knowledge

Designation: Manager/Sr. Manager - Diffused Segment Sales [Region: Hyderabad].

Purpose of the position i.e. Mission:

1. Generate profitable sales growth and increase I&B Business market shares in his area of responsibility for Power Systems by using all commercial & marketing levers in line with the commercial policy defined in "country".

2. Contribute with his technical expertise in I&B Business and related applications, to realize growth objective and sales development towards customers in his area of responsibility in line with targets set.

3. Promote Power Systems Business offer, solutions and services to 'direct customers' portfolio/ thru National Sales.

Key Responsibilities:

1) Business Development/Prepare sales actions:

- Know, analyze, and formalize the market data in his area of responsibility (key customers and stakeholders, potential customers, the links among them, SE market share).

- Implement Value Proposition for entire Schneider Electric Power System portfolio through End Users, EPCs and Consultants

- Manage customer portfolio using tool BFO, build and pilot individual action plan.

- Deploy and implement the commercial policy as applicable.

- Report all market information (customer visits, competition actions, relationships with distributors).

- Drive internal meeting with others sales people in his area to coordinate.

- Evaluate and propose actions to improve technical competencies in his area (other sales and channel partners)

- Attend trade shows and seminars with assistance from corporate resources

2) Sell:

- Promote and specify Power Systems Business offers and solution to develop Schneider Electric market shares in the segment.

- Sell digital products and solutions which are contributing to customer's performance improvement.

- Prospect new customers.

- Drive interviews to uncover all customer needs.

- Elaborate offers, answer to quotes, Follow-up and call on.

- Manage differentiated relationships with customers in portfolio.

- Negotiate with customers and manage prices

3) Support others to sell:

- Develop sales in coordination with Segment teams/Account Management Teams - KAM, GAMS etc/National Sales and Regional teams with the support of Tendering teams

- Propose and drive I&B Segment Business Pull actions.

- Respect commercial policy.

4) After sales:

- Contribute to offer evolution by reporting customer needs.

- Be the customers ambassador in Schneider electric.

- Write and share activity report

Job environment:

- Cooperation with Direct Key Accounts/EPC's/General Contractors/System Integrators and partners is a must.

- Strong personal organization capacity to drive effective customer visits and time spent.

- Knowledge of country commercial policy.

- Can be involved in negotiations with big customers or partners.

- Ability to understand a customer P&L and work beyond pure technical needs

Main performance indicators:

- Sales - Turnover - Revenue.

- Market share.

- Sales visit reports & Hit ratio.

- Travel & other expense.

- Projects pipeline tracking i.e. current & future/ maintaining a "Target Selection of Projects" for the clients/ related segment Business.

Knowledge:

- A candidate with excellent knowledge of I Segment and Power Systems Products like Transformer, MV & LV Panels, Relays, RMU's, Automation Business is preferred.

- Excellent commercial acumen i.e. should have knowledge upon tax/ duty structure in India and how it is applicable to the Business.

- Personnel with hands-on knowledge are preferred.

- Knowledge upon key account handing especially the targeted sectors and accounts.

- Experience selling in the I&B Segment preferred

- Experience selling to the utility industry preferred but not required

- Ability to qualify opportunities, identify key decision makers and close business with little supervision

- Skilled at time and territory management

Skills:

- Should have high level of Communication & Negotiation skills.

- Should be able to effectively manage the internal & external business partners.

- Should be able to build professional relationships.

- Should have good amount of skills for customer relationship management and intra personnel skills.

- Should be able to handle key accounts and customers.

- Should be fluent in spoken and written English language.

- Must be extremely comfortable with Computers & day to day used office

- Value added selling skills required

- Sales Technique

- Customer Relations

- Customer Service

- Planning

- Professionalism

- Project Management

- Time Management