Job Description

Job description for: Sr. Manager/DGM - Sales - Diffused SegmentArea of Operation & Location: MumbaiQualification: Bachelors in Electrical, Electronics Engineering.Experience: 8-12 years minimum prior sales, leadership, Key Account management experience required. A person having good understanding of segment Industrial & Buildings (I&B) and Energy and Chemical (E&C) - Food & Beverage, Life Sciences, Water, Real Estate, Oil & Gas, Fartilizers etc business knowledge is preferred.Designation: DGM/GM - Diffused Segment Sales [Region: Kolkata].Purpose of the position i.e. Mission: * 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.

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

Key Responsibilities:1) Business Development/ Prepare sales actions:\xc2\xb7 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).\xc2\xb7 Implement Value Proposition for entire Schneider Electric Power System portfolio through End Users, EPCs and Consultants\xc2\xb7 Manage customer portfolio using tool BFO, build and pilot individual action plan.\xc2\xb7 Deploy and implement the commercial policy as applicable.\xc2\xb7 Report all market information (customer visits, competition actions, relationships with distributors).\xc2\xb7 Drive internal meeting with others sales people in his area to coordinate.\xc2\xb7 Evaluate and propose actions to improve technical competencies in his area (other sales and channel partners)\xc2\xb7 Attend trade shows and seminars with assistance from corporate resources2) Sell:\xc2\xb7 Promote and specify Power Systems Business offers and solution to develop Schneider Electric market shares in the segment.\xc2\xb7 Sell digital products and solutions which are contributing to customers performance improvement.\xc2\xb7 Prospect new customers.\xc2\xb7 Drive interviews to uncover all customer needs.\xc2\xb7 Elaborate offers, answer to quotes, Follow-up and call on.\xc2\xb7 Manage differentiated relationships with customers in portfolio.\xc2\xb7 Negotiate with customers and manage prices3) Support others to sell:\xc2\xb7 Develop sales in coordination with Segment teams/Account Management Teams - KAM, GAMS etc/ National Sales and Regional teams with the support of Tendering teams\xc2\xb7 Propose and drive I&B Segment Business Pull actions.\xc2\xb7 Respect commercial policy.4) After sales:\xc2\xb7 Contribute to offer evolution by reporting customer needs.\xc2\xb7 Be the customers ambassador in Schneider electric.\xc2\xb7 Write and share activity reportJob environment:\xc2\xb7 Cooperation with Direct Key Accounts/ EPCs/ General Contractors/ System Integrators and partners is a must.\xc2\xb7 Strong personal organization capacity to drive effective customer visits and time spent.\xc2\xb7 Knowledge of country commercial policy.\xc2\xb7 Can be involved in negotiations with big customers or partners.\xc2\xb7 Ability to understand a customer P&L and work beyond pure technical needsMain performance indicators:\xc2\xb7 Sales - Turnover - Revenue.\xc2\xb7 Market share.\xc2\xb7 Sales visit reports & Hit ratio.\xc2\xb7 Travel & other expense.\xc2\xb7 Projects pipeline tracking i.e. current & future/ maintaining a Target Selection of Projects for the clients/ related segment Business.Knowledge:\xc2\xb7 A candidate with excellent knowledge of I Segment and Power Systems Products like Transformer, MV & LV Panels, Relays, RMUs, 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.

\xc2\xb7 Personnel with hands-on knowledge are preferred.\xc2\xb7 Knowledge upon key account handing especially the targeted sectors and accounts.\xc2\xb7 Experience selling in the I&B Segment preferred\xc2\xb7 Experience selling to the utility industry preferred but not required\xc2\xb7 Ability to qualify opportunities, identify key decision makers and close business with little supervision\xc2\xb7 Skilled at time and territory managementSkills:\xc2\xb7 Should have high level of Communication & Negotiation skills.\xc2\xb7 Should be able to effectively manage the internal & external business partners.\xc2\xb7 Should be able to build professional relationships.\xc2\xb7 Should have good amount of skills for customer relationship management and intra personnel skills.\xc2\xb7 Should be able to handle key accounts and customers.\xc2\xb7 Should be fluent in spoken and written English language.\xc2\xb7 Must be extremely comfortable with Computers & day to day used office\xc2\xb7 Value added selling skills required\xc2\xb7 Sales Technique\xc2\xb7 Customer Relations\xc2\xb7 Customer Service\xc2\xb7 Planning\xc2\xb7 Professionalism\xc2\xb7 Project Management\xc2\xb7 Time ManagementQualificationsQualification: Bachelors in Electrical, Electronics Engineering.Experience: 8-12 years minimum prior sales, leadership, Key Account management experience required. A person having good understanding of segment Industrial & Buildings (I&B) and Energy and Chemical (E&C) - Food & Beverage, Life Sciences, Water, Real Estate, Oil & Gas, Fartilizers etc business knowledge is preferred.

Schneider Electric