Job Description

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Job description for: Sr. Manager/DGM - Sales - Diffused Segment
Area of Operation & Location: Pune
Qualification: Bachelor's 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: West]
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 xe2x80x9ccountryxe2x80x9d.

• 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:
xc2xb7 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).
xc2xb7 Implement Value Proposition for entire Schneider Electric Power System portfolio through End Users, EPCs and Consultants
xc2xb7 Manage customer portfolio using tool BFO, build and pilot individual action plan.
xc2xb7 Deploy and implement the commercial policy as applicable.
xc2xb7 Report all market information (customer visits, competition actions, relationships with distributors).
xc2xb7 Drive internal meeting with others sales people in his area to coordinate.
xc2xb7 Evaluate and propose actions to improve technical competencies in his area (other sales and channel partners)
xc2xb7 Attend trade shows and seminars with assistance from corporate resources
2) Sell:
xc2xb7 Promote and specify Power Systems Business offers and solution to develop Schneider Electric market shares in the segment.
xc2xb7 Sell digital products and solutions which are contributing to customer's performance improvement.
xc2xb7 Prospect new customers.
xc2xb7 Drive interviews to uncover all customer needs.
xc2xb7 Elaborate offers, answer to quotes, Follow-up and call on.
xc2xb7 Manage differentiated relationships with customers in portfolio.
xc2xb7 Negotiate with customers and manage prices
3) Support others to sell:
xc2xb7 Develop sales in coordination with Segment teams/Account Management Teams - KAM, GAMS etc/ National Sales and Regional teams with the support of Tendering teams
xc2xb7 Propose and drive I&B Segment Business Pull actions.
xc2xb7 Respect commercial policy.
4) After sales:
xc2xb7 Contribute to offer evolution by reporting customer needs.
xc2xb7 Be the customers ambassador in Schneider electric.
xc2xb7 Write and share activity report
Job environment:
xc2xb7 Cooperation with Direct Key Accounts/ EPC's/ General Contractors/ System Integrators and partners is a must.
xc2xb7 Strong personal organization capacity to drive effective customer visits and time spent.
xc2xb7 Knowledge of country commercial policy.
xc2xb7 Can be involved in negotiations with big customers or partners.
xc2xb7 Ability to understand a customer P&L and work beyond pure technical needs
Main performance indicators:
xc2xb7 Sales - Turnover - Revenue.
xc2xb7 Market share.
xc2xb7 Sales visit reports & Hit ratio.
xc2xb7 Travel & other expense.
xc2xb7 Projects pipeline tracking i.e. current & future/ maintaining a xe2x80x9cTarget Selection of Projectsxe2x80x9d for the clients/ related segment Business.
Knowledge:
xc2xb7 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.

xc2xb7 Personnel with hands-on knowledge are preferred.
xc2xb7 Knowledge upon key account handing especially the targeted sectors and accounts.
xc2xb7 Experience selling in the I&B Segment preferred
xc2xb7 Experience selling to the utility industry preferred but not required
xc2xb7 Ability to qualify opportunities, identify key decision makers and close business with little supervision
xc2xb7 Skilled at time and territory management
Skills:
xc2xb7 Should have high level of Communication & Negotiation skills.
xc2xb7 Should be able to effectively manage the internal & external business partners.
xc2xb7 Should be able to build professional relationships.
xc2xb7 Should have good amount of skills for customer relationship management and intra personnel skills.
xc2xb7 Should be able to handle key accounts and customers.
xc2xb7 Should be fluent in spoken and written English language.
xc2xb7 Must be extremely comfortable with Computers & day to day used office
xc2xb7 Value added selling skills required
xc2xb7 Sales Technique
xc2xb7 Customer Relations
xc2xb7 Customer Service
xc2xb7 Planning
xc2xb7 Professionalism
xc2xb7 Project Management
xc2xb7 Time Management
Qualifications
Qualification: Bachelor's 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, Fertilizers etc business knowledge is preferred.
Schedule: Full-time
Req: 009C67 '