Power Systems BVP, Singapore & Brunei

Scope

To lead the team of people in Power Systems in a country and grow the business profitably aligned with Go-to-Market Strategy

What will you do?

• Grow profitable sales within the accounts by securing order targets, maximizing direct & indirect revenues and gross margin.
• Map and assess the customer decision making process and investigate their political landscape (using available tools like "relationship map"), then establish customer intimacy through connections at all required levels of Customer organization, specifically at C-level, and other relevant entry doors (engineering, purchasing department ...). Ensure Schneider-Electric commercial team is addressing key decision makers of the customer organization.
• Lead all Schneider-Electric sales teams dealing with her/his accounts proving directions and guidelines in order to provide the customer with a coherent message from all parts of Schneider Electric organizations. Provide leadership and vision to insure successful pursuit of opportunities. Conduct Coaching conversations for major deals with sales team and SOPL
• Define and execute business plan by setting and tracking business goals for each targeted divisions of the accounts in Data Center, Semiconductor, E&C (Energy & Chemicals), Power & Grid or other relevant End-user segments in line with Business Unit growth ambitions. Lead Platforming activities with sales team and follow the commercial action plan.
• Provide reliable local information & reports, realizing quarterly local activity reports and accurate quarterly account plan reports (revenues: actual & year-end forecast). Keep up-to-date the list of projects for all Businesses in the CRM system.
• Deploy operationally Energy business strategy for her/his accounts implementing the Business Guidelines of the Group including the Go to Market Strategy.
• Gather meaningful and available data about competitions, customer resources & budgets, technologies, innovations to define Schneider Electric market strengths & weaknesses.
• Manage customer responsiveness and overall customer satisfaction.
• Keep regular contacts with customer to ensure satisfaction before and after execution.
• Work closely with peers of other Business Units, Tender Managers & Execution teams to further align and maximize the overall commercial & delivery.

• Bachelor / Master Degree (Engineering and/or Business)
• Commercial profile with a minimum 10 years in Solution Sales environment with experience in closing complex deals and managing associated proposals.
• 5 years' experience in account management with proven ability to establish and maintain C level relationships (strategic account management being a plus)
• Experience in managing a team of Key Account Managers, End user Solutions Sales teams.
• Ability to understand and apply industry/market knowledge (macro drivers, significant trends, strategic direction) in client communication and dialog.
• Have sufficient knowledge of Energy products and solutions in order to promote Schneider Electric value proposition and translate it into Customer business value.
• Coach and develop team.
• Able to work autonomously showing entrepreneurial & team spirit until Contract negotiations and deal closing.
• Strong communication skills, effective in a cross-cultural environment to foster collaboration toward a common goal
• Ability to understand, influence & convince in a complex matrix organization. Exceptional Stake holder management skills