Senior Sales Manager - End User Power & Grid
Job Description: Sales Manager - Electric Utilities (Power & Grid)
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Location & Territory
• Base Location: Hyderabad / Vijayawada (preferred)
• Territory Coverage: Andhra Pradesh & Telangana
• Travel: Regular travel to utility headquarters, project sites, and stakeholder locations
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Qualification
• Bachelor's degree in Electrical / Power / Electronics Engineering
• MBA (Sales / Marketing) - preferred
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Experience
• 8-10 years of progressive experience in sales / key account management
• Mandatory experience selling to Electric Utilities - DISCOMs, TRANSCOs, GENCOs, SLDCs
• Proven exposure to Power & Grid / T&D / Substation / Grid Modernization solutions
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Designation
Sales Manager - Electric Utilities (Power & Grid Segment)
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Mission / Purpose of the Role
To drive profitable order intake, market share growth, and long-term account penetration for Schneider Electric's Power & Grid portfolio by managing end-user electric utility accounts in Andhra Pradesh & Telangana, leveraging solution selling, digital grid offerings, and strategic stakeholder engagement.
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Key Responsibilities
1. Utility Account Ownership & Business Development
• Own and manage key end-user electric utility accounts across AP & Telangana
• Develop and execute structured account plans for DISCOMs, TRANSCOs, GENCOs, SLDCs
• Identify and track utility CAPEX programs, grid modernization initiatives, and technology upgrade opportunities
• Build strong relationships with technical, commercial, planning, and decision-making stakeholders within utilities
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2. Sales Execution & Opportunity Management
• Promote, specify, and sell Schneider Electric Power & Grid solutions, including:
o Substation Automation & Protection
o Power Systems & Energy Management
o Digital Grid solutions (SCADA / DMS / ADMS / DERMS - where applicable)
• Drive opportunity qualification, bid participation, techno-commercial alignment, and order closure
• Coordinate closely with tendering, application engineering, project, and BU teams
• Negotiate commercial terms in line with company policies and governance
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3. Consultants, Standards & Influencer Engagement
• Engage with utility consultants, standard committees, engineering consultants, and key influencers
• Drive specification positioning and technology adoption for Schneider Electric solutions
• Develop working knowledge of utility standards, grid codes, and procurement norms applicable to AP & Telangana utilities
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4. Market Intelligence & Competitive Strategy
• Track state and central utility investment plans, regulatory developments, and policy changes
• Monitor competitor activities, project awards, and loss/win analysis
• Provide structured market feedback to influence offer evolution, pricing strategy, and go-to-market plans
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5. Ecosystem & Stakeholder Management
• Work closely with EPCs, system integrators, OEM partners, and consultants involved in utility projects
• Act as the customer advocate within Schneider Electric
• Ensure seamless coordination between internal stakeholders to deliver a strong customer experience
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6. Reporting & Governance
• Maintain opportunity pipeline, account plans, and forecasts in CRM / BFO tools
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• Ensure accuracy of sales funnel, hit ratio, and order intake forecasts
• Participate in internal reviews and governance processes as required
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Job Environment
• High engagement with state utilities and government-driven organizations
• Role requires field orientation, structured planning, and strong ownership mindset
• Focus on complex solution selling, not transactional product sales
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Key Performance Indicators (KPIs)
• Order Intake & Revenue Growth - Power & Grid segment
• Market Share within Utility Accounts
• Opportunity Conversion / Hit Ratio
• Depth of Account Penetration & Stakeholder Coverage
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Knowledge & Competencies
• Strong understanding of:
o Transmission & Distribution systems
o Utility substations and grid modernization
o Digital Energy and Digital Grid concepts
• Familiarity with:
o Utility tendering processes and procurement frameworks
o State utility organizational structures and decision cycles
• Ability to understand utility business drivers, regulatory context, and long-term planning horizons
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Skills
• Strategic account management
• Solution & consultative selling
• Strong communication and negotiation skills
• Stakeholder management across technical, commercial, and regulatory teams
• High ownership, resilience, and execution discipline
Qualification
• Bachelor's degree in Electrical / Power / Electronics Engineering
• MBA (Sales / Marketing) - preferred
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Experience
• 8-10 years of progressive experience in sales / key account management
• Mandatory experience selling to Electric Utilities - DISCOMs, TRANSCOs, GENCOs, SLDCs
• Proven exposure to Power & Grid / T&D / Substation / Grid Modernization solutions
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