The posting
About Schneider Electric – IA End User Direct GTM (Process Automation) Schneider Electric provides products, services and solutions for Electrification, Automation, Digitization and Optimization of plant operation and is at the forefront of technological innovation. It serves process industries such as oil and gas, hydrocarbons, chemicals, power and utilities, metals and mining, and also the discrete and hybrid manufacturing sectors such as water, pharmaceutical, biotech, healthcare and life sciences. Its engineering services and technologies help production facilities across the world and across many different industries achieve more productivity, more efficiency and greater safety. Schneider Electric also provides consulting (digitization, electrification, sustainability), regulatory compliance and business solutions and services. The Position: IA Export EPC Sales Leader IA Export EPC Sales Leader contributes to the development of the sales business plan covering dedicated EPC accounts and cross border according to the targets and strategies set by IA BU in several geographies where accounts are located (country of origin) or where EPC implement projects (country of destination). The responsibilities include account plan management, business development to position entire Schneider Electric value proposition, opportunity identification and sales opportunities lead for the designated business partners in order to achieve order growth, achieving margin targets and a profitable business. IA Export EPC Sales Leader is expected to build and collaborate with the teams to win the pursuit both at global and regional levels. What will you do? 1- Growth business Develop, implement and deploy business/division strategy, according to global cascaded guidelines from Strategic EPC Account Manager and Global EPC Business Consultant, to be followed globally / locally Identify business opportunities (Business intelligence time invest needed) Promote global solutions and added value digital services Engage F2F actions (Training journeys, New solutions presentation, workshop with Aveva,…) Increase prescription level (Lead the support on Feasibility and Pre-FEED, prescription offers to FEED phases, offers in competitive FEEDs, etc.) on business/division scopes. Leverage access to C-Level and intimacy relationship to decision makers according to a contact mapping defined in the account plan 2- National/International opportunities coordination: Identify all involved players (End User, EPC, secondary sales channels, etc.) Coordinate all commercial actions ensuring all Schneider Electric scope offer to all involved players (whatever the country they are based on), checking technical coherence and homogeneity on offers as much as price according to market/segment/channel. Report on bFO all opportunities, coordinating cockpits, updating all information related (stakeholders, scopes, amount, decision dates, phase stage, probability, i.e.) Manage international coordination basics to secondary offices (sales ambition, P&L sales Split or Sales Credit, i.e.) 3- Business visibility increase: Regular basis continuous reporting on business generated (amounts break down on prescription/sales, direct/indirect sales, business scopes, country allocation, etc.), adding future volume expected (Pre-FEED/FEED pipeline, Bid2Bid pipeline, Bid2Buy awarded, hit rate, etc.) Keeping up to date PAM, Market Share, Organization Charts matching decision makers, Influencing map (intimacy and access level), i.e. What skills and capabilities will make you successful? Leadership – Possesses key leadership attributes: Strong personal conviction, vision, strong emotional bonds, inspirational, team orientated, risk taker, and driven to excel. Stature and presence – the ability to command the attention and respect of senior industry executives. Communication - Strong communications skills, both written and oral. Ability to present at an executive level. Planning – Ability to develop, communicate and execute both tactical and strategic sales plans. Cultural sensitivity – Ability to bring together highly diverse teams to achieve superior results Decisive – appropriately pursues business objectives with a bias for action and getting things done. Able to handle technical challenges tactically as well as take strategic decisions Judgment – Ability to think and act independently and exhibit consistently sound business judgment and an action-oriented ability to take measured risks and take responsibility for the consequences. Organized – Works in a systematic and structured manner to ensure tasks are performed efficiently with a minimum use of resources, time or effort. Team player - Being committed, dependable and reliable in collaboration, engaging and coordinate tasks well with other team members. Change Resilient/Adaptable – highly organized, disciplined, and handles complex, ambiguous, or stressful situations in a calm, professional manner. What's in it for you? Opportunity to deepen and broaden their skills to move into the Global Major Pursuit Leader role or to move into a Regional Sales leadership role within Schneider Electric. Who will you report to? Global Greenfield Leader What qualifications will make you successful for this role? Education: Bachelor’s degree preferred in Engineering, Business, Finance, or Economics. MBA preferred. Experience: Minimum 10 years of proven success in system sales Past experience in closing deals of $2-10 Million in contract value Ability to establish CXO level relationships and relate to C-suite executives in a consultative way, serving as a trusted partner High level on Japanese & English language and international business exposure Experience working with an internal team throughout the sales process Travel up to 30% Significant experience and proven ability in one or more of the following fields: Segments experienced according to EPC Account Sales experience to EPCs & Large Complex Accounts Proven experience driving major sales pursuits within a sales organization at a major services organization Strategic sales, relationship, and account management experience at a major services organization, preferably on a global basis Good industry knowledge in Oil & Gas, Power, ICSS automation systems, including DCS, Safety Systems, PLC, Field Devices, and software such as APC, OTS, Predictive Analytics, APM etc. Let us learn about you! Apply today. You must submit an online application to be considered for any position with us. This position will be posted until filled. Looking to make an IMPACT with your career? When you are thinking about joining a new team, culture matters. At Schneider Electric, our values and behaviors are the foundation for creating a great culture to support business success. We believe that our IMPACT values – Inclusion, Mastery, Purpose, Action, Curiosity, Teamwork – starts with us. IMPACT is also your invitation to join Schneider Electric where you can contribute to turning sustainability ambition into actions, no matter what role you play. It is a call to connect your career with the ambition of achieving a more resilient, efficient, and sustainable world. We are looking for IMPACT Makers; exceptional people who turn sustainability ambitions into actions at the intersection of automation, electrification, and digitization. We celebrate IMPACT Makers and believe everyone has the potential to be one. Become an IMPACT Maker with Schneider Electric – apply today! €40 billion global revenue +9% organic growth 150 000+ employees in 100+ countries You must submit an online application to be considered for any position with us. This position will be posted until filled. Schneider Electric aspires to be the most inclusive and caring company in the world, by providing equitable opportunities to everyone, everywhere, and ensuring all employees feel uniquely valued and safe to contribute their best. We mirror the diversity of the communities in which we operate, and ‘inclusion’ is one of our core values. We believe our differences make us stronger as a company and as individuals and we are committed to championing inclusivity in everything we do. At Schneider Electric, we uphold the highest standards of ethics and compliance, and we believe that trust is a foundational value. Our Trust Charter is our Code of Conduct and demonstrates our commitment to ethics, safety, sustainability, quality and cybersecurity, underpinning every aspect of our business and our willingness to behave and respond respectfully and in good faith to all our stakeholders. You can find out more about our Trust Charter here Schneider Electric is an Equal Opportunity Employer. It is our policy to provide equal employment and advancement opportunities in the areas of recruiting, hiring, training, transferring, and promoting all qualified individuals regardless of race, religion, color, gender, disability, national origin, ancestry, age, military status, sexual orientation, marital status, or any other legally protected characteristic or conduct.
