Lowongan Kerja Cilandak Posisi Senior Channel Services Sales Engineer di PT Schneider Electric

Working in a team environment, the Services Channel Sales Leader is accountable for achieving services target revenue, margin and growth orders targets through Services channel partners, in line with the Global Channel strategy for a country or a group of countries, in collaboration with country/cluster Services Partner Program marketing Leader, Services BU Deployment Channel leader in alignment with the BU/Country Channel leaders.

He/She deploys all sales actions with assigned channels in order to develop a profitable business with them on the accounts covered by him or where he is opportunity leaders as well.

Main responsibilities:

·         Accountable for:

o    Implementation of the local Services channel strategy in a country or group of countries, in line with global strategy recommendations and his country marketing support

o    Identification and contact potential customers or prospects, either existing or new, and select appropriate channel profile as a leader, in collaboration with BU

o    Establishment of revenue/margin growth targets with the selected channel partners

o    Sign agreements and program, either for “Certified” or frame agreement with FM/Dis

o    Annual Achievement of FS revenue and growth targets for the list of End users delegated to his partners portfolio and for Preferred partners or BAU partners where he is in charge

o    Support the development of partners skills & capabilities to support our offers and use our opportunity management tool (BFO or PRM) to monitor pipe

o    Securing end-users customer satisfaction overseeing all ongoing channel activities with the customer (orders, delivery, credit , rebates..)

o    Utilization of CRM & digital tools ecosystem for our partners: BFO (Salesforce.com) for sales funnel management, My Schneider opportunities, Seamless, IB2diag….

o    Accountable for Time to quote and quality of our partner commercial proposal with ISSR and tender support

o    Define Sales & Marketing automation campaign with marketing and support ISSR who lead this action

o    Provide monthly forecasts and quarterly vision for BR

o    Animate his partners portfolio (reviews with channel partners, join end-users visits, partners visits, trade/fair, events..) with 60/70% Facing time with 70% on partner sites and 30% on EU sites to coach partners for new tools/offers and consultative deals

o    Manage escalation and conflicts on the field

o    Boost Digitalization of our partners

·         Contribute to

o    Market awareness (channel country landscape, offer, trends, price…)

o    Communicate to our “delegated” End users, this handover by certified partners

o    3-year business plan with BU/Country Channel leader counterpart

o    Prepare sales quotations and proposals with the quotation team, in respect of FS expected margin IF no tender team (priority is to have him visiting customers)

o    IB tracking progress for his End users lists and IB overall through his partners portfolio (need to master the IB tool)

o    Marketing program localization led by marketing

o    Partners platforming and proactively propose new partners to optimize coverage

Main interactions:

Internal:

Services team: OSSR Sales Team, tendering, FSVP, Inside services sales, FS marketing Partner Program Leader – Services BU deployment leader and program team

Power partners BU/SPC BU/Indus BU:  BU/Country marketing Channel leaders, Business developers, V1 account managers

External: EU Customers “delegated” to partners, Certified Partners

Key Success Factors:

Alignment with FS VP/BU on prioritization of opportunities and recognition of FS revenue

Close collaboration and relationship with BU/Country Channel Leaders

Good working relationship and regular coordination with all Account Managers (incl. SAE) for opportunities identification and support

Clear assignment of Partners on a clear playground (EU lists, segments, geo..)

A solid financial reporting and tracking of partners performance

Clear pricing policy

Education and Skills:

·         Min 5 years work experience in channel or “intermediaries” business when dealing with EU (Power services especially)

·         Min 5 y Experience in Services and technical sales experience

·         Excellent verbal and written communication skills including C-level customers.

·         Matrix management and collaboration skills

·         Capabilities to influence, convince inside/outside

·         Ability to build a sustainable and reliable relationship with the certified partners and the customers.

·         Thorough knowledge of Schneider Electric services offers throughout the Asset Management Life Cycle of the product. 

·         Proficient in Microsoft Office suite and ERP/CRM related tools.  Excellent organizational skills.

Qualifications

Working in a team environment, the Services Channel Sales Leader is accountable for achieving services target revenue, margin and growth orders targets through Services channel partners, in line with the Global Channel strategy for a country or a group of countries, in collaboration with country/cluster Services Partner Program marketing Leader, Services BU Deployment Channel leader in alignment with the BU/Country Channel leaders.

He/She deploys all sales actions with assigned channels in order to develop a profitable business with them on the accounts covered by him or where he is opportunity leaders as well.

Main responsibilities:

·         Accountable for:

o    Implementation of the local Services channel strategy in a country or group of countries, in line with global strategy recommendations and his country marketing support

o    Identification and contact potential customers or prospects, either existing or new, and select appropriate channel profile as a leader, in collaboration with BU

o    Establishment of revenue/margin growth targets with the selected channel partners

o    Sign agreements and program, either for “Certified” or frame agreement with FM/Dis

o    Annual Achievement of FS revenue and growth targets for the list of End users delegated to his partners portfolio and for Preferred partners or BAU partners where he is in charge

o    Support the development of partners skills & capabilities to support our offers and use our opportunity management tool (BFO or PRM) to monitor pipe

o    Securing end-users customer satisfaction overseeing all ongoing channel activities with the customer (orders, delivery, credit , rebates..)

o    Utilization of CRM & digital tools ecosystem for our partners: BFO (Salesforce.com) for sales funnel management, My Schneider opportunities, Seamless, IB2diag….

o    Accountable for Time to quote and quality of our partner commercial proposal with ISSR and tender support

o    Define Sales & Marketing automation campaign with marketing and support ISSR who lead this action

o    Provide monthly forecasts and quarterly vision for BR

o    Animate his partners portfolio (reviews with channel partners, join end-users visits, partners visits, trade/fair, events..) with 60/70% Facing time with 70% on partner sites and 30% on EU sites to coach partners for new tools/offers and consultative deals

o    Manage escalation and conflicts on the field

o    Boost Digitalization of our partners

·         Contribute to

o    Market awareness (channel country landscape, offer, trends, price…)

o    Communicate to our “delegated” End users, this handover by certified partners

o    3-year business plan with BU/Country Channel leader counterpart

o    Prepare sales quotations and proposals with the quotation team, in respect of FS expected margin IF no tender team (priority is to have him visiting customers)

o    IB tracking progress for his End users lists and IB overall through his partners portfolio (need to master the IB tool)

o    Marketing program localization led by marketing

o    Partners platforming and proactively propose new partners to optimize coverage

Main interactions:

Internal:

Services team: OSSR Sales Team, tendering, FSVP, Inside services sales, FS marketing Partner Program Leader – Services BU deployment leader and program team

Power partners BU/SPC BU/Indus BU:  BU/Country marketing Channel leaders, Business developers, V1 account managers

External: EU Customers “delegated” to partners, Certified Partners

Key Success Factors:

Alignment with FS VP/BU on prioritization of opportunities and recognition of FS revenue

Close collaboration and relationship with BU/Country Channel Leaders

Good working relationship and regular coordination with all Account Managers (incl. SAE) for opportunities identification and support

Clear assignment of Partners on a clear playground (EU lists, segments, geo..)

A solid financial reporting and tracking of partners performance

Clear pricing policy

Education and Skills:

·         Min 5 years work experience in channel or “intermediaries” business when dealing with EU (Power services especially)

·         Min 5 y Experience in Services and technical sales experience

·         Excellent verbal and written communication skills including C-level customers.

·         Matrix management and collaboration skills

·         Capabilities to influence, convince inside/outside

·         Ability to build a sustainable and reliable relationship with the certified partners and the customers.

·         Thorough knowledge of Schneider Electric services offers throughout the Asset Management Life Cycle of the product. 

·         Proficient in Microsoft Office suite and ERP/CRM related tools.  Excellent organizational skills.

Schedule: Full-time
Req: 0097O7