Project Sales Manager - North Region

(Why the position exists) 1. Empower team to develop networking and deploys all sales actions with all stakeholders in the commercial & industrial building segments, in the North region in order to maximize the business with them and achieve the order target at the area level. 2. Customer mapping to identify the main players and their structure based on the North region. 3. Empower / Coach team to bring Schneider package/solutions to customers. 4. Create a sales plan for staff, lead, monitor, and coach to meet financial team objectives and align with corporate strategy. (What is the expected contributions of the position to the results of the organization) 1. Create a business plan, implement go-to-market strategies to penetrate customers, and find opportunities to sell the solution and packages to projects in the commercial & industrial building segments, North region. 2. Maintain long-term relationships with panel builders, contractors, and strategic partners in the North 3. Proactively using bFO to ensure sales force efficiency and foster solution selling/collaboration. 4. Coach / Monitor team to achieve orders, ensure customer satisfaction, use KPI’s and reporting to monitor performance Responsibility 1. Sales action plan Prepare & execute a yearly commercial action plan to grow business in each assigned segment and achieve order targets. Regularly review with staff and management. 2. Commercial Action plan Initiate, execute and monitor Commercial Action Plan (CAP) for every Sales Engineer. Make sure salesperson responsible for specific customer portfolio acting within the concerned segment, lead, co-ordinate or be aware of any action done towards any customer of his portfolio. Maintain relationships with customers and relevant players (potential partners, representatives, consultants, etc.) beyond the project-related contacts of the Businesses. Develop an extensive knowledge of customer organizations (structure, decision-making process, etc.) and each customer's action plan. 3. Opportunity Management Lead and actively participate in the team's identification of future projects through regular contact with customers (face to the customers) within the concerned market segment. Read sales visit records (SVRs) and ensure the team can gather specific information (competitors, budget, comm/tech adv/disadv, etc.) to increase the chances of orders. Monitor and review opportunities of all Sales engineers. 4. Customer satisfaction / AR management Keep regular contact with customers to ensure satisfaction before and after delivery. Work closely with the back office (execution, finance, marketing, logistic) to ensure customer satisfaction. Manage debt collections by the team for assigned accounts in line with the company’s expectations. Partial CAR (Customer Action Request) AR overdue report 5. Staff competency / Productivity Raising the competency level and professionalism of your teams (including the respect of the Employee Handbook) Monitor the SVR Quality of all Sales Engineers daily One Coaching Visit per sales engineer per month Full Offer type / size / Hit rate Sales Visit Record (SVR) Time In the Field (TIF) Number of coaching visits 6. bFO adoptions Ensure that staffs create SVR within 48 hours of visit & maintain and update project status regularly in Bridge Front Office (bFO). Ensure project information is exhaustive and valuable to support key strategic decisions. Qualifications Education: University degree in Electrical Engineer Working Experience: Sales and sales management skills At least 5+ years of professional experience in commercial & industrial building (CIB) segments Business Understanding: Market knowledge in area of work, CIB exposure & awareness Knowledge of EU environment (required to support a matrix organization) Customer awareness Others (e.g. language skills, technical skills): Schneider Electric products & equipment Presentation & communication skills, spoken & written English Knowledge of contracts/tender, finance and project management Schedule: Full-time Req: 007ZDA