Regional Key Account Manager: Design & Construction Partners Mining, Minerals & Metals Segment

The Regional Key Account Manager (R-KAM) is a significant commercial & technical sales role managing the relationship & collaborative effort with the Mining, Minerals & Metals Practice within nominated EcoSystem Value Chain account(s) (Specifiers/Contractors/Panel Builders) across the African region interlocking with the MMM global account ambitions.

The position is expected to develop strong & deep relationships within nominated accounts. It is therefore essential that this person has extensive experience of identifying and influencing senior key decision makers & influencers, up to C Level within the account and also Plug In to the existing Schneider organization working with the value chain players.

Key Responsibilities:

• Develop relationships with key decision makers within nominated account(s)
• Build MMM practice account plan & strategic initiatives for nominated account(s)
• Build project funnel to holistic SE MMM scope & PAM
• Develop & implement commercial Ts & Cs framework alignment & agreement
• Grow prescribed by SE and SE Win Rate
• Engage closely with and surround customer with end user MMM regional team
• Build a MMM PAM representative funnel across Schneider Mining, Minerals & Metals offer portfolio
• Become an integrated opportunity team member working hand in hand with end user MMM teams for major projects with nominated EcoSystem value chain accounts.
• Process and analyze feasibility assessments for all bid/contract documents related to developed opportunities plug into regional RAC & Execution Centres
• Build a strong working relationship with the MMM segment teams and country leadership to develop and drive winning strategies
• Build strong relationships within all relevant countries within the region, and lead the sales, presales, tendering and execution professionals to best address customer & project needs
• Consult with customers and shape opportunities to optimize Schneider Electric value
• Build value proposition for value chain/customers
• Map key decision makers at customers or prescribers
• Follow Customer Project Process (CPP) follow Best In-Sales Practice and be best in class for account profiling and record keeping in our CRM system

Qualifications

• Degree desirable, preferably in Mechanical or Electrical Engineering
• 10+ years experience
• International experience and exposure is mandatory
• Fluency in English required
• Ability to speak at least one other language advantageous.
• Knowledge of Mining, Minerals & Metals industry

Commercial Experience

• Demonstrate deep commercial & technical sales (direct and indirect) experience
• Strong track record of capability to manage and grow large regional accounts
• Understanding of account management, customers, sales channels & third parties
• Demonstrate significant experience in detecting and discussing industry and customer pain points and proposing high value solutions
• Proven knowledge of Schneider Electric Mining, Minerals & Metals offer portfolio & EcoStruxure

Leadership

• Ability to mobilize and manage networks / remote and virtual teams
• Ability to navigate complex matrix organizations in a multicultural environment
• Ability to understand and animate complex ecosystem of influencers
• Strong initiative, self-starter and highly organized

Communication And Interpersonal Skills

• Successful track-record in establishing local customer intimacy through connections at Executive level and key decision makers within the customer organization
• A strong ability to understand complex requirements, able to clearly communicate client needs, challenge the client on solutions and translate solutions to business value.
• Able to navigate through an organization; balancing interactions with the key decision makers and reaching senior executive / C-Level ranks
• Strong influencing skills and intercultural skills
• Tenacity, resilience, emotional intelligence

Schedule: Full-time

Req: 008HZQ