Segment Solutions Leader

Develop and lead for Schneider Electric the utility and power segment business growth & profitability in a targeted Segment and Country with a strong focus on Solutions & Projects. Represent all Schneider Electric scope of work and organization in front of relative customers.

Job Function:

Be the Strategic KAM for Eskom and utilities across Southern Africa
Define and implement the local strategy for Utility and Power segment
Drive Segment projects, solution & service sales across businesses
Allocate key local resources for his segment:

Segment Marketing
Key & National Account Managers
Local Solution Architects

Define the required execution footprint
Drive the utility Solution Offer roadmap in connection with Segments Organisation.
Manage and lead large utility strategic projects
Customer relationship management
C-level customer interaction
Business development

Job Responsibilities:

Segment Marketing

Set up the proper local segment marketing resources
Define with the Segment Marketer the unique customer value propositions for the targeted End-Users
Build & deploy local Segment business plan (growth ambition + business transformation)
Define the proper go to market rules by relative customers

Solution Offer:

Set up the proper local Solution Architect resources
Define with the local or regional Solution Architect the Segment Solution Offer roadmap
Deploy and support the Solution Offer in the country
Adapt reference architectures to local requirements

Solution Selling:

Is the local Schneider Electric referent for the targeted segment
Set up the local sales objectives for the Segment
Define, formalize and communicate the sales strategy & processes
Drive Solution & Service sales, coordinate channel sales for Segment
Manage Utility Solution opportunity portfolio & pipeline for the segment

Solution Execution:

Define the local/regional footprint and required set up of Execution center for the segment
Has the decision authority on the Execution strategy for critical projects

People & Skills:

Responsible for the upskilling / certification of Country Segment resources (KAM/NAM, Segment Marketing, Solution Architects)
Build the training paths for the team
Execute HR processes with the team (appraisals, career reviews, etc.)

Key Performance Indicators:

Growth:

Total Utility Segment (including Products and all BUs)
Segment Solution Order Intake (cross-BU)
Multi Business Solution Sales (SL3)
Global Utility Strategic Account Sales
Services (Field and Professional) Sales
Profitability:
Gross margin of Segment Solution business
Upskilling of local Segment team: certification of Segment Marketer, Key & National Account Managers, and local Solution Architects

Qualifications