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VP - Building Management Category

Schneider Electric

United Kingdom, United Kingdom

Company Profile
Schneider Electric is the global specialist in energy management. We hire individuals driven by a desire to impact the world. With a mission to make the most of our clients' energy, we can help solve the global energy dilemma by helping companies and individuals make more efficient use of the energy they already use. We are passionate about delivering real and innovative solutions in energy management and energy efficiency, making energy safe, reliable, efficient, productive and green.

Job Profile
Schneider Electric is the global specialist in energy management and automation. With revenues of ~€27 billion in FY2015, our 160,000+ employees serve customers in over 100 countries, helping them to manage their energy and process in ways that are safe, reliable, efficient and sustainable. From the simplest of switches to complex operational systems, our technology, software and services improve the way our customers manage and automate their operations. Our connected technologies reshape industries, transform cities and enrich lives.

The Buildings Business of Schneider Electric is looking for a talented and experienced Vice-President, Commercial – Building Management, with a global mandate to drive profitable growth 1) by driving the country organization sales actions plan to grow the business, by 2) deploying the offers into the geographical markets on an operational basis with the countries sales teams and 3) influencing the building management offer development by making the link between local market needs and the Line of Business (LoB)

As VP of Commercial Building Management, you will drive the deployment of the commercial strategy and adapt the offers’ strategy according to the different countries. You’ll be accountable for the business growth and profitability.

Responsibilities:

Manage the countries on the growth actions deployment and on the business objectives:
Be the leader of the deployment of the Building platform for SE, EcoStruxure Building
Define with the business objectives (financial & not financial) for the countries
Formalize with the countries the concrete commercial actions to be deployed
Monitor, review and react in case of misalignment
Bring marketing expertise support:
Identify the competencies gaps (marketing skills or offer knowledge.)
Support countries to set-up the relevant trainings for customers and internal needs
Define the training courses and administrate training
Support countries for specific tenders (Quotation , offer's specification)

Animate the BMS sales actions
Identify and animate the BMS sales community
Make sure the adequate level of competence is in place, both quantitatively and qualitatively
Review pipelines and identify “must win” opportunities
Coach the local teams or be directly involved in order to win those opportunities
Saturate the 'Go to market' by using all relevant Channels:
Work with the LoB's and countries’ Offer managers to identity the offers to be sold through the Channel.
Work with the BM badge owner to enlarge and animate the EcoXpert (certified System Integrator) channel.
Manage the Building Management Offer Portfolio:
Understand the competitive landscape, the market opportunities, the offer’s gaps....
Consolidate and analyse the country information including new offer requests
Give selective feedback to the Existing Offers Managers.
Give selective feeback to the LoBs concerning all quality issues
Monitor, analyse the business performance of his offers' category
Adapt & Deploy the 4Ps of the marketing mix (3 out of 4):
Product: collect market intelligence and communicate/prioritize requested developments to the LoB
Price: define the commercial policy and communicate/follow-up pricing instructions to the country organizations
Promotion: define and drive all Marcom actions with the Marcom team.
Manage launches :
New offer introduction (sales and customers trainings, promotion, events).
Product withdrawable Process.
Responsible of Sales Inventory & Operations Planning Process (SIOP²):
Lead and do the forecast and feed the Offer Managers and Global Supply Chain.
Qualifications

Desired Skills & Experience
Engineering graduate from a reputed university; preferably with MBA
Strong passion for engaging with customers and channel partners to influence and identifying new opportunities
Marketing skills (segmentation, customer targeting, pricing policy, launches, etc.)
Comfortable with diving deep with R&D as well as translating complexity to simple concepts to non-technical audience
Driven, decisive, with an unrelenting desire to challenge the status quo
Exceptional critical thinking & analytical skills and the ability to make informed & fast decisions related to product feature design and direction
Experience in Building Automation & Energy Efficiency (or in an adjacent business) is a plus
International work experience across multiple geographies is a plus.


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