Digital Energy BMS Prescription Leader

Job description

This position is accountable for driving the specification activities for the Building Management Systems (BMS) Division of Digital Energy through the Country specification teams. The person will also be responsible for working closely with the other country =SE= divisions to ensure we maximize the opportunity to promote and sell “ Ecostruxure FOR Buildings” solutions wherever possible. The person will be responsible for leading, assessing and developing BMS prescription competencies across the countries and ensuring we have a solid geographical footprint providing strong market coverage. The person will be comfortable promoting the Building Management offer and related solutions/applications with strong focus on Mechanical consultants in the Commercial Buildings space. In addition, the individual should have and be able to develop strong end user and developer relationships to ensure the Building Management offer and / or “ Ecostruxure FOR Buildings ” offer is promoted and specified at the earliest stage. The individual should understand the specifiers' needs and put in place the right strategies and tools to increase the effective specification capabilities of Schneider Electric sales force and partners.

1. Lead and develop the Country BMS specification teams. Define the vision, strategy and roadmap. Create, assess and animate the specification community, chair regular meetings and share best practices, work with the Sales Excellence team to develop and deliver the necessary training to upskill the team and work with the countries to hire, onboard and strengthen the team. Identify gaps and work with the local countries to address gaps to ensure we have a strong market coverage and geographical coverage, engage in the hiring process to ensure we build a high calibre team.

2. Develop account plans with the local teams to target and grow business with the top country / region / zone consultants. Expand and maintain strong relationships with key project influencers and clients. Promote and demonstrate the Building Management Systems and “ Ecostruxure FOR Buildings ” products, solutions and services. Use formal Continuous Professional Development (CPD's) for consultants to educate them on market trends, innovations and new product and solution developments to enhance their knowledge of the Schneider products and applications. Implement an operating cadence to ensure account plans are being implemented and realized.

3. Generate incremental revenues by raising country specification capabilities and hit rate through the sales channel. Work closely with the team to provide effective responses to specifiers' and customers' queries and requirements, anticipate future needs, and mitigate competitors' strike-back. Work collaboratively with the other =SE= divisions to identify cross-sale opportunities between segments, markets, or products to position the “ Ecostruxure FOR Buildings” solution wherever possible.

4. Keep pace with market megatrends and understand how these can provide differentiation for our customers, interpret, understand and collate the specifiers' requirements and industry best practices. Utilise this knowledge to develop prescription documents and tools that position Building Management Systems and the wider =SE= offer as #1 with the consultant community.

5. Create value and differentiation by providing system & architecture pre-sales expertise to both end users and prescription partners / specifiers, where relevant (pre-project consultation, feasibility study, audit…). Coaching to the sales force on both technical and project management disciplines.

6. Take the requirements and constraints of the customer into account, coach and assist the local Specification & System Architect Engineers to define the best architecture to support specific customer applications (valid, optimized and differentiating). Work with the team to develop specification tools and collateral including libraries of best practices that enable “ease of business” for the consultants positioning =SE= as the preferred choice and defend the technical advantages of the proposed architecture.

7. Work in coordination with the local prescription teams to implement the global prescription programs within the prescription plan of each cluster/zone. Identify & implement best practices to improve our penetration in the channel and ensure the right follow up to guarantee the maximization of the Building Management Systems and wider =SE= technology offer.

8. Coach & support the prescription team community, upgrade their competencies (assessments, trainings & recruitment…), to ensure that we have a best in class prescription teams.

· Animate, update, maintain and report a healthy project pipeline together with the local Specification teams. Ensure the team are fully trained in the use and upkeep of BFO as our Sales Management tool. Define the use of BFO for account management plans. Ensure BFO is used as the tool to Implement a monthly cadence to review pipeline and account expansion progress, implement a dashboard to provide close follow up and visibility on key metrics and ensure the right support and action plans are in place to drive efficiency and high performance. Main KPI's

· Number of systems, architectures and detailed specifications documented

· Project pipeline update and conversion rates

· Account expansion – Quantity and value of pipeline

Project hit rate / conversion rate

Desired profile

Qualifications :

Education:

University Degree in Mechanical / Electrical / IT Engineering. Complementary education on sales/marketing is a plus.

Working Experience:

Minimum 5-7 years of experience in prescription or pre-sales support.

Minimum of 3 years of project experience working directly with or within a consultant office.

Business Understanding:

Strong ability to communicate with commercial attitude and to transmit the differentiating elements in a simple and convincing way.

Able to describe and use Schneider Electric offers in terms of characteristics, features, advantages, and general applications, to position them favorably against competitive offers in order to best answer customer needs.

Others :

• Is motivated by challenges and likes to drive change.

• Well organized, sets priorities and focuses on the high-leverage ones, consistently maintains focus on delivery during periods of uncertainty & extreme pressure.

• Pays attention to details, is proactive and has good ability to learn. Result-oriented.

• Uses relationships effectively, internal & external, to deliver target results in all situations. Is able to master political relationships at the customer in order to advance sales pursuits and win business.

• Identifies opinion leaders and key decision makers, lobbies effectively, and secures their buy-in when proposals are debated. Always prepares his info, analyzes decisions from their different angles, and anticipates the questions and viewpoints of the key decision makers & influencers with whom he has a close working relationship.

• Fully utilizes the best available knowledge, experience, and tools when making proposals.

• Relates well to all kinds of people, including those with different cultural backgrounds, organizational levels, and professional disciplines. Good team player who demonstrates reliability, communicates constructively, and shows commitment to the team.

• Able to work across borders inside a global community of experts, involving online tools and expertise repository. Builds an agile network and promotes synergies outside his own area.

• Knowledgeable in using competitors' catalogs and design tools.

• Strong communication skills and proficient use of written and spoken English to defend proposals to C-level executives and generate documentation.

• Upholds company values and demonstrates strong performance.

• Knowledge in using AutoCAD and SalesForce.com are a plus.