VP - Process Automation - Northern Europe & Sub Saharan Africa (NESSA)
United Kingdom Sales
Job description
Schneider Electric has an exciting opportunity for the right person to join our Process Automation Division as the VP for our North Europe and Sub Saharan Africa Zone. This role will be based in either our Coventry (East of Birmingham) or Crawley (South of London) offices.
About us
At Schneider Electric, we create connected technologies that reshape industries, transform cities and enrich lives. Help us deliver solutions that ensure Life Is On everywhere, for everyone and at every moment: https://youtu.be/NlLJMv1Y7Hk . We're looking for people with a passion for success — on the job and beyond. See what our people have to say about working for Schneider Electric: https://youtu.be/6D2Av1uUrzY .
Process Automation is a global business unit building value in today's ever-changing industrial world by forging new connections among people, processes and technologies. Schneider Electric's process automation solutions help our customers to drive their operations to higher and higher value utilising proven Schneider Electric technology and expertise enabling success .
About the role
The Schneider Electric Process Automation VP, North Europe and Sub-Saharan Africa serves as the leader for the sales organization. You would be the primary point of authority and accountability for the financial performance, end-to-end service delivery, service excellence, client satisfaction and sales growth planning and execution within the hub. This role has direct responsibility for managing sales and business development teams. The remainder of employees are spread across the region with a delivery focus reporting into delivery leaders (with dotted line reporting to the Hub leader)
Responsible for driving growth in the country, with the initial focus in building market share and profitability and continuing to drive growth cross the hub. The role will also be accountable for identifying and assessing new potential segments and strategies to deepen and penetrate new market sectors.
Your Responsibilities
Sales, Growth/Pipeline
• Responsible for the profitability and expansion of the Process Automation business in the region/ country.
• Create and deploy strategy for the region/ country, plan, co-ordinate, direct and manage the business development function, in addition to overseeing market analysis, monitoring competition and addressing customer needs.
• Accountable for developing and driving new segments potential and strategies to deepen/penetrate existing and new market sectors.
• Provide Schneider Electric management with updates of critical business, economic, political, legal, competition and security matters cross the region.
• Initiate, build and present the Process Automation Strategic Plan in association with Schneider Electric cross sectors promoting cross-selling across all operating businesses.
• Identify growth opportunities for the PA business. Develop and create action plans for these growth opportunities. Leverage all available domain expertise to support the hub in executing these action plans.
• Work with Global Sales Operations team to identify large projects. Lead and work with the countries to identify and develop sales strategies to pursue these mega deals.
• Ensure quality data management and reporting for pipeline growth in BFO
• Provide timely and accurate sales forecasts and increase sales forecast accuracy.
• Lead, identify and drive the identification, preparation and follow-through of Account Plans (3 years view) for all major accounts.
• Identify the use of Agents and Distributors and their respective performance.
People
• Drive a sales performance culture and jointly work with HR to identify, develop, performance manage sales performance and effectiveness.
• Partner with HR/Total Reward and Sales Operations to improve the Sales Incentive Plans to drive the right sales behaviour.
• Provide leadership in building a solution driven environment, ensure balance and growth of the resources for projects; recruit and develop commercial solution driven professionals across Schneider Electric's businesses.
Processes
• Take the lead and work with in a matrixed environment to increase the consistency and quality of Pre-sales support, Proposals, Close Plans for strategic/mega deals and Account Plans for identified accounts.
Qualifications
Education:
• Undergraduate degree is required, preferably in Business, Engineering, Computer Science, or Economics.
• An MBA, graduate degree in Business, Engineering, Computer Science, Economics or Engineering or professional qualifications in Law or Finance are considered a major plus.
Experience:
• A minimum of 10+ years of complex, solution selling sales management experience in targeted industry or an exceptional high potential.
• Minimum of 10+ years leading sales teams with proven team leadership skills and proven ability to drive orders and revenue.
• Must be skilled at selling compelling, integrated programs to clients
• Should be customer centric, solutions focused, articulate, and comfortable building relationships senior levels.
• Possesses excellent communication skills to motivate a sales team, and the ability to deliver sales strategies to highly sophisticated clients
• Effective in working with diverse groups, i.e., management, engineering, purchasing and indirect sales, both internally and with customer representatives
• Proven track record of driving and growing business in Europe and/or Africa.
• Proven experience of working in a matrix organization, and effective in an influence model.
Knowledge Base:
* Industry relationships – Established relationships within assigned client's industry
• Industry and technology insight – A deep understanding of the impact of automation on a firm's business
• Marketplace – A strong knowledge base of assigned client's industry, both individuals and institutions
* Process Automation Services – Knowledge, understanding of the predominant people, firms, products, services and solutions that are most important to large global firms. Insights into emerging players and key trends in the Process Automation marketplace.
Professional Skills:
.
• Customer focus - A customer-driven sales and business leader with a successful track record of driving growth and profitability in the region/ country within process automation industrial market (Engineering Background), including developing new markets
• Management – Well developed management skills. Ability to assemble, direct, coach, motivate and coordinate pursuit teams, in different locations and from different parts of Schneider-Electric and partner firms, engaged in multiple simultaneous sales initiatives. Strong understanding of the region/ country and the business environment.
• Process Automation Project/Program/Budgetary Management – A strong background and proven track record in the construction and management of complex large scale projects/programs/budgets for process automation services to or within large institutions
• Partner management – Strong partner management skills including inter-divisional, external business partner and supplier management skills in the services arena
• Technology expertise – Strong appreciation and understanding of key current and emerging technologies, third party solutions and packaged software applications of importance to the global markets.
• Possess strong communication, interpersonal and relationship building skills necessary to be a visible player in the marketplace.
• Experience of successfully operating in a matrix environment with the proven capability of managing and leading in a multinational organization.
• Business Acumen – Good understanding of a P&L and how his or her team can impact profitability and drives profitable growth.
Personal Attributes:
• Leadership – Possesses key leadership attributes: Strong personal conviction, vision, strong emotional bonds, inspirational, team orientated, risk taker, and driven to excel. Candidate will also be confident, exude positive energy, enthusiastic and outgoing.
• Stature and presence – the ability to command the attention and respect of senior industry executives.
• Highly organized and disciplined.
• Strong communications skills, both written and oral. Ability to present at a board/executive committee level.
• Planning – Ability to develop, communicate and execute both tactical and strategic sales plans.
• Cultural sensitivity – Ability to bring together highly diverse teams to achieve superior results.
• Judgment – Ability to think and act independently and exhibit consistently sound business judgment and an action-oriented ability to take measured risks and take responsibility for the consequences.
People
• Drive a sales performance culture and jointly work with HR to identify, develop, performance manage sales performance and effectiveness.
• Partner with HR/Total Reward and Sales Operations to improve the Sales Incentive Plans to drive the right sales behaviour.
• Provide leadership in building a solution driven environment, ensure balance and growth of the resources for projects; recruit and develop commercial solution driven professionals across Schneider Electric's businesses.
Processes
• Take the lead and work with in a matrixed environment to increase the consistency and quality of Pre-sales support, Proposals, Close Plans for strategic/mega deals and Account Plans for identified accounts.
Qualifications
Education:
• Undergraduate degree is required, preferably in Business, Engineering, Computer Science, or Economics.
• An MBA, graduate degree in Business, Engineering, Computer Science, Economics or Engineering or professional qualifications in Law or Finance are considered a major plus.
Experience:
• A minimum of 10+ years of complex, solution selling sales management experience in targeted industry or an exceptional high potential.
• Minimum of 10+ years leading sales teams with proven team leadership skills and proven ability to drive orders and revenue.
• Must be skilled at selling compelling, integrated programs to clients
• Should be customer centric, solutions focused, articulate, and comfortable building relationships senior levels.
• Possesses excellent communication skills to motivate a sales team, and the ability to deliver sales strategies to highly sophisticated clients
• Effective in working with diverse groups, i.e., management, engineering, purchasing and indirect sales, both internally and with customer representatives
• Proven track record of driving and growing business in Europe and/or Africa.
• Proven experience of working in a matrix organization, and effective in an influence model.
Knowledge Base:
• Industry relationships – Established relationships within assigned client's industry
• Industry and technology insight – A deep understanding of the impact of automation on a firm's business
• Marketplace – A strong knowledge base of assigned client's industry, both individuals and institutions
• Process Automation Services – Knowledge, understanding of the predominant people, firms, products, services and solutions that are most important to large global firms. Insights into emerging players and key trends in the Process Automation marketplace.
Professional Skills:
.
• Customer focus - A customer-driven sales and business leader with a successful track record of driving growth and profitability in the region/ country within process automation industrial market (Engineering Background), including developing new markets
• Management – Well developed management skills. Ability to assemble, direct, coach, motivate and coordinate pursuit teams, in different locations and from different parts of Schneider-Electric and partner firms, engaged in multiple simultaneous sales initiatives. Strong understanding of the region/ country and the business environment.
• Process Automation Project/Program/Budgetary Management – A strong background and proven track record in the construction and management of complex large scale projects/programs/budgets for process automation services to or within large institutions
• Partner management – Strong partner management skills including inter-divisional, external business partner and supplier management skills in the services arena
• Technology expertise – Strong appreciation and understanding of key current and emerging technologies, third party solutions and packaged software applications of importance to the global markets.
• Possess strong communication, interpersonal and relationship building skills necessary to be a visible player in the marketplace.
• Experience of successfully operating in a matrix environment with the proven capability of managing and leading in a multinational organization.
• Business Acumen – Good understanding of a P&L and how his or her team can impact profitability and drives profitable growth.
Personal Attributes:
• Leadership – Possesses key leadership attributes: Strong personal conviction, vision, strong emotional bonds, inspirational, team orientated, risk taker, and driven to excel. Candidate will also be confident, exude positive energy, enthusiastic and outgoing.
• Stature and presence – the ability to command the attention and respect of senior industry executives.
• Highly organized and disciplined.
• Strong communications skills, both written and oral. Ability to present at a board/executive committee level.
• Planning – Ability to develop, communicate and execute both tactical and strategic sales plans.
• Cultural sensitivity – Ability to bring together highly diverse teams to achieve superior results.
• Judgment – Ability to think and act independently and exhibit consistently sound business judgment and an action-oriented ability to take measured risks and take responsibility for the consequences.
You know about us – now let us know about you – apply now!
Diversity is our heritage and our future. Be a part of it.
At Schneider Electric, Diversity & Inclusion is at the heart of our organisation, it's an integral part of our history, culture and identity. We recognise that embracing diversity unlocks innovation and creativity and fosters collaboration. We want our employees to reflect the diversity of our communities and the customers we serve. As a result, our teams are stronger to drive the company's future.