Sr Manager KAM - WWW

Job description

JD – WWW KAM

Job Function:

• Develop and implement the strategic partnership with assigned Strategic Accounts (SAs) / Country Targeted Accounts (CTAs) for WWW segment in India, in order to saturate SE’s SoW and achieve profitable growth for the entire portfolio of Schneider Electric products and services.

• Develop water business with assigned region(s) to increase SE’s SoW and market presence in that region(s) working with Business and Sales teams.

Major Responsibilities:

• Strategic account management (~60% of time):

• Strategic Account Management with national responsibility for the WWW GSAs / CTAs (2 – 4 accounts)

• Proactively identify and cultivate new business prospects within allocated Accounts and region, focusing on Industrial automation, Energy management, and Digital Solutions.

• Carry annual sales quota for each of the chosen accounts for One SE portfolio as well as for specific businesses

• Be the trusted advisor for chosen accounts to provide them solutions within entire Schneider perimeter

• Employ consultative selling methodology to understand customer needs, create tailored proposals, and articulate the value proposition effectively

• Develop & deploy a Value Proposition considers the needs of the sector in the short, medium & long-term

• Closely work with Strategic Account Executives for developing and executing annual business plans of SAs in India

• Be single point of contact for the account within SE India. Work with all the stakeholders within SE (Prescription, Marketing, National Sales and Targeted sales teams, Tendering and execution centers) as well as with key stakeholders on the customer side

· Develop Water business in your assigned region(s) (~40% of time):

· Develop a 3-year growth in your assigned region(s) based on market opportunity, key influencers and end users

· Develop a plan to cover entire ecosystem including consultants, process OEMs, EPCs, Electrical contractors, panel builders, system integrators, and End Users

· Ensure buy-in from internal stakeholders (Prescription team, BU marketing teams, National sales teams) to execute the growth strategy

· Own growth target for the assigned region(s) and achieve the annual sales KPIs

• Be the central point of contact and responsibility for customer problem resolution and satisfaction. Repeat business and customer satisfaction to be key KPIs to measure

Qualifications - External

Educational background, competencies, and behavioral aspects:

Essential

• Engineering degree - Electrical/Electronics

• Candidate should have sales or marketing background, solution sales experience would be an added advantage

• Ability to structure thoughts and articulate well

• Ability to plan, prioritize and re-orient self when plans need to be changed

• Ability to pursue multiple stakeholders in collaboration with respective internal teams is a must

• Ability to consistently connect with senior management and CXOs of the customer organization, including government customers (CEOs, Commissioners etc.), is a must

• Patience is a virtue, due to the long lifecycle of project and plenty of variables which makes things very unpredictable. Should be self-motivated to carry oneself through any situation.

• Integrity and sincerity

• Influence without authority

• Understanding of Water process and industry knowledge is a plus

• Desirable

• Post-graduation in business management (PGPM / MBA) will be an added advantage

• Background in pursuing projects (Esp. Automation and Software) for WWW utility (Direct or indirect), or any process industry is desirable

• Understanding of Water process and industry knowledge is a plus

• Leadership potential