Director - MMM Segment Lead

2 weeks ago

Mumbai, Maharashtra, India Schneider Electric Full time
Job Description

MISSION

(Why the position exists)

Achieve market leadership in MMM segment which involves mapping investment cycles, Identifying the customer requirement and providing solutions that wow the customers & ensure C level connect. Make SE the preferred choice of the customers by delivering value, domain knowledge and technically and commercially competent solutions.

(What is the expected contributions of the position to the results of the organization)

In Country, for the Segment

- Support and achieve business targets aligned with Targets and AMSP
- Work with respective team to define multiyear rolling growth plan, with identification of investments
- Define and implement the strategy for Segment growth and market share at sub-segment level
- Drive Segment growth through focus on a) One SE portfolio b) various sub-segments c) account management-Through KAMs & through other sales engines
- Define appropriate execution model for specific sub-segment
- Develop ecosystem for execution for end users, OEM/EPCs, contractors, system integrators, etc.
- Develop and implement plant for winning share in highly diffused sub-segments across remote geography
- Ensure C Level connect with customers and associated bodies
- Work with global and local teams to deploy all the pieces to have the best-in-class digital customer experience for their customers

REQUIREMENTS

Education:

B.E with experience in functional management and people management

Job Related Experience:

15 + years of Experience

Business Understanding: (Must have in red)

Experience in national level marketing and sales preferable 3-5 years in execution on vertical

Experience of managing solutions, end users (long lead) as well as transaction sales

Deep knowledge in account management

Others (e.g. language skills, technical skills

Must have in red):

Ability to operate in influence without authority environment

Ability to build consensus and align priority across a diverse set of internal stakeholders

Comfort with 30,000 feet view and ability to roll up sleeves and get going on the ground

Comfort with not knowing everything (One SE) and willingness to seek help

Familiarity with at least one specific area of SE offer and segment process

Ability to articulate business strategy and detailed plan to key internal customers (BUVPs/IMT)

Identify and nurture talent. Especially, cultivate self-driven high performance teams

AREAS OF RESPONSIBILITY

(Describe the nature, scope, level of improvements to new ideas, etc.)

LEVEL

*(Full, Partial, Supportive)

MEASUREMENT

(Quantitative or quality criteria to achieve responsibility)

Segment Marketing

Develop business plan and strategy for each sub segment

Identify business opportunities across sub segments and prioritize

Establish thought leadership in prioritized sub segments through marketing events

Cultivate the consultant community for specific sub-segments, establish SE preference

Focus on building references by targeting specific projects in each sub-segment

Full

New opportunities generated

Sub segment penetration

Geographic penetration

SE acceptance at end users and consultants

Segment Selling

Develop and implement Go To Market model for each sub segment

Generate excitement across various sales engines for the segment

Detailed planning with concerned sales engine for prioritized geographies

Leverage Solution Architect to differentiate our offers and improve win probabilities

Best in class account management practices, implemented through KAMs

Full

SoW at identified accounts

To ensure targets are achieved and forecast aligned with the target

Balanced OB between Capex and Opex driven business

Delivery model

Develop and implement holistic delivery model for each sub segment

Identify accounts / projects suitable for direct turnkey participation by SE

Judicious use of where SE should go direct and more importantly, where NOT to go

Develop a robust ecosystem of SI/PB for project execution

Leverage after sales services as a key differentiator for projects won and delivered

Full

Delivery on time as per the timelines

People Development

Identify key skills required for KAMs and Solution Architect

Hire and develop a self-driven team of individual contributors with high performance

Assess gaps in each team member and plan their development in detail

Full

Establish team as most sought after team to work in SE India

Each of the team member should be developed as a talent or hi-pot for country HR pool

*Full : Fully responsible for the results of the work

Partial : Partially responsible for the results of the work

Supportive : Provide support to the person accountable for the results of the work.

Schedule: Full-time
Req: 009CSU

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