Key Account Manager Oil & Gas – Schneider Electric

As a global specialist in energy management with operations in more than 100 countries, Schneider Electric offers integrated solutions across multiple market segments, including leadership positions in Utilities & Infrastructure, Industries & Machines Manufacturers, Non-residential Building, and Data Centers & Networks and in Residential. Focused on making energy safe, reliable, efficient, productive and green, the Group's 140,000 plus employees achieved sales of 24 billion euros in 2012, through an active commitment to help individuals and organizations make the most of their energy.
Job Description
Key Account Manager – Oil & Gas
- Develop networking and deploys all sales actions with customers in Oil & Gas segment in order to maximize the business with them and achieving the sales target.
- Sales activity deployment to detect projects in targeted segment / area.
To understand customers' needs and bring Schneider package / solutions directly to customers.
- To build and secure relationship with potential customers (both EPC and consultants & end users)
- Customer mapping to identify the main players and their structure based on market segments.
- Identify package / turn-key opportunities for Schneider offer.
(What is the expected contributions of the position to the results of the organization)
- Implement go-to-market strategies to penetrate customers and find opportunities selling solution and packages to O&G projects.
- Maintain long-term relationship with potential partners- Proactively identify, qualify & follow up new opportunities
- Respond to customers' queries, co-ordinate with back-office to prepare quotation.
- On-time information delivery and proposal management for Schneider customers
- Follow-up on proposals through to contract negotiation and closure.
- Clear reporting in Bridge Front Office on all activities as and when required.
AREAS OF RESPONSIBILITY
(Describe the nature, scope, level of improvements to new ideas, etc.)
Identify projects
- Active participation and identification of prospective projects though regular contacts with customer (face to the customers) within the concerned market segment.
- Able to gather specific information (competitors, budget, comm/tech adv/disadv, etc…) to increase chances of order.
Promote products & solutions and manage offers.
- Present & provide technical information necessary to the customers
Follow-up on offers:
- Follow- up of offers with customers and keep project information on CRM modules updated
Finalize on contracts:
- Lead contract negotiations with support of other department (Finance, EPS, Logistics, etc). Transfer project details to support team and ensure smooth transition for project execution.
Follow-up on Customer:
- To lead project kick off meeting and facilitate project manager during project handover for execution.
- Keep regular contacts with customer to ensure satisfaction before and after delivery. Work closely with back support team (TC, finance, marketing, logistic) to ensure customer satisfaction.
AR management
- Manage debt collections for assigned accounts in line with company's expectation.
Account management
- Be the single face to the customer, i.e. be responsible for specific customer portfolio acting within the concerned segment, lead, co-ordinate or be aware of any action done towards any customer of his portfolio.
- Maintaining relationship with customer and relevant players (local country authorities, potential partners, representatives, project consultants, financial community, etc.) beyond the project-related contacts of the Businesses.
- Developing an extensive knowledge of customer organizations (structure, decision-making process, etc) and action plan for each customer.
Master SE equipment knowledge and targeted solutions
- Have sufficient knowledge of all SE products and targeted solution in order to promote package / turn-key solution to any customer in its segment
Project reporting
- Maintain and update project status regularly in Bridge Front Office (bFO). Ensure project information is exhaustive and useful to support key strategic decisions.

Qualifications
REQUIREMENTS
Education: University degrees – Engineering
Working Experience: 5 – 10 years experience in working with relevant end-users, Consultants, Contractors
Specific knowledge: Process Control, Safety solution (ESD, F&G), SCADA,LV/MV
Business Understanding: – Good understanding of market needs and market players.- Understand company's products and competitor's.- Knowledgeable in project sales and project management.
Others (e.g. language skills, technical skills):
- Good command of spoken and written English. Computer literate and presentation skills
- Attention to detail, Self-Starters, ability to learn, good communication skills and result-oriented
- Able to work under pressure and willing to travel within assigned territory and overseas
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