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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