Descripción de la oferta
OverviewWorking in a team environment, the FS Channel Sales Leader is accountable for achieving services target revenue, margin and growth orders targets through Services channel partners, in line with the Global Channel strategy and AMSP GFS, for a country or a group of countries. He/she works in collaboration with country/cluster FS Partner Program marketing Leader, Services BU Deployment Channel leader in alignment with BU/Country Channel leaders. He/She deploys all sales actions with assigned channels in order to develop a profitable business with them on the accounts covered by him or where he is opportunity leaders as well.Main responsibilitiesAccount managementAct as a V2 in channel & partners account teams to develop services orders/sales & margin according to Services country ambition for partners & channel playDefine partners account sales plan for services for his/her list of accountsImplementation of the local Services channel ambition in a country or group of countries, in line with Services channel marketing recommendations and GFS supportIdentification, select and contact potential services partners or prospects, either existing or new, in collaboration with BU and by using matrix selection defined by GFS and work hands in hands with “V1”Present the program to “candidates” and define targets for “certified” playEstablishment of revenue/margin growth targets with the selected channel partners and and get target lettersSign agreements and program in full compliance with signature rights/DOA, either for “Certified” partners (EcoXperts power services) or frame agreements with FM/DistributorsAnnual Achievement of FS revenue and growth targets for the list of End users delegated to his partners portfolio and for Prefered partners or BAU partners where he is in chargeSecuring end-users customer satisfaction overseeing all ongoing channel activities with the customer (orders, delivery, credit, rebates)Define triggers to manage offers mix and control bonus/rebates achievementProvide monthly forecasts and quarterly vision for BRAnimate his partners portfolio (reviews with channel partners, join end-users visits, partners visits, trade/fair, events) with 60/70% facing time with 70% on partner sites and 30% on EU sites. Manage escalation and conflicts on the fieldManage partner life cycle, termination contract or renewal as well as software allocation, payment and renewal (tuner, maint, on-site, EPC/BTM)Control growth for EU delegated to partners in BFO on top of growth delivered by partners on his “own” accountsDigital & Transactionalization Partner Transformation in the fieldIs fully comfortable with digital enablers for partners to promote, coach them and onboard them (tracking tools, Seamless, My Sch opportunities)Support the development of partners skills & capabilities to support our offers and use our opportunity management tool (BFO or PRM) to monitor pipeUtilization of CRM & digital tools ecosystem for our partners: BFO (Salesforce.com) for sales funnel management, My Schneider opportunities, Seamless, IB2diag….IB tracking progress for his End users lists and IB overall through his partners portfolio (need to master the IB tool)Define DOF campaign with marketing and support ISSR who lead this action and control the achievementPartners & Channel skills managementTrain and coach our partners on sales pitches, promotion for all our offers and new digital offersTransform Partner DNA to handle circular economy challenges in servicesFor execution, secure partners training in compliance with GFS academy rules, tracking, refresh and control that all tools and process are defined and applied for a strict end to end applicationContribute toMarket awareness (channel country landscape, offer, trends, price…) and sensor of market innovation trendsCommunicate to our “delegated” End users, this handover by certified partnersContribute to 3 year business plan with BU/Country Channel leader counterpartAnimate Time to quote and quality of our partner commercial proposal with ISSR and tender supportMarketing program localization led by marketingPartners platforming and proactively propose new partners to optimize coverageGFS innovation planMain interactionsInternalServices team Country/Zone/Cluster Services team: OSSR Sales Team, tendering, FSVP, Inside services sales, FS marketing Partner Program Leader – Services BU deployment leader and program teamCountry ecosystem: Power partners BU/SPC BU Channel teams/Indus BU: BU/Country marketing Channel leaders, Business developers, V1 account managers, segment leadersGFS team: Deploy leaders, Program, LobExternalCertified Partners or intermediaries, EU Customers delegated to partners, influencers like insurance companiesKey Success FactorsAlignment with FS VP/BU on prioritization of opportunities and recognition of FS revenueClose collaboration and relationship with BU/Country Channel Leaders, V1i partner selection and managementDeliver results and pipeDigital & transactionalization transformationClear assignment of Partners on a clear playground (EU lists, segments, geo)A solid financial reporting and tracking of partners performanceClear pricing policy aligned with personae practice in countries inside SEEducation and SkillsMin 5 years work experience in channel or “intermediaries” business when dealing with EU (Power services especially)Min 5 y Experience in Services and technical sales experienceExcellent verbal and written communication skills including C-level PartnersMatrix management and collaboration skillsCapabilities to influence, convince inside/outsideAbility to build a sustainable and reliable relationship with the certified partners and the customersThorough knowledge of Schneider Electric services offers throughout the Asset Management Life Cycle of the productProficient in Microsoft Office suite and ERP/CRM related tools, Seamless. Excellent organizational skills.What's in it for youOwnership of a dynamic client portfolio with the autonomy to drive strategic relationshipsPerformance-based culture that rewards success and achievementOpportunity to work with cutting-edge service solutions and technologiesProfessional development and growth in a customer-centric environmentAccess to comprehensive tools and resources to support your successLet us learn about you! Apply today.You must submit an online application to be considered for any position with us. This position will be posted until filled.Schneider Electric aspires to be the most inclusive and caring company in the world, by providing equitable opportunities to everyone, everywhere, and ensuring all employees feel uniquely valued and safe to contribute their best. We mirror the diversity of the communities in which we operate, and inclusion is one of our core values. We believe our differences make us stronger as a company and as individuals and we are committed to championing inclusivity in everything we do.At Schneider Electric, we uphold the highest standards of ethics and compliance, and we believe that trust is a foundational value. Our Trust Charter is our Code of Conduct and demonstrates our commitment to ethics, safety, sustainability, quality and cybersecurity, underpinning every aspect of our business and our willingness to behave and respond respectfully and in good faith to all our stakeholders. You can find out more about our Trust Charter hereSchneider Electric is an Equal Opportunity Employer. It is our policy to provide equal employment and advancement opportunities in the areas of recruiting, hiring, training, transferring, and promoting all qualified individuals regardless of race, religion, color, gender, disability, national origin, ancestry, age, military status, sexual orientation, marital status, or any other legally protected characteristic or conduct.
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