BLD Vina 5.0 ★

Mission

(Why the position exists)

• Deploys all sales actions with targeted accounts assigned spread over multiple customer types, in order to maximize the
• Business with them through mainly field interactions and supports them on their digital transformation journey.
• Sales activity deployment to detect projects in targeted segment / accounts.
• Customer mapping to identify the main stakeholders and organizational structure of targeted accounts.
• To understand customers’ needs and bring Schneider products / solutions directly to customers.
• To build and secure relationship with relevant channels (end-users, contractors, panel builders and system integrators)
• Implement go-to-market strategies to penetrate Industry end-markets and find opportunities selling Schneider Electric products and packages to their projects.
• Execute account management plan toward targeted customers to maintain long-term relationship with them
• Deploy opportunity management plan in early stage (identify & qualify, influence & develop)
• Respond to customers’ queries, co-ordinate with back-office to prepare quotation.
• On-time information delivery and proposal management for end-users / channels
• Follow-up on proposals through to contract negotiation and closure. Proactively using bFO to ensure sales force efficiency and foster cross selling / collaboration.
  
  

Job Description

• Account management:
• Account ownership locally, this role typically covers key accounts and systematically ensures that account plans are in place.
• Deploys all sales actions with assigned end-users, contractors to maximize the business with them.
• Qualifying opportunities:
• Active participation and identification of future projects through regular contact with customers (face to the customers) within targeted accounts. Able to gather specific information (competitors, budget, comm/tech adv/disadv, etc.) to increase chances.
• Promote products & solutions and manage offers:
• Present & provide technical information necessary to the customers
• Conduct technical prescriptions, provide technical support to customers
• Follow-up on offers: Follow- up of offers with customers and keep project information on bFOs updated
• Finalize on contracts: Lead contract negotiations with the support of other departments (Finance, EC, CCC, etc.). Transfer project details to the support teams and ensure a smooth transition for project execution.
• Follow-up on Customer:
• To lead project kick-off meeting and facilitate executor during project handover for execution.
• Keep regular contact with customers to ensure satisfaction before and after delivery. Work closely with the back office (execution, finance, marketing, logistic) to ensure customer satisfaction.
• Master SE offer knowledge and targeted solutions: Have sufficient knowledge of all SE products and targeted solutions to promote to targeted accounts
• bFO implementation: Create SVR within 48 hours after visit & maintain and update project status regularly in Bridge Front Office (bFO). Ensure project information is exhaustive and valuable to support key strategic decisions.
  
  

Qualifications

Education:

University degree in Electrical or Automation Engineer

Working Experience:

Sales and account management skills

At least 3+ years of professional experience in Industry end-markets

Business Understanding:

Market knowledge in area of work, exposure & awareness of Industry end-market

Others (e.g. language skills, technical skills):

Schneider Electric products & equipment

Presentation & communication skills, spoken & written English Knowledge of contracts/tender, finance and project management

Schedule: Full-time

Req: 0097BC