Schneider Electric Việt Nam ★ 4.0

• 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

1.  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.

2.   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.

3.  Promote products & solutions and manage offers:

• Present & provide technical information necessary to the customers
• Conduct technical prescriptions, provide technical support to customers

4.  Follow-up on offers: Follow- up of offers with customers and keep project information on bFOs updated

5.  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.

6.  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.

7.  Master SE offer knowledge and targeted solutions: Have sufficient knowledge of all SE products and targeted solutions to promote to targeted accounts

8.  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.

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