Senior Manager/ AGM – Solar Sales – 0038IE

Purpose of the position i.e. Mission:

Generate profitable sales growth and increase Solar Power Plants & Large Commercial Business market shares in his area of responsibility by using all commercial & marketing levers in line with the commercial policy defined in “country”.

Contribute with his technical expertise in Solar Power Plants & Large Commercial Business and related applications, to realize growth objective and sales development towards customers in his area of responsibility in line with targets set

Promote Solar Power Plants & Large Commercial Business offer, solutions and services to his ‘direct customers’ portfolio.

Develop & support sales actions managed by System Integrator Channel and / or Distribution network, within his area, contributing to their targets achievement.

Key Responsibilities:

1) Prepare sales actions:

  • Know, analyze, and formalize the market data in his area of responsibility (key customers and stakeholders, potential customers, the links among them, SE market share).
  • Manage his customer portfolio using marketing tools (plat forming), build and pilot his individual action plan.
  • Deploy and implement the commercial policy
  • Report all market information (customer visits, competition actions, relationships with distributors).
  • Propose commercial actions and related budgets, manage it after approval.
  • Drive internal meeting with others sales people in his area to coordinate.
  • Evaluate and propose actions to improve technical competencies in his area (other sales and channel partners)
  • Monitor your states incentive programs as they relate to Renewable energy (Solar)
  • Attend trade shows and seminars with assistance from corporate resources

2) Sell:

  • Promote and specify Solar Power Plants & Large Commercial Business offers and solution to develop Schneider Electric market shares.
  • Sell products and solutions which are contributing to customer’s performance improvement.
  • Prospect new customers.
  • Drive interviews to uncover all customer needs.
  • Elaborate offers, answer to quotes, Follow-up and call on.
  • Manage differentiated relationships with customers in portfolio.
  • Negotiate with customers and manage prices

3) Support others to sell:

  • Develop sales in coordination with Partner / Energy teams with the support of ECI Tendering / Execution teams
  • Propose and drive all Solar Power Plants & Large Commercial Business Pull actions.
  • Respect commercial policy.

4) After sales:

  • Contribute to offer evolution by reporting customer needs.
  • Be his customers’ ambassador in Schneider electric.
  • Write and share activity report
  • Job environment:
  • Cooperation with Direct Key Accounts/KAM’s & System Integrators/ Distributors(wherever applicable).
  • Strong personal organization capacity to drive effective customer visits and time spent.
  • Knowledge of country commercial policy.
  • Can be involved in negotiations with big customers or partners.
  • Ability to understand a customer P&L and work beyond pure technical needs

Main performance indicators:

  • Sales – Turnover – Revenue.
  • Market share.
  • BFO Compliance , Sales visit reports & Hit ratio.
  • Travel & other expense.
  • Projects tracking i.e. current & future/ maintaining a “Target Selection of Projects” for the clients/ related Solar Power Plants & Large Commercial Business.

Qualifications

Qualification: Bachelor/ Diploma in Electrical, Electronics or Energy Engineering.

Experience: 10-12 years minimum prior sales, leadership, Key Account management experience required. A technical discipline preferred. Solar PV Business industry knowledge is preferred.

Primary Location: India-Haryana-Gurgaon

Schedule: Full-time

Unposting Date: Ongoing

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