End User Sales Hotel Segment, Central Eaj Cluster

KEY RESPONSIBILITIES:

Develop and implement, in conjunction with EAJ Zone Hotel Segment Manager, the commercial strategy for Hotel Segment in the Central EAJ Cluster countries (Thailand, Laos, Vietnam, Myanmar, and Cambodia) in order to profitably grow the sales of Schneider Electric products, solutions and services in the Hotel Segment.

Responsible for developing and executing a Hotel Segment key account plan, and establishing relationship with key selected end Hotel user segment customers in the Central EAJ cluster countries. The role will have expertise in the Hotel segment trends and play an overall account management role. The role will coordinate various existing V1 & V2 in the local operations/countries as necessary, and be directly in charge of customer accounts as well.

Sales responsibility of 10 M EUR/year, with high growth ambition for coming years.

MAIN RESPONSIBILITIES:
By developing the overall strategy for the market segment, deploying the strategy and directly or indirectly driving sales activity within a particular market segment, the expected contribution is the increased sales growth and customer satisfaction within the target vertical markets.

• Grow profitable sales within the account by securing order targets and maximizing direct and indirect revenue
• Implement country-based sales, project & service strategies by working with local sales resources (both direct – Schneider Electric and indirect - intermediaries) to ensure that objectives are met
• Identify capital and operational expenditure opportunities to target at customer
• Establish local customer intimacy through connections at engineering & purchasing department and key decision makers of the local customer organization
• Actively support and contribute to the global and EcoBuilding business Strategy of Schneider Electric by growing Schneider Electric market share for all businesses and customer satisfaction.
• Provide relevant local information & reports, realizing quarterly local activity reports and accurate quarterly account plan reports (revenues: actual & year-end forecast) under the direction of Zone EcoB VP, and zone segment leader. Keep up-to-date the list of projects for all Businesses.

Education: Bachelor’s degree in Business, IT or Engineering desirable

Job Related Experience:
• At least 5 years’ deep sales experience in solution sales
• Good knowledge of building automation, Guest room management systems, electrical distribution for Hotel segment application
• Strong track record of capability to manage and grow accounts
• Understanding of account management, customers, sales channels & third parties
• Demonstrates significant experience in detecting and discussing industry and customer pain points and proposing high value solutions
• Experience in developing a marketing strategy
• Demonstrated experience in C-level selling and key account management
• Successful track-record in establishing local customer intimacy through connections at engineering & purchasing department and key decision makers within the customer organization
• Experience in applying financial strategies with the client
• Strong leadership and collaborative skills to leverage the entire SE organization to meet Accounts’ expectations and generate long term profitable business to SE
• Good understanding of the customers’ problems & technology, industry-specific knowledge preferred (good capacity to listen)
• A strong ability to understand complex requirements, able to clearly communicate client needs, challenge the client on solutions and close a deal.
• Able to politically navigate through an organization; balancing interactions with the Key Decision Maker (likely manager or director-level) and also reaching senior executive ranks

Business Understanding:
• Commercial acumen
• Hotel Segment experience and knowledge on market trends

Others (e.g. language skills, technical skills):
• Fluent in spoken and written English.
• Ability to mobilize networks and remote team
• Ability to navigate complex matrix organizations in multicultural environment
• Strong initiative, self-starter and highly organized
• Strong communication, influencing skills and intercultural skills
• Good analytical and technical skills
• Autonomous, entrepreneurial & team spirit
• Tenacity, resilience, emotional intelligence

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