Industry Sales Leader-East Africa – 005USQ
Eco-Business Development Manager
Industry: A Multinational company
in Energy & Automation
Job Purpose
Lead high performance sales team within the Schneider
Electric – Industry Sales Force, accountable for all commercial activities in
the industry segment and the sale of industry leading products, solutions, and
services. Responsible for the development of profitable growth strategies,
along with associated sales forecasting, budgeting, and staffing
decisions. Provide coaching and development activities for sales staff
necessary to achieve sales targets, pursue key prospects, negotiate and
construct appropriate terms of sales. This role will be responsible
for all industrial products of SE portfolio (PLCs, Switchgear, MCCs) and
will cut across the broader industry (WWW,F&B, O&G, P&P)
The job is based in Nairobi and cover all East African
countries, mainly Kenya, Ethiopia, Tanzania and Uganda and will report to the
CEO-East Africa.
Responsibilities
- People
management
- Manage
and coach team’s members
- Assess
people performance
- Recruit
and develop talents
- Identify,
qualify potential partners in industrial automation
- Develop
a solid network of System integrators and OEM to serve the East Africa
Market
- Buy
and Integrate SE products and equipment
- Define
markets, market potentials and appropriate sales strategies for the
Industry segment. Partner with End Users, System Integrators, OEM’s
and distributors to plan strategies, provide quality service, train
customers, and provide support necessary for attainment of customer’s
goals and objectives. Anticipate obstacles and develop alternative
strategies.
- Formulate,
communicate, implement, and evaluate strategic and tactical sales plans.
Provide coaching to ensure successful execution of plans.
- Maintain
active relationships with Schneider Electric customers. Negotiate
discrepancies between customer and Schneider Electric expectations.
- Provide
coaching and development activities for sales staff necessary to achieve
sales targets; identify and pursue key prospects, develop bid strategies,
negotiate and construct appropriate terms of sale.
- Coordinate
sales activities in Sales region in conjunction with other Segment Sales
Leads to penetrate key accounts.
- Utilize
lean principles to continuously examine processes, identifying necessary
improvements and coordinating implementation.
- Administer
and/or establish company policies that directly affect employees.
- Drive Business
and opportunity management through strict CRM compliance.
Qualifications
- Electrical
Engineering qualification
- 10
years of varied experience in sales, marketing, and product management.
Relevant work experience and/or established networks in the Electrical
Industry are desirable.
- Technical
know-how in engineering for electrical background and industry automation
- Experience
in Eastern African countries
- A
wide network of contacts in the Electrical Market.
- Worked
in leading companies in the Electrical Industry ( SE, Chint, ABB, Legrand,
Siemens )
- Experience
in penetrating New Markets
- Knowledge
of Schneider Electric Partner and Industry knowledge
- Knowledge
of Industry automation as well as electrical distribution
- English
speaking mandatory
- High
level of autonomy. Proactive and self-motivated team leader.
- Vision
and strong strategic sense
- Familiar
with technical business
- Very
Strong commercial skills and attitude
- Ability
to build team capacities and develop resources
- Customer
Relationship Management
- Entrepreneurship
- Good
interpersonal, negotiation and problem-solving skills
- Innovative
and creative skills
- Self-Confident
and skilled Communicator
- Channel
Management
How to Apply
Technical Team Leader-Data Centre; UPS;
Cooling
Industry: A Multinational company
in Energy & Automation
Schneider Electric East Africa is looking for a highly
motivated technical professional with rich experience to join our Secure Power
& Cooling Services Business as the Technical Leader for Nairobi location.
This position will report to the Field Services Operation Manager. This
position requires to be a people manager along the business and set up a strong
team for the business. The candidate must be comfortable in Services Business
related to Secure Power equipment (UPS) and Colling (PAC) like Modernization /
Up-Gradation / Recurring Services / Spare parts and various Digital services
within various market segments.
Range of Services include:
- Power
equipment as uninterruptible power supplies (UPS),
Automatic voltage regulators, Transient voltage surge suppressors,
rectifiers, inverter/chargers and related electrical cabling and switch
gear
- Precision
cooling– in rack, in room and in row and cold/hot
aisle containment.
- Racks,
power distribution units
- Data
Centre infrastructure Management and remote monitoring services
Responsibilities
- Coordinating
and managing the Technical department which includes workshop repairs,
site surveys installations and commissioning of server rooms and data
centers, site repairs and preventive maintenance services.
- Support
serviceable Schneider equipment including but not limited to: electrical
switchgear, HVAC/CRAC systems, UPS systems, PDUs, RPPs, BMS systems, PLCs,
HMIs, Drives, security, access control, CCTV and fire alarm and
suppression systems…
- Preparation
of section budgets, tools and equipment management, spares sourcing and
stores quantity levels tracking for restocking.
- Scheduling
and supervision of services in power protection, cooling and data center/
server rooms including site surveys, Installation and commissioning, repairs
and preventive maintenance services to a wide range of clients in
different sector
- Training
and appraisal of staff, planning and coordinating for specific product
training at the manufacturer centers for extensive knowledge acquisition
and licensing.
- Investigate
remotely the origin of the breakdown and submit fixes (in a service bureau
for example)
- Provide
team leadership for team of Field service engineers
- Plan
training for field service representatives and ensure completion of
assigned internal trainings.
- Do
continuous performance reviews with team and annual performance review
submissions.
- Provide
technical and career mentorship to team reporting to you.
- Represent
the services department in meetings and cross functional initiatives as a
delegate or deputy of field services operations manager
- Approve
timesheets, absence, and requests of N-1 reports in consultation with
Fields services operations manager.
- Perform
other duties as assigned
Qualifications
- Diploma
in Engineering or related fields
- At
least has 5-10 years’ experience in Technical Services lead role with
experience in data center infrastructure services, UPS, Cooling
- Relevant
experience with critical systems infrastructure equipment is a Must have (i.e.
electrical switchgear, diesel generators, UPS systems, electrical
distribution, chillers, cooling towers, air handlers,
- Knowledge
of Secure Power (data centre, UPS & Cooling) and associated technical
information related to Industry Business products and solutions.
- Possess
a valid driver’s license
- Verifiable
hands-on technical work experience required
- High
level of technical knowledge of electronic/electrical component theory.
Knowledge of HVAC systems and applicable application software knowledge is
preferred.
How to Apply
Eco-Business Development Manager
Industry: A Multinational company in Energy & Automation
An exciting new opportunity has arisen within our Building
Business Unit for a Business Development
Manager, Eco – Building. The role will be based out of our Nairobi office but
with travel and site work potentially taking up a large part of the role. The
Eco-Building Business Development Manager will report to the Sales Director,
East Africa; Building Segment.
Job Purpose
Define, develop and manage the offer strategy for Eco
Building business unit in the East Africa region
Get a clear and updated understanding
of the Offer’s environment:
- Evaluate
periodically the market & the competition landscape.
- Identify
the trends impacting the market.
- Feed
the Annual sales & Marketing Plan.
- Meet
end users and channels in their day to day lives.
Get a clear and updated understanding
of our Offers’ performance:
- Monitor
our business (turnover, volume, profitability, market shares …….)
- Review
the offers’ quality level & contribute to global quality improvement
Define and manage the marketing mix
of the offer:
- Product
(Offer):
- Define
with the LOB the offer road-map evolution according to the gaps in:
Features, quality, availability….
- Ensure
compliance with standards, profitability targets, quality.
- Manage
and up-date all data (new ref, OPS, O2….)
- Optimize
stock keeping.
- Price
(Cost/value):
- Define
and release the discount matrix.
- Set,
Monitor & review price positioning
- Continually
monitor and review strategic references and delta prices.
- Place
(End Users & Channels):
- Work
with all Channel Managers to maximize availability of the Offer through
all available channels.
- Constantly
evaluate the effectiveness of the existing channels and scan the marketplace
for new channels (E-Commerce, consumer retail…..)
- Work
with end user and specifier teams to secure specification.
- Promotion
(Communication):
- Define
and up-date the killer phrases, USP’s, Value Propositions.
- Co-work
with the communication team to up-date strategies, tools, promotions,
messages…
Support Operational Marketing in the
growth action deployment:
- Define
and realise all material for sales and promotions (documentation,
training,content, …)
- Manage
the global commercial forecast (SIOP process)
- Give
all required support for key equipment and solutions tenders.
Optimize
stock keeping (O² process):
Specific Processes
- PEP: Product
Evolution Process
- PWP: Product
Withdrawable Process
- Pricing: Price
Management Process
- O²: Offer
Optimization Process
Role Requirement
- Relevant
technical qualification, Electrical engineering preferred
- At
least 5 years’ experience in a similar role
- Knowledge
of the East African market, especially EMS and Building Management Systems
(BMS)
- 5
years’ experience in channel and end-user market segment sales
- 5
years’ experience in Building Management Systems
- Knowledge
of business operations and process operations.
- Access
software knowledge (pivot file).
- Knowledge
of CRM databases, Network, Windows, etc.
- Knowledge
of Schneider Electric Business (customers, products, etc.) is
advantageous.
How to Apply
About us
Schneider Electric is leading the Digital Transformation of
Energy Management and Automation in Homes, Buildings, Data Centers,
Infrastructure and Industries. With global presence in over 100 countries,
Schneider is the undisputable leader in Power Management – Medium Voltage, Low Voltage
and Secure Power, and in Automation Systems. We provide integrated efficiency
solutions, combining energy, automation and software. In our global Ecosystem,
we collaborate with the largest Partner, Integrator and Developer Community on
our Open Platform to deliver real-time control and operational efficiency.