Develop and implement, in conjunction with EAJ Zone Healthcare Segment Manager, the commercial strategy for Healthcare 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 Healthcare Segment.
Responsible for developing a Healthcare Segment key account plan and establishing relationship with key selected end Healthcare user segment customers in the Central EAJ cluster countries.
V2 in the local operations / countries as necessary, and be directly in charge of customer accounts as well.
Sales responsibility of about 5 to 10 M EUR / year, with high growth ambition for coming years.
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. Keep up-to-date the
list of projects for all Businesses.
Bachelor’s degree in Business, IT or Engineering desirable
At least 5 years’ deep sales experience in solution sales
Healthcare Segment experience and knowledge on market trends
Good knowledge of building automation, critical power applications, electrical distribution
for Healthcare 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
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