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Field Services Sales Director

Location(s):
Johannesburg (Gauteng), South Africa
Categorie(s):
Marketing
Req ID:
006IDJ

Job Description

The Field Services Sales Director is in charge of Sales efficiency, Opportunity pipeline management, forecast process, FS overall KPI’s & Delivery productivity /efficiency. The FS Sales Director animates the performance to maximize the conversion of opportunities into orders and sales. The Field Service Sales Director for Southern Africa is responsible for providing full lifecycle services and solutions for MV, LV, Automation, Drives, Critical Power and Cooling

 

Essential Responsibilities:

Deploy the Sales program for Global field services Business

  • Implement and animate using BFO figures pipeline reviews and collaborative sales forecast with sales team (including V1 / V2 / Outside sales / Inside sales and Channel/Partners) & Operations team
  • Provide weekly/monthly/quarterly BFO based trends, gap reports and account performance reports to FSVP, Sales directors and Ops directors
  • Provide comprehensive support to sales head in improving sales discipline and institutionalizing use of sales methodology (customer platforming opportunity management, customer visits, coaching plans, probability forecast, sales forecast)
  • Ensure consistency between sales and operations programs cross country

 Reinforce data quality & management

  • Reinforce the “right” usage of BFO/BFS
  • Engage the appropriate actions to cleanse data and monitor the trend
  • Implement a commercial excellence dashboard/standard reports in alignment with the standards of Field services activities (described in the Playbook) to ensure proper measure and allow benchmark between countries
  • Ensure a proper understanding and usage of the metrics in the organization

 Benchmark performance and set standards

  • Analyze trends, sales pipelines & results, segmentation and customer typology analysis, forecast accuracy and build strategic data sets for market analysis and future planning, including ratios setting
  • Analyze flows and respective performance per flow, drive conclusion on the target structure, build plans and ensure strong and smooth execution cross the field

 Implement continuous improvement process, i.e. lessons learnt

  • Improve sales & operations effectiveness by implementing a return on experience process and implementing good practices
  • Provide feedback to Operational marketing in order to constantly improve the volume and quality of leads/opportunities entered at earlier stages (2 – 3 and 4)

 Train all the key players

  • Ensure that everyone is regularly trained on the performance management tools and inform on the changes provided by the releases
  • Guarantee the best usage of the tools, work on specific cases notably on how to manage complex opportunity

 #LI-MB1 


Qualifications

Role Requirement

  • The successful candidate should have a (4) year college degree in electrical engineering
  • 10 years technical sales experience in LV/MV, circuit breakers, field services,
  • Inside sales or CCC experience is a plus
  • Knowledge of Energy and/or IT, industry markets is definitively a plus
  • Extensive business acumen with strong results orientation
  • Experience in managing P&L
  • Ability to build a sustainable and reliable relationship with the customer.  The concept of Customer Intimacy is critical in Field Services.
  • Excellent verbal and written communication skills including C-level customers
  • Thorough knowledge of Schneider Electric services offers throughout the Asset Management Life Cycle of the product. 
  • Proficient in Microsoft Office suite and ERP/CRM related tools. 
  •  Excellent organizational skills

 #LI-MB1 


Schedule: Full-time
Req: 006IDJ
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