Schneider Electric recrute Plusieurs Profils sur Casablanca:
-Product Application Engineer Drive
-French Speaking Africa Inside Sales Leader
-Tender Manager/ Chiffrage électrique Manager
Schneider Electric est le spécialiste mondial de la gestion de l’énergie et des automatismes.
Nos plus de 160 000 collaborateurs répondent aux besoins de clients dans plus de 100 pays en les aidant à gérer leur énergie et leurs processus de manière sûre, fiable, efficace et durable.
Des interrupteurs les plus simples aux systèmes d’exploitation les plus complexes, nos technologies, logiciels et services permettent à nos clients d’optimiser la gestion et l’automatisation de leurs activités.
Nos technologies connectées contribuent à repenser les industries, à transformer les villes et à enrichir les vies de leurs habitants.
Chez Schneider Electric, nous appelons cela: Life Is On (La vie s’illumine).
Schneider Electric’s recrute Plusieurs Profils
Product Application Engineer Drive
Your role in a nutshell
- Field Sales for planning customer visits to answer their customers
- Help Disk for answering customer requests regarding Presales functions (configuration & selection)
- Help Disk for Technical support
- Help disk for product availability
- VSD Service eng. For Application notes
- End users for Application Configuration & Trainings
- Channels For Application Configuration & Closing deals
Job Responsibilities
- Support Field sales, Channel managers, Channels to close VSD Deals with End Users
- Specify Schneider VSD Products in Customers specification & Convert Competition specifications to Schneider Products
- Answer customer requests asking the Help desk for Solutions
- External VSD Advanced Trainings (Customer Workshops)
- Develop VSD Application Notes
- Report Success stories to the Product Marketing
- Prepare quotations for Customers with VSD Solutions
Qualifications
Qualifications
BAC + 5 (Electrotechnique / électronique) Technical education and/or engineering degree preferable
- Professional experience
Has relevant experience on building applications in SE’s system platforms and knows the possibilities and limitations of them.
- Minimum to enter in the position
- Technical engineering/application design or validation background
- Preferable experience with Schneider Electric Technology
- Technical and Managerial skills
- B.SC in Electrical Engineering.
- Schneider products range knowledge.
- Excellent knowledge of Arabic and English; French is an asset.
- Analytical thinking, creative, good communicator, Presentation skills
- Problems solving capacity.
- Customer service oriented.
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Tender Manager/ Chiffrage électrique Manager
- Main mission
The Field Services Tendering Engineer works in close collaboration with the Field Services Sales and Opportunity Team, on the services customer project.
As part of the Tendering Team, he or she contributes to the bid elaboration for qualified project opportunities by creating an adequate offer reflecting the customer needs.
The Field Services Tendering Engineer works on Request for Quotation (RFQ) of low to medium size, of limited technical and commercial complexity.
May work as deputy to a Field Services Tendering Manager in elaborating offers of higher size and commercial complexity.
- Activities and areas of responsibility
- Analyze low to medium complexity RFQs, interpret requirements and create specifications based on the appropriate Schneider Electric offer to meet the customer needs
- Build techno-commercial proposals by using standard tools and processes and integrating validated data provided by technical and commercial support functions.
- Observe the main drivers of the proposal = Key Success Factors (ex quality, price, deadline, special customer requests…) as given by the FS Tender Manager and the Opportunity Leader.
- Communicates efficiently by listening and sharing information with internal and external customers
- Supervise the documents to be submitted to the customers in term of quality, number…
- Follow the Customer Project Process for Services (CPP4S) process related to offer submittal : Risks analysis, offer review, tender submittal review, escalation workflow for getting the final approval at the Delegation of Authority (DOA) corresponding level
- Observe the application of the Services Selling Governance rules and the Tendering Process in place.
- Main interactions
Reports to the Tendering the Tendering Director.
Internal: Sales Representative, Opportunity Leader, Intra Group Suppliers, Customer Project managers, Procurement, Logistics, Legal advisors, Risk Managers, Finance, Quality , Safety
External: Customers, Subcontractors.
- Key Success Factors
- Team work spirit
- Customer focus
- Business oriented attitude
- Process and Tools compliance.
- Performance measurement (KPI’S)
- Tendering Hit Rate
- Order Intake Target
- Time To Quote
- Process & Tools compliance
- Customer satisfaction (internal & external).
Qualifications
- Education and skills
Electrical, Mechanical or Industrial engineering degrees preferred
Trading background, with knowledge in Electrical distribution and Automation
Good communication skills
Adaptability and Team work oriented
Customer focused
A previous Commercial or Project Execution experience would be an advantage.
Foreign language : English required.
Qualifications – External
Education and skills
Electrical, Mechanical or Industrial engineering degrees preferred
Trading background, with knowledge in Electrical distribution and Automation
Good communication skills
Adaptability and Team work oriented
Customer focused
A previous Commercial or Project Execution experience would be an advantage.
Foreign language : English required.
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French Speaking Africa Inside Sales Leader
The role:
Manages by objectives, at Cluster level, the team of Field Services Inside Sales Representatives
The Inside Service Sales manager is leading a team of Inside service sales representatives. His/her focus is to organize, manage and coach the team in order to reach their order targets, by selling broad range of each LoB technical services including the start-up, maintenance, spare parts, training, testing, ecofit of electrical equipment installed at the customer’s site.
Essential Responsibilities:
- Coach direct reports regarding prospecting and strategies to drive business closure; monitor and review phone calls and provide coaching for improvement. Secure usage of bFO as main tool and leverage other SE digital tools.
- Ensure effective and accurate usage of bFO by ISSR, monitor pipeline review through bFO dashboards.
- Define clear sales quota.
- Deliver accurate forecasting.
- Provide key resources and clear roadblocks of ISSRs, enabling them to achieve and/or exceed their orders goals.
- Ensure customer qualification and platforming for customer accounts with the support of the FS Operational Marketing and Outside Sales leaders.
- Secures customer satisfaction overseeing all ongoing activities with the customer
- Maintain a high level of interaction with Outside Service Sales Manager / BU account manager/Product Inside Sales Manager to maximize business opportunities and cross-selling
- Localize all sales productivity KPIs which are defined by GFS Inside Sales playbook, and periodically monitor the trends to share the evolutions in the sales team meetings.
- Report sales activity and maintain a set of metrics through weekly, based on KPIs/funnel/pipeline management as defined by GFS, using bFO (Salesforce.com). Identify and make recommendations for improvement in the areas of process, efficiency and productivity.
- Analyze pipeline and hit rate evolution through sales dashboards, detect improvement areas of each ISSR performance.
- Participates in the preparation of analysis and reports on global field service performance.
- Is directly accountable for Capture & Services plan renewal rates for simples contracts
- Develop and grow key relationships with customers and channels.
- Deploys GFS Inside Sales Playbook, all the new initiatives, ambitions and business strategies (sales operating models) which are shared by GFS Inside Sales team.
- Is “feeding” the Field Services Marketing leaders with Offers feedback and needs
- Creates a motivating and challenging team spirit based on empowerment, collaboration and achievement
- Ensures efficient and regular communications between the team
- Transform the business from reactive to proactive & sustainable by leveraging the platforming and coverage processes with a strong focus on recurring revenues.
People Management:
- Lead by example in ensuring safety and cyber security standards are applied.
- Attract, recruit, onboard, develop, motivate and manage a robust and high performing Services team while controlling voluntary attrition.
- Prepare the leadership pipeline of the future by scouting and nurturing a diverse pool of Services Inside Sales talent.
- Manage team skills & behaviors to match with business needs and market evolution.
- Drive a lean and agile organization.
- Detect improvement areas of each ISSR on technical skills, offer knowledge, communication, relationship management, account management, telephone & virtual selling, and assign new trainings to develop them.
- Ensure each ISSR has a clearly defined career plan and monitor his/her development throughout the plan.
- Coach ISSR’s phone selling skills.
- Support ISSRs on Terms & Condition discussions of contracts by having internal discussion with country legal department.
- Ensure ISSRs embrace Schneider Electric core values by informing them about SE company culture.
- Support ISSRs on phone-call conflict resolution and help them to manage any customer objections.
- Enhance ISSRs social selling ability and digital presence on LinkedIn.
- Build an open-communication environment for the team
Main interactions:
FS Inside Sales Team, Customers, FS Operational Marketing, CCC, Outside services sales, Order Management, BU sales manager, IB Champion.
Key Success Factors
Strong team spirit to motivate the sales teams to achieve order ambitions
Individual & collective sales cadence meetings to monitor closely sales results
Formalized collaboration processes with all stakeholders to secure high level of team efficiency
Close collaboration with Outside Services Sales to secure short response time to the customer’s request
Close collaboration with BU Sales managers to secure customer coverage alignment & customer satisfaction
Close collaboration with FS Operational Marketing Leader:
- for thorough understanding of Country Demand Generation Plan, Installed Base profile and offers’ catalogue (available and to be launched in the coming months)
- to build and update customer platforming & qualification
Regular collaboration with Operations leader to review FSR Lead Generation initiative.
Qualifications
Education / Skills
The successful candidate should have a min. 5 years of work experience including 2 years technical sales experience as a minimum.
Overall understanding of the full sales cycle from prospecting, cold calling through to negotiation and closing experience is needed.
Demonstrate success in leading/managing team with a sales mindset and a focus on training, coaching and motivation
Excellent communication and conflict resolution skills
Ability to build a sustainable and reliable relationship with the customer. The concept of Customer Intimacy is critical in Field Services.
Deep knowledge of Schneider Electric services offers throughout the Asset Management Life Cycle is a plus.
Proficient knowledge in Microsoft Office suite
Proficient knowledge and utilization of Salesforce.com is necessary. Proven experience on data management is a plus.
Excellent organizational skills.
Knowledge of Social Selling tactics either to develop prospect or to nurture existing customer relationship is a plus.