VP North American Sales

Job description

About Schneider-Electric

With our 180-year corporate commitment, we have developed world-leading capabilities to manage the full life cycle of our customers' energy and industrial needs.
Today, 170,000 Schneider Electric employees apply their expertise in energy management and automation, delivering innovative solutions for our customers in more than 100 countries. Our rich and integrated portfolio combines with a strong and broad global footprint, ensuring a best-in-class customer experience.
We are committed to transformative solutions that provide connectivity, sustainability, efficiency, reliability, and safety while dramatically reducing power consumption. Less becomes more.

Process Automation Portfolio

Process Automation applies an array of products, services and solutions to solve our clients' process automation needs and to deliver real, measurable performance improvements.

Process Automation contains some of the market's leading brands. Foxboro, distributed control systems (DCS), intelligent field instrumentation and supervisory control and data acquisition (SCADA) systems which are well-respected throughout the world. Our Triconex™ products are based on industry-leading Triple-Modular Redundant (TMR) industrial safety-shutdown technology for critical control and turbomachinery applications. SimSci-Esscor is the leader in development and deployment of advanced plant and process simulation software and systems, while the Avantis® brand provides comprehensive enterprise asset management software (EAM) solutions.

The Position: VP, North America Sales

· This role reports into the Senior Vice President, Americas Region
· Location: Houston, TX USA
· Organization: employs about 800 employees
· Orders: XXX million Euro (2017)
· Key Segments: Oil & Gas, Power, Water, MMM

The Schneider-Electric Process Automation VP, North America Sales serves as the leader for the sales organization. The VP, North America Sales is the primary point of authority and accountability for the financial performance, end-to-end service delivery, service excellence, client satisfaction and sales growth planning and execution within the hub. This role has direct responsibility for managing sales and business development teams. The remainder of employees are spread across the region with a delivery focus reporting into delivery leaders.

Responsible for driving growth in the region/ country, with the initial focus in building market share and profitability and continuing to drive growth cross the hub. The role will also be accountable for identifying and assessing new potential segments and strategies to deepen and penetrate new market sectors.

Responsibilities
Sales, Growth/Pipeline
· Responsible for the profitability and expansion of the Process Automation business in the country.
· Create and deploy strategy for the country, plan, co-ordinate, direct and manage the business development function, in addition to overseeing market analysis, monitoring competition and addressing customer needs.
· Accountable for developing and driving new segments potential and strategies to deepen/penetrate existing and new market sectors.
· Provide Schneider Electric management with updates of critical business, economic, political, legal, competition and security matters cross the region.
· Initiate, build and present the Process Automation Strategic Plan in association with Schneider Electric cross sectors promoting cross-selling across all operating businesses.
· Identify growth opportunities for the PA business. Develop and create action plans for these growth opportunities. Leverage all available domain expertise to support the hub in executing these action plans.
· Work with Global Sales Operations team to identify large projects. Lead and work with the countries to identify and develop sales strategies to pursue these mega deals.
· Ensure quality data management and reporting for pipeline growth in BFO
· Provide timely and accurate sales forecasts and increase sales forecast accuracy.
· Lead, identify and drive the identification, preparation and follow-through of Account Plans (3 years view) for all major accounts.
· Identify the use of Agents and Distributors and their respective performance.
People
· Drive a sales performance culture and jointly work with HR to identify, develop, performance manage sales performance and effectiveness.
· Partner with HR/Total Reward and Sales Operations to improve the Sales Incentive Plans to drive the right sales behavior.
· Provide leadership in building a solution driven environment, ensure balance and growth of the resources for projects; recruit and develop commercial solution driven professionals across Schneider Electric's businesses.
Processes
· Take the lead and work with in a matrixed environment to increase the consistency and quality of Pre-sales support, Proposals, Close Plans for strategic/mega deals and Account Plans for identified accounts.

Career Development

The career development opportunities for Schneider-Electric Process Automation VP, Americas Sales are outstanding. This leader will have the opportunity to deepen and broaden their portfolio of clients in the context of Schneider-Electric continued growth and expansion. Significant opportunities for international sales leadership and global relationship management are available, as well as cross functional regional leadership.

Desired profile

Qualifications :

Education:
Undergraduate degree is required, preferably in Business, Engineering, Computer Science, or Economics. An MBA, graduate degree in Business, Engineering, Computer Science, Economics or Engineering or professional qualifications in Law or Finance are considered a major plus.

Experience:
·  A minimum of 10+ years of complex, solution selling sales management experience in targeted industry or an exceptional high potential.
·  Minimum of 10+ years leading sales teams with proven team leadership skills and proven ability to drive orders and revenue.
·  Must be skilled at selling compelling, integrated programs to clients
·  Should be customer centric, solutions focused, articulate, and comfortable building relationships senior levels.
·  Possesses excellent communication skills to motivate a sales team, and the ability to deliver sales strategies to highly sophisticated clients
·  Effective in working with diverse groups, i.e., management, engineering, purchasing and indirect sales, both internally and with customer representatives
·  Proven track record of driving and growing business in US.
·  Proven experience of working in a matrix organization, and effective in an influence model.

Knowledge Base:
·  Industry relationships – Established relationships within assigned client's industry
·  Industry and technology insight – A deep understanding of the impact of automation on a firm's business
·  Marketplace – A strong knowledge base of assigned client's industry, both individuals and institutions
·  Process Automation Services – Knowledge, understanding of the predominant people, firms, products, services and solutions that are most important to large global firms. Insights into emerging players and key trends in the Process Automation marketplace.

Professional Skills:
.
·  Customer focus - A customer-driven sales and business leader with a successful track record of driving growth and profitability in the region/ country within process automation industrial market (Engineering Background), including developing new markets
·  Management – Well developed management skills. Ability to assemble, direct, coach, motivate and coordinate pursuit teams, in different locations and from different parts of Schneider-Electric and partner firms, engaged in multiple simultaneous sales initiatives. Strong understanding of the region/ country and the business environment.
·  Process Automation Project/Program/Budgetary Management – A strong background and proven track record in the construction and management of complex large scale projects/programs/budgets for process automation services to or within large institutions
·  Partner management – Strong partner management skills including inter-divisional, external business partner and supplier management skills in the services arena
·  Technology expertise – Strong appreciation and understanding of key current and emerging technologies, third party solutions and packaged software applications of importance to the global markets.
·  Possess strong communication, interpersonal and relationship building skills necessary to be a visible player in the marketplace.
·  Experience of successfully operating in a matrix environment with the proven capability of managing and leading in a multinational organization.
·  Business Acumen – Good understanding of a P&L and how his or her team can impact profitability and drives profitable growth.

Personal Attributes:


·  Leadership – Possesses key leadership attributes: Strong personal conviction, vision, strong emotional bonds, inspirational, team orientated, risk taker, and driven to excel. Candidate will also be confident, exude positive energy, enthusiastic and outgoing.
·  Stature and presence – the ability to command the attention and respect of senior industry executives.
·  Highly organized and disciplined.
·  Strong communications skills, both written and oral. Ability to present at a board/executive committee level.
·  Planning – Ability to develop, communicate and execute both tactical and strategic sales plans.
·  Cultural sensitivity – Ability to bring together highly diverse teams to achieve superior results.
·  Judgment – Ability to think and act independently and exhibit consistently sound business judgment and an action-oriented ability to take measured risks and take responsibility for the consequences.