Senior Opportunity Pursuit Leader
Schneider Electric
Dubai, AE
منذ 3 يوم

Job Description

Senior Opportunity Pursuit Leader -006URI

As a key member of the Global Major Pursuit team, you lead and drive large and complex project opportunities, being accountable for the negotiation and closing of the deal, for commercial costs spending and ensuring successful handover to the execution team.

Understand customer’s business, identifie how Schneider Electric can bring business value with our offer and build the commercial strategy.

Assigned to a limited numbers of large projects (mainly category A), develop our business deeper and wider in the customer’s organization with the support of the Global Major Pursuit Vice President.

Act for a project on behalf of an Account Manager (Strategic Account Executive, KAM or targeted account manager) without replacing this role with regards to the customer relationship.

1 / Define the commercial strategy for a project and execute it,

2 / With the Sales Team, define the execution set-up to submit a winning offer (quality / price / delivery time / commercial costs spending),

3 / Take all necessary actions to win the project (with the End-user, the EPCs, the eco-system, the partners, the suppliers, ),

4 / Negotiate and close the deals in coordination with the Global Major Pursuit Vice President,

5 / Hand-over the project to the Execution team,

6 / Consult customers and shape opportunities to optimize offer value. Qualify and prioritize business opportunities. Map customers or prescribers key decision makers

7 / Follow Customer Project Process (CPP) and drive / prepare associated meetings : kick off, Steering Committee, Regional and / or Global Solution Opportunity Comitees (SOC) when required,

8 / Set up and drive the offer project team and master the different aspects of the offer : risk analysis, cash curve, technical proposal, purchasing scheme, Terms and Conditions, etc.

Assist in the production of final bid and contract materials.

Qualifications

Education : University Master Degree (Engineering and / or Business)

Experience :

  • Minimum 5 to 10 years in Solution Sales and / or Customer Project environment with experience in closing complex deals and managing associated proposals,
  • Account management experience with proven ability to establish and maintain C level relationships
  • Communication and Relationships :

  • Arabic and English speaking,
  • Strong communication & leadership skills, effective in a cross cultural environment to foster collaboration toward a common goal,
  • Excellent relationship building and transversal management skills, regularly engaging in direct dialogue with various key stakeholders capable of earning their trust and respect,
  • Ability to understand, influence & convince in a complex matricial organisation.
  • Commercial experience

  • Ability to understand and apply industry / market knowledge (macro drivers, significant trends, strategic direction) in client communication and dialogue,
  • Understands customer applications on targeted segments : oil & gas, mining, power and grid, renewable energy, data
  • Strong commercial track record in developing and implementing successful solutions for customers
  • Ability to guide and influence key customer stakeholders in their decision making and closing a deal
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