(Why the position exists)
1. Develop networking and deploy all sales actions in Industry end-markets to maximize the business and achieve the
sales target.
2. Sales activity deployment to detect projects in targeted segments/accounts.
3. Customer mapping to identify the main stakeholders and organizational structure of targeted accounts
4. To understand customers’ needs and bring Schneider products/solutions directly to customers.
5. To build and secure relationships with relevant channels (consultants, contractors, panel builders and consultants)
(What is the expected contributions of the position to the results of the organization)
1. Implement go-to-market strategies to penetrate Industry end-markets and find opportunities to sell Schneider Electric
products and packages to their projects.
2. Execute account management plan toward targeted customers to maintain a long-term relationship with them
3. Deploy an opportunity management plan in the early stage (identify & qualify, influence & develop)
4. Respond to customers’ queries, co-ordinate with back-office to prepare quotations.
5. On-time information delivery and proposal management for end-users / channels
6. Follow-up on proposals through to contract negotiation and closure.
Proactively using bFO to ensure sales force efficiency and foster cross-selling / collaboration.
1. Account management:
Account ownership locally, this role typically covers key accounts and
systematically ensures that account plans are in place.
Deploys all sales actions with assigned contractors & panel builders to
maximize the business with them.
2. Qualifying opportunities:
Active participation and identification of future projects through regular
contact with customers (face to customers) within targeted accounts.
Able to gather specific information (competitors, budget, comm/tech
adv/disadv, etc.) to increase chances.
3. Promote products & solutions and manage offers:
Present & provide technical information necessary to the customers
Conduct technical prescriptions, provide technical support to customers
4. Follow-up on offers:
Follow- up of offers with customers and keep project information on
bFOs updated
5. Finalize contracts:
Lead contract negotiations with the support of other departments
(Finance, EC, CCC, etc.). Transfer project details to the support teams
and ensure a smooth transition for project execution.
6. Follow-up on Customer:
To lead project kick-off meeting and facilitate executor during project
handover for execution.
Keep regular contact with customers to ensure satisfaction before and
after delivery. Work closely with the back office (execution, finance,
marketing, logistic) to ensure customer satisfaction.
7. Master SE offer knowledge and targeted solutions:
Have sufficient knowledge of all SE products and targeted solutions to
promote to targeted accounts
8. bFO implementation
Create SVR within 48 hours after visit & maintain and update project
status regularly in Bridge Front Office (bFO). Ensure project information
is exhaustive and valuable to support key strategic decisions.
Education: University degree in Electrical or Automation Engineer
Working Experience: Sales and account management skills
At least 5+ years of professional experience in Industry end-markets
Business Understanding: Market knowledge in area of work, exposure & awareness of Industry end-market
Others (e.g. language
skills, technical skills):
Schneider Electric products & equipment
Presentation & communication skills, spoken & written English
Knowledge of contracts/tender, finance and project management
Primary Location: VN-Ho Chi Minh City
