Aug 21, 2019
The Schneider-Electric Process Automation Vice President for APAC Sales serves as the leader for the sales organization. The Vice President, APAC Sales is the primary point of authority and accountability for the sales orders, financial performance, service excellence, client satisfaction and sales growth planning and execution within the region or territory. This individual will have strategic oversight for the sales teams to drive overall performance of the Process Automation business in the region, including direct, indirect, and business development professionals.
Reports into Regional Senior Vice President
Direct line reports: Sales Operations/ Business Development team in the region
Dotted line reports: Sales leaders in Hubs, Business Development’s reporting to Process Automation Global
Primary responsibility is to drive the top line (Orders / Sales) in APAC region.
Identify growth opportunities for the Process Automation business. Lead and work with the hubs, to develop and create action plans for these growth opportunities. Leverage the Regional Business Development Resources to qualify new pipeline.
Develop and execute the account based business strategy and develop appropriate strategic action plans to structurally grow the install base business and by upselling value added services to capture a larger share of wallet.
Responsible for driving growth in the region, with the focus in building market share and profitability.
Lead, identify and drive the identification, preparation and follow-through of Account Plans (3 years view) for all major accounts.
Work with Global Sales Operations to identify large projects. Lead and work with the countries to identify and develop sales strategies to pursue these mega deals.
Ensure sales opportunity data quality management and pipeline growth reporting in BFO.
Provide timely and accurate sales forecasts and increase sales forecast accuracy in BFO.
Improve CQA process excellence and discipline.
Develop commercial excellence best practices in the region.
Develop competitive intelligence and provide feedback to the leadership team.
Define, implement metrics around sales effectiveness while leveraging best practices from the Global and Regional Sales Operations teams.
Partner with HR/Total Reward and Sales Operations to improve the Sales Incentive Plans to drive the right sales behavior.
Coach and guide the sales leaders to increase value selling.
Take the lead and work with in a matrix environment to increase the consistency and quality of Pre-sales support, Proposals, Close Plans for strategic/mega deals and Account Plans for identified accounts.
Graduate 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.
Minimum of 15+ years of complex, solution selling sales management experience in targeted industry.
Minimum of 10+ years leading sales teams and managing other leaders.
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 APAC region
Proven experience of working in a matrix organization, and effective in an influence model.
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.
Well developed management skills
Ability direct, coach, motivate and coordinate pursuit teams
Proven Process Automation Project/Program/Budgetary Management expertise
Strong partner management skills including inter-divisional, external business partner and supplier management skills in the services arena
Strong appreciation and understanding of key current and emerging technologies, third party solutions and packaged software applications of importance to the global markets.
Proven leadership attributes:
Strong personal conviction/ influencing, vision.
Inspirational, team orientated, risk taker, and driven to excel.
Ability to command the attention/ respect of senior industry executives.
Highly organized and disciplined.
Strong communications skills, both written and oral.
Ability to present at executive level.
Ability to develop, communicate and execute both tactical and strategic sales plans.
Ability to bring together highly diverse/ cross cultural teams to achieve superior results.
Ability to think and act independently.
Sound business judgment and an action-oriented ability.