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Head of Specification Channel
2 months ago
Position Overview:
The Director of Specifier Channel at Schneider Electric is a pivotal role within our National SalesForce and Power Systems divisions in North America.
Reporting Structure:
This role reports directly to the VP of Power System Commercial and has a dotted-line connection to the SVP of Sales, overseeing a significant revenue stream of $4 billion.
Leadership Responsibilities:
As a dynamic and visionary leader, you will guide a team of 7 direct reports and a larger sales force exceeding 50 individuals. Your mission will be to provide consultants with comprehensive technical engineering, specification, and application support across Schneider Electric's extensive power distribution portfolio, ensuring optimal system designs and successful project outcomes.
Strategic Development:
You will be responsible for crafting and implementing a robust strategy across the channel, aiming to meet annual sales and specification influence targets, expand market share, and achieve year-over-year growth in key objectives.
Collaboration and Alignment:
Building alignment on the specification strategy across various regions will be essential, ensuring it aligns with Line of Business (LOB) and Area growth targets. You will work closely with Offer teams to identify growth objectives and ensure that sales teams are equipped to support these initiatives.
Network Development:
Fostering relationships with third-party media partners will be crucial to enhance penetration within Design Firm customers through thought leadership.
Market Intelligence:
Your role will involve participating in comprehensive market intelligence activities to identify and implement transformative Go-to-Market strategies that align with industry demands.
Data-Driven Decisions:
Utilizing data analytics in collaboration with Sales Operations and Finance will be vital to determine the investment strategies necessary for future growth.
Value Proposition:
You will articulate a compelling strategic value proposition to application engineers, contractors, and end users, while also leading key strategic commercial negotiations and developing senior-level relationships with major customers.
Talent Development:
Attracting and nurturing talent will be a priority, building capabilities within the function through world-class competencies and optimized organizational design.
Incentive Programs:
Designing sales incentive programs that motivate the sales force to achieve growth targets while managing a profitable mix will be part of your responsibilities.
Cultural Leadership:
Promoting a high-performance culture that reflects Schneider Electric's values, including inclusion, accountability, continuous improvement, and operational excellence, will be essential.
Digital Transformation:
You will lead initiatives aimed at driving the adoption and effective use of digital tools and innovative technology solutions to enhance productivity and customer engagement.
Qualifications:
- Over 10 years of experience in sales or marketing within the electrical industry.
- At least 5 years of leadership experience in a comparable role within a growth-oriented, dynamic industry.
- Proven track record in building and developing high-performing diverse teams in a matrixed environment.
- In-depth knowledge of Technical/Engineering focused sales and the ability to thrive in a competitive landscape.
Travel Requirements:
This position may require travel up to 25% within the United States.
Compensation and Benefits:
Schneider Electric offers an exceptional compensation package, including bonuses and comprehensive benefits such as medical, dental, vision, life insurance, PTO, a 401K plan with a 6% match, stock purchase options, tuition reimbursement, and wellness programs.
Company Commitment:
Schneider Electric is dedicated to fostering an inclusive and caring work environment, ensuring equitable opportunities for all employees and valuing diversity as a strength.
