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Director of Specification Channel

2 months ago

Nashville, Tennessee, United States Schneider Electric Full time
Director of Specification Channel

Schneider Electric is seeking a highly skilled and experienced Director of Specification Channel to join our National SalesForce and Power Systems organizations in the North American (NA) Region.

Key Responsibilities:
  • Develop and execute a comprehensive strategy across the Channel, driving yearly sales and specification influence targets, market share expansion, and YoY growth of key objectives.
  • Build alignment of the Specification strategy across regions in alignment with LOB and Area growth targets.
  • Collaborate with Offer teams across LoB's to ensure growth objectives are identified and incorporated into the Channel strategy and sales teams are properly enabled to support.
  • Collaborate with other Channel Leadership to evaluate, establish, and maintain a network of collaboration to drive efficiencies for the business through a One Schneider approach.
  • Build relationships with 3rd party media partners to further drive penetration of Design Firm customers with thought leadership in the market.
  • Participate in comprehensive market intelligence activities to precisely identify and implement GTM (Go-to-Market) strategy transformation aligned with industry requirements.
  • Utilize data analytics and collaborate with Sales Ops and Finance to determine investment strategy required for future growth.
  • Execute and communicate a compelling strategic value proposition through application engineers, contractors, and end users.
  • Lead/support key strategic commercial negotiations developing senior level relationships at our key customers.
  • Create effective value propositions through leveraging the VOC to accelerate sales.
  • Attract and develop talent, building capability in the function with world-class competencies through organizational design optimization.
  • Design sales incentive programs that drive behavior within the sales force to achieve growth targets and support profitable growth with mix management.
  • Promote and emulate a high-performance culture reflected in Schneider's Impact Values inclusive of inclusion & diversity, accountability, continuous improvement, and operational excellence.
  • Lead initiatives to drive the adoption and effective utilization of digital tools, software packages, and digital offers, enhancing productivity and customer engagement through innovative technology solutions.
Requirements:
  • 10+ years' experience in a sales or marketing function working in the electrical industry.
  • 5+ years leadership experience for a growth-oriented, dynamic industry leader in a comparable size/scope role.
  • Record of accomplishment in building and developing high-performing diverse teams, in a matrixed organization.
  • Experience and in-depth knowledge of Technical/Engineering focused sales.
  • Proven ability to work in a competitive landscape establishing rigor and cadence to drive sales team to deliver measurable results.
  • Travel 25% within the US.