Schneider Electric Electrical Channel Marketing Manager, Energy BU in Ho Chi Minh City, Vietnam
Define the RTM strategy for assigned channels
Work with Country Strategy Marketing to develop/challenge the RTM strategy.
Contribute to define and adjust the country commercial policy.
Contribute to define and adjust the country Channel program.
Adapt and execute the Channel growth plan
Create the local Channel growth action Plan (Business Plan) and deploy it.
Understand main markets targeted by the channel (Energy Contractors, Panel Builders, Packagers, Consultants, Specialized System Integrators) )
Take in account local channel request, bring information to relevant internal relations (Offer Marketing, Global Supply Chain, Finance, Price Management, BU)
Based on targeted market understanding and the strategic guidelines define and deploy the actions plan to boost the business thru the channel.
Saturate assigned channels
Understand their needs, to propose complementary or new offers
Leverage the channel and internal organization for cross selling maximization.
Approach channel by opinion leader, to convince other channel to follow them.
Use Pull and push product approach.
Leverage internal (external) resources to deliver compelling integrated marketing programs that include online and thru sales people, demand generation, leads management, operational actions plan (either for conquest or retention), launches and campaigns (on segments)
Manage the customers’ portfolio (Customer Retentions & Customer Acquisitions)
Use Customer Platforming to classify his /her customer portfolio in Qualify, Grow or Saturate category.
Develop up sell and retention strategies for channel partners and consumers to improve loyalty, drive retention and profit growth.
Customer Acquisitions: Qualify new prospects.
Manage Customer acquisitions and retentions through MarCom Activities (Events, Direct Marketing, Web).
Define channel relationship: direct or through partner.
Manage the Customer portfolio in order to size and allocate sales resources.* *
Ensure the channel’s profitability
- Monitor top line revenue, growth and margin for the Channel segment.* *
Follow and review the Sales execution in the Channel
Propose Sales objectives and build the Customer Action Plan for the segment, in order to support the field sales force at country level.
Leverage internal resources to delivers preferred sales organization and skills, sales tool kits and training.
Drive at country level the sales force in the dedicated field of customer in order to secure the implementation of agreed commercial policy, logistic offer, sales competency development.
Engineering Degree preferably major in Electrical Engineering or Mechanical Engineering. Marketing Degree is a plus.
At least 5 year experience in operational marketing, channel development, business development in similar industries.
Medium Voltage equipment products, Operational Marketing, Price Management
Understanding of company’s products and competitors is an advantage
Network connection in utilities or heavy industry segment and actual experiences in market players / influencers a big advantage
Excellent sales orientation mindset
Attention to details; self-starter; proactive; ability to learn; organization skill.
Channel and segment development a plus
Excellent English communicator.
Able to work independently, responsibly and reliably with minimal supervision.
Strong analytical ability, organizational skills and project management skills.
Willing to travel
Primary Location: VN-65-Ho Chi Minh City
Unposting Date: Oct 12, 2017, 11:59:00 PM
Req ID: 003OU4