Schneider Electric Business Development Manager - Petrochemical in Malaysia
Create a level of excitement around the Petrochemical business.
Take ownership of the business to help win and drive top and bottom line performance with the regional leadership team.
Participate in formation of the Petrochemical growth strategy .
Engage with EPC or end-user leaders and executives to develop relationships, understand their business and formulate business solutions to create value.
Work with the regional PA leadership team to create the local Petrochemical Sales strategy based on market dynamics and drive growth.
Generate regional greenfield and brownfield sales leads using Industrial Information Resources (IIR) database and other resources. Qualify leads and drive conversion to orders with the regional Sales team.
Work with the regional Sales team to develop and execute the EPC strategy for Petrochemical business.
Study and stay up to date with regional market dynamics to support adjustments to strategies. Keep regional leadership up to date with periodic condensed summaries.
Develop a program to drive adoption of Foxboro Evo and Triconex to EPC and end-user approved vendor list. Focus on key EPC accounts, Strategic and Target accounts and clients with upcoming projects.
Work with pursuit teams to develop a winning strategy and value proposition for Petrochemical projects.
Work with the Strategic Account Managers to contribute to account plans where they have petrochemical business.
Serve as a beacon to the Sales and pursuit teams to emphasize the importance of creating client value in our offerings.
Personally engage on key sales pursuits (5 or more per year) to support the team.
Contribute to crafting project solutions that differentiates us and include offerings from other BUs like Software, Energy and Partner.
Incorporate Service offerings into projects that provide client value and drive our strategy to grow our Services business.
Coordinate with the global team for Global Major Pursuits (GMP) where the client or EPC may be in their region while other client parties or EPCs reside in other regions.
Participate with the SE Chemical Segment as part of their extended team to drive broader sales in the PA and other BUs (cross-selling).
Work with Strategic Account Managers to develop their account strategies and support them on key Petrochemical pursuits.
Challenge the Sales team and Delivery to identify success stories and testimonies. Create Sales collateral from these with Marketing.
Participate in the annual Global Sales Kick-Off and client “Connect” events to drive awareness and the Petrochemical objectives.
Evaluate which regional external marketing events to participate to maximize client influence and our strategy while staying within budget.
Present or drive others to present at marketing events to increase awareness of SE.
Successful candidate would develop their expertise in the PA/Software offering for Petrochemicals
Provide quarterly management updates on the strategy and business.
Identify reusable Petrochemical applications to package and offer which provide high value or lower cost.
Give Voice of Customer feedback to Portfolio, Development and Delivery.
Travel regionally as necessary to support Petrochemical business and globally on an as needed basis.
B.S. Chemical Engineering degree with 10+ years process control and automation experience
- Petrochemical or refining business development and sales experience
- Some delivery or EPC experience
- Some experience in executive relationships
- Understanding of basic process design in the Petrochemical industry and industry knowledge
- Demonstrated ability to develop and execute an aggressive achievable strategy
- Demonstrated ability to influence others through interpersonal skills and experience
- Regional or global contribution history
- Ability to travel primarily within the region and globally as needed
Primary Location: Malaysia
Unposting Date: Jun 7, 2017, 11:59:00 PM
Req ID: 003HGZ