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

Schedule: Full-time

Unposting Date: Jun 7, 2017, 11:59:00 PM

Req ID: 003HGZ