Channel Marketing Manager - Secure Power
About the Job
Schneider Electric™ creates connected technologies that reshape industries, transform cities and enrich lives. Our 144,000 employees thrive in more than 100 countries. From the simplest of switches to complex operational systems, our technology, software and services improve the way our customers manage and automate their operations. Help us deliver solutions that ensure Life Is On everywhere, for everyone and at every moment.
Great people make Schneider Electric a great company.
Primary Purpose of the Job
Develop and drive best in class MDF-funded marketing strategy and plans for the Europe Managed Partners focused on profitable growth based on a thorough understanding of the market, partner persona, utilizing all relevant channels and building on the entire Schneider Electric portfolio of products and services.
- Identify customer needs for offers and services and establish the co-marketing strategies needed to meet the customer's business requirements and Schneider's capabilities.Close dialogue with the corporate strategic marketing, channel sales, zone marketing, marcom, category management teams or designated centre of excellence, agencies or global counterparts. Drive the growth for both partner and Schneider Electric by directly managing the marketing plans and programs for the top managed partners in Europe, in connection with Customer and Segment strategic marketing and channel priorities Identify market trends, price level, new route to markets for new offers appropriate to each micro segment or customer group. Understand the target sector, its key investment drivers, discontinuities and possible impact on Schneider Electric. Identify the key competitors, players and their supply chains. Develop and deploy the channel strategy, marketing plans and content based on Group and local sales leadership ambitions and strategies Set objectives for the channel based on targets for new offers, penetration of new sectors, extension of penetration in existing sectors and developing customer width of wallet.Collate specific competitor information and analyse their strategy. Develop MDF-funded demand creation campaigns in order to promote existing and new offers to target customer groups based on entity objectives for growth and marcoms spend. Take ownership of the overall MDF lifecycle process and budget, work with Marketing team and agencies to proactively qualify low return activities and accounts, using the tools and resources provided by the company.Hold regular customer, activity & business plan reviews to enable feedback, success and developments to be captured & communicated.
Ability to understand, appreciate and incorporate the unique contributions of associates with diverse backgrounds in business interactions: Understands and capitalizes on the potential of diversity by forming diverse groups. Promotes collaborative climate that recognizes and rewards diversity
Ability to understand and define market characteristics and dynamics, including various channels to market, and to identify, analyze and segment the market, in order to build relevant business plans to penetrate/develop/influence selected target: Defines sub-segmentation based on customers behavioral characteristics (what they DO, not what they BUY or who they ARE). Forecasts the impact (mix, price, profitability, etc) of market segment and channels opportunities. Recommends new product development opportunities based on knowledge of market segment.Defines and builds a complete business case for market development to implement a specific cross functional or global business initiative (P&L type). Understands and communicates the relationships between multiple Schneider Electric markets and that the relationships are implemented and behave appropriately. Executes market related activities to support a differentiation strategy
Ability to understand and analyze the customers' business, needs and requirements, as well as the "value chain" of all the players of a segment, in order to recommend product application and/or service solution to improve customers' profitability while gaining a competitive advantage: Develops value proposition based on total cost of ownership (equipment price, installation, maintenance and product life) and effectively communicates them. Utilizes the knowledge of our competitive advantage to differentiateproducts and services to customer. Consults with customers on application of our products/services. Demonstrates a thorough knowledge of customer needs and has the ability to identify unknown customer needs and differentiate ourselves from the competition.
Ability to recommend and develop a comprehensive marketing campaign based on FOM principles by selecting the correct type, combination and sequence of marketing elements/tactics in order to gain a pre-identified and measurable market/customer opportunity: Recommends and develops a complete marketing campaign utilizing a wide range of marketing solutions. Ensures the marketing campaign will have pre-identified measurable financial and non-financial goals including budget analysis for program development, deployment, and sustainability. Understands where and when to involve cross functional organizations in the development and implementation of a marketing plan.Recommends adjustments in approach and deployment in order to correct or improve campaign performance. Advises and recommends to the sponsor the optimum marketing elements and tactics to implement.
Ability to take into account the Digital Technology in Demand Generation for the long and short term in order to proactively maximize Customer engagement, interaction, nurturing, conversion, and retention throughout lifecycle of customer journey: Understand eCommerce applications across product management. Comprehend and manage online lead conversation and management. Understand multi and omni-channel digital marketing campaign process. Define multi-level content mapped and aligned to buyer journey including handoffs from exec to manager to project manager & engineer. Leverage digital across paid, owned, and earned channels. Define the scope of use of the digital technologies as a supplement to the "classic" techniques ATL/BTL. Propose a digital and editorial schedule to insure a cover and a permanent presence in the e-media to obtain the best ROI. Leads data and the quality of the data to create a contents adapted to customer expectations.
Ability to develop & implement competitive price management, processes and policies for the long and short term in order to proactively maximize profits while balancing market share & volume by market segment: Utilizes various pricing strategies (e.g., product life cycle, bundling, obtaining revenue from change orders, blanket orders, etc.). Understands regional and global price agreements. Understands pricing process and organization in the zone of responsibility, the key players and how to drive action with them. Recognizes the "signs and symptoms" of a price war. Understands how to optimize pricing to a channel/customer for the Transactional Business Model (Product) and the Consultative Business Model (Services, Solutions, etc.) by utilizing standard pricing levers. Drives actions to achieve results for the Transactional Business Model (Product) and the Consultative Business Model (Services, Solutions, etc.). Translates opportunity assessment into predicted effect on Profit and Loss statement. Understands the concept of Value Based Pricing and is able to apply it to the Transactional and Consultative Business Model. Manages environmental factors influencing pricing such as Raw Material Inflation, Forex, Inflation.
Ability to understand the customer needs and to position their needs in the value chain and competitive environment (market and competitors), in order to best promote Schneider Electric in the local market: Expands the customer portfolio with prospects, direct, and indirect customers. Determines the viability and profitability of potential opportunities - what is a "good" order. Applies customer qualification/platforming methodology to target customers, develop action plans, and align resources to increase share of customer available business. Identifies cross sale opportunities between segments, markets, brands or products.
Ability to develop and manage channel (Customers) and to manage price in a competitive environment, in order to serve the strategic objectives for access to market: Leverages key dynamics to drive implementation of programs, pricing, strategies and business models (profitability levers, logistics, Channel value proposition, customer satisfaction and metrics). Utilizes sales plans, marketing programs, sales promotion, point-of-sale materials and other sales promotional programs to meet sales goals. Develops, executes, and ensures follow through of the business planning process and operational program implementation. Develops, maintains, and utilizes proactive relationships with key channel management to create new opportunities for Schneider Electric and the channel.
Ensure successful execution of strategies. Monitor and follow-up on plans using relevant metrics (short-term and long-term). Take the necessary steps to overcome obstacles and push goals. Maintain high levels of energy in a fast-paced environment: Puts in extra time and effort as requested to accomplish goals. Tracks others progress and key activities. Addresses obstacles when requested. Shares best practices with others.
Understand and anticipate customer needs, applications and values.
Focus on customer total EXPERIENCE and LIFECYCLE.
Create a sense of win-win partnership: Develops an exhaustive understanding of customers changing requirements. Regularly seeks opportunities to improve the partnership. Creates a strong sense of urgency in order to resolve customer problems. Shows good understanding of the customer total experience and lifecycle. Promotes actions with the key individuals to develop long-term business relationships with customers.
Bachelor's Degree in a marketing field
5+ years of experience in Channel/ GTM strategies or sales, Marketing strategy and tactical planning, Strong interpersonal/ customer facing skills, Change Management, ROI analysis
The role can be based in any of the following countries:
We're looking for people with a passion for success - on the job and beyond. See what our people have to say about working for Schneider Electric : https://youtu.be/6D2Av1uUrzY .
What we offer:
Schneider Electric believes in rewarding and recognising employees who contribute to the success of the Company. Our rewards programs are designed for employees who are aligned to our strategy, engaged and successfully contributing to the organisational goals. These philosophies, as well as our desire to care for you and your family, form the basis of our Total Rewards offer.
We offer a wide-ranging reward package that goes far beyond your monthly salary including a generous holiday entitlement, defined contribution pension scheme and a range of supplementary benefits that are market competitive.
This is a great opportunity to join Schneider Electric and power your career ! You will be joining an international, dynamic, and responsible company, with an enviable reputation in the market. Schneider fosters the development of all its' people around the world. Every day, we empower employees to achieve more and experience exciting careers. Find out how our values and unique position make Schneider Electric the employer of choice.
Diversity is our heritage and our future. Be a part of it.
At Schneider Electric, Diversity & Inclusion is at the heart of our organisation, it's an integral part of our history, culture and identity. We recognise that embracing diversity unlocks innovation and creativity and fosters collaboration. We want our employees to reflect the diversity of our communities and the customers we serve. As a result, our teams are stronger to drive the company's future.
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