VP Building Management Category

Schneider Electric
08 Aug 2017
31 Aug 2017
Contract Type
Full Time

Schneider Electric is the global specialist in energy management and automation. With revenues of ~€27 billion in FY2015, our 160,000+ employees serve customers in over 100 countries, helping them to manage their energy and process in ways that are safe, reliable, efficient and sustainable. From the simplest of switches to complex operational systems, our technology, software and services improve the way our customers manage and automate their operations. Our connected technologies reshape industries, transform cities and enrich lives. If you’d like to know more, it might be good to start here:https://youtu.be/NlLJMv1Y7Hk

Non-residential Buildings consume 33% of world’s energy consumption & it is where people spend most of indoor time. Buildings need a brain to intelligently manage & control many sub-systems and thousands of connected data points to create a productive and comfortable environment for its occupants, reduce energy consumption and run building operations efficiently.

The Buildings Business of Schneider Electric is looking for a talented and experienced Vice-President, Commercial – Building Management, with a global mandate to drive profitable growth 1) by driving the country organization sales actions plan to grow the business, by 2) deploying the offers into the geographical markets on an operational basis with the countries sales teams and 3) influencing the building management offer development by making the link between local market needs and the Line of Business (LoB)

As VP of Commercial Building Management, you will drive the deployment of the commercial strategy and adapt the offers’ strategy according to the different countries. You’ll be accountable for the business growth and profitability.


Manage the countries on the growth actions deployment and on the business objectives:

  • Be the leader of the deployment of the Building platform for SE, EcoStruxure Building

  • Define with the business objectives (financial & not financial) for the countries

  • Formalize with the countries the concrete commercial actions to be deployed

  • Monitor, review and react in case of misalignment

  • Bring marketing expertise support:

> Identify the competencies gaps (marketing skills or offer knowledge.)

> Support countries to set-up the relevant trainings for customers and internal needs

> Define the training courses and administrate training

> Support countries for specific tenders (Quotation , offer's specification)

Animate the BMS sales actions

  • Identify and animate the BMS sales community
  • Make sure the adequate level of competence is in place, both quantitatively and qualitatively
  • Review pipelines and identify “must win” opportunities
  • Coach the local teams or be directly involved in order to win those opportunities

Saturate the 'Go to market' by using all relevant Channels:

  • Work with the LoB's and countries’ Offer managers to identity the offers to be sold through the Channel.
  • Work with the BM badge owner to enlarge and animate the EcoXpert (certified System Integrator) channel.

Manage the Building Management Offer Portfolio:

  • Understand the competitive landscape, the market opportunities, the offer’s gaps....

  • Consolidate and analyse the country information including new offer requests

  • Give selective feedback to the Existing Offers Managers.

  • Give selective feeback to the LoBs concerning all quality issues

  • Monitor, analyse the business performance of his offers' category

Adapt & Deploy the 4Ps of the marketing mix (3 out of 4):

  • Product: collect market intelligence and communicate/prioritize requested developments to the LoB

  • Price: define the commercial policy and communicate/follow-up pricing instructions to the country organizations

  • Promotion: define and drive all Marcom actions with the Marcom team.

Manage launches :

  • New offer introduction (sales and customers trainings, promotion, events).

  • Product withdrawable Process.

Responsible of Sales Inventory & Operations Planning Process (SIOP²):

  • Lead and do the forecast and feed the Offer Managers and Global Supply Chain.


Desired Skills & Experience

  • Engineering graduate from a reputed university; preferably with MBA

  • Strong passion for engaging with customers and channel partners to influence and identifying new opportunities

  • Marketing skills (segmentation, customer targeting, pricing policy, launches, etc.)

  • Comfortable with diving deep with R&D as well as translating complexity to simple concepts to non-technical audience

  • Driven, decisive, with an unrelenting desire to challenge the status quo

  • Exceptional critical thinking & analytical skills and the ability to make informed & fast decisions related to product feature design and direction

  • Experience in Building Automation & Energy Efficiency (or in an adjacent business) is a plus

  • International work experience across multiple geographies is a plus

  • Entrepreneurial, collaborative and open to travel as needed

  • Capable of leading teams to high performance

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