Prescription Leader for SmartSpace - 004BN6
This position is accountable for driving the specification support activities for the SmartSpace portfolio of the EcoBuilding Division and its related solutions/applications with strong focus on ELV (Extra Low Voltage) and Lighting consultants working on Lighting Control and Guestroom Management in Hotels and Commercial buildings. Understands the specifiers' needs and puts in place the right strategies and tools to increase the effective spec-in capabilities of Importante empresa Electric sales force and partner consultants.
Lead the company efforts to expand and maintain strong relationships with key project influencers and clients.
Promote and demonstrate entire SmartSpace portfolio of products,
solutions and services; alert them of new product and solution developments and enhance their knowledge of the Importante empresa products through applications, demonstrations and trainings.
Generate increased revenue by raising specification capabilities and hit rate through the sales channels. Work closely with the local teams to provide effective responses to specifiers' and customers' queries and requirements, anticipate future needs, and mitigate competitors' strike-back. identify cross-sale opportunities Importante empresa segments, markets, or products.
Collect the specifiers' requirements and industry best practices to develop prescription documents and tools for the main offers and solutions together with other departments.
Create value and differentiation by providing system & architecture pre-sales expertise to both end users and prescription partners / specifiers, where relevant (pre-project consultation, feasibility study, audit"). Coaching to the sales force on both technical and project management disciplines.
Take the requirements and constraints of the customer into account and assist the local Specification and Application Engineers and selected customers in the definition of the best implementation (valid, optimized and differentiating) of the defined architecture. On selected projects, explain and defend the technical advantages of the proposed architecture in front of the customer.
Work in coordination with the local prescription teams to implement the global prescription programs within the prescription plan of each cluster/zone. Identify & implement best practices to improve our penetration in the channel and ensure the right follow up to guarantee the maximization of the sales of the SmartSpace portfolio.
Coach & support the Competency Center members and prescription channel leaders in the clusters in upgrading their competencies (assessments, training & recruitment"), to ensure that we have a best in class prescription teams.
Animate, update, maintain and report a healthy project pipeline together with the local Specification teams and Application Engineers. Use platforms & tools to devise a follow up system and metrics to monitor specification efficiency & ensuring the right support is allocated to maximise the hit rate.
Education: University Degree in Electrical/IT Engineering. Complementary education on sales/marketing is a plus.
Working Experience: Minimum 5-7 years of experience in prescription or pre-sales support in the fields of Lighting, Lighting Control or adjacent offers.
Minimum of 3 years of project experience working directly with or within a consultant office.
Business Understanding: Strong ability to communicate with commercial attitude and to transmit the differentiating elements in a simple and convincing way.
Able to describe and use Importante empresa Electric offers in terms of characteristics, features, advantages, and general applications, to position them favorably against competitive offers in order to best answer customer needs.
Is motivated by challenges and likes to drive change.
Well organized, sets priorities and focuses on the high-leverage ones, consistently maintains focus on delivery during periods of uncertainty & extreme pressure.
Pays attention to details, is proactive and has good ability to learn. Result-oriented.
Uses relationships effectively, internal & external, to deliver target results in all situations. Is able to master political relationships at the customer in order to advance sales pursuits and win business.
Identifies opinion leaders and key decision makers, lobbies effectively, and secures their buy-in when proposals are debated. Always prepares his info, analyzes decisions from their different
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