Mission:

• Why the position exists?
• To support Business growth.
• To provide technical & commercial support to sale teams.
• To provide flexible Architectures & solutions for projects.
• To be the single point of contact within the Country for EcoStruxure Program
• To build competency in Segment System Architecture in Vietnam.
• What is the expected contributions of the position to the results of the organization?
• Make a Country synthesis of the EcoStruxure System architectures for each targeted segment & select the offering (based on Quick Wins & capabilities)
• Work with the Segment Managers to include an L2/L3 solution plan in their Segment Business Plans
• Work with the Opportunity leaders to get EcoStruxure in the pipeline, support them in the field when required
• Ensure that capabilities (design, execution) are built in the Execution Centre
• Support the local deployment of EcoStruxure & train people on EcoStruxure solutions (local EcoStruxure Demo Centre, Solution & Innovation Fair/Tour)
• Work with back office within the region  to design solutions for projects.
• Provides assistance to execution team in the execution of larger projects.

Responsibilities:

• Solution Selling
• Provide/promote solution for level 2 & 3 projects
• Single point of contact for EcoStruxure
• To be recognize within company as the Ecostruxure leader of Vietnam
• Single point of contact for Sales
• To provide technical support for sale teams to provide solutions to projects
• Pre-Sales activity
• Provide Proposal & Quotation as requested from Sale Teams for any Architecture needed by Projects.
• Increase Competency for Tendering Team
• Provide guidance to other Tendering engineer to improve efficiency and competency for Solution Selling

Requirements:

• University degrees – Electrical Engineer
• 2 to 4 years of work experience in System Business (SCADA – Monitoring & Control – etc...)
• Knowledge of Electrical Distribution & Automation equipment. Knowledge of company equipment is a plus. Knowledge of contract documents and ability to clearly understand bid documents, contracts, specifications and drawings.
• Basic knowledge and experience in energy management, power distribution, monitoring and control/automation industry (metering, transformers, switchgear, circuit breakers, PLCs, drives)
• Knowledgeable on Solution architectures, with a Business development mindset
• Fluent in spoken and written English
• Ability to work and contribute as an effective team player in a fast paced deadline driven environment
• Developed interpersonal skills with an ability to interact effectively with internal and external customers of various technical abilities
• Ability to self-manage, multi-task and learn new skills quickly
• Excellent verbal and written communication skill

Responsibilities:

• This position is responsible for coordinating all services operations efforts within the country; achieve customer satisfaction, meeting the service gross margins and country services CCO requirements.
• The person will be responsible to ensure that the country capture rates are met and consistently growing the service contracts.
• The person will also be overseeing the service operations and responsible for the country to meet the service productivity targets and at the same time meeting high customer satisfaction.
• This position works with the following key internal partners:
• Services Sales Team
• Channel/other Sales Teams
• Services Engineering Team
• Services Tendering Team
• Marketing Team
• Finance Team
• This position works with the following key external partners:
• End-users: CXOs, IT Directors/Managers, Facility Director/Managers
• System Integrators/Resellers: IT SI, IT Resellers, IT Distributors, FM, Electrical SI, Electrical Distributors, M&E Contractors, Consulting Engineers & Building Contractors
• Alliance Partners: IBM, Dell, HP, Datacraft
• 3rd Party Contractors for products and services
• Outsourced service providers

Essential Functions:

• Service Operation Management:
• Overseeing the services operation to ensure that the productivity targets are achieved
• Achieving customer satisfaction goals by cultivating a customer orientated and focused services practice
• Coaching and guiding the services Operations Team and services tendering team for continuous improvement in operation effectiveness and meeting customer satisfaction (for both field services and professional services)
• Projects Management:
• Set up the country project services operations team and the process to drive projects in the country by working closely with the project manager/sales team
• Oversee that all projects timeline and customer expectations are met
• Monitor all projects implementation to ensure that cost are in control so as to meet the required overall project gross margins
• Managing Team:
• Developing talents services operations team
• Recruiting talents to continue driving growth in customer satisfaction
• Coaching and provide support to individual engineers
• ​Service Business Management:
• Co-work with sales team in the country for tendering/bidding service contracts, parts replacements, professional services, field services and other customized services
• Ensure services gross margins are met by balancing the overall contribution from different product line
• Co-work with VPs to monitor OPEX to ensure country service CCO targets are met
• Drive capture rate to the target set for the country

Requirements:

• Bachelor’s Degree or equivalent (Electrical or Mechanical Engineering or Science an advantage) / MBA desirable
• Minimum 6-8 years service operations experience in services field
• Minimum 3 years of leading a services operations team
• Experienced in managing customer expectation and maintaining high customer satisfaction in any situation and circumstances
• Solid understanding of customer needs and expectation
• Strong written and oral communication skills
• Strong time management skills
• Strong analytical and organization skills
• Systematic problem-solving skills
• Leadership skills
• Travel: Only when accompanying customer for testing or regional meetings
• Self-starter
• Customer focused and oriented
• Results-oriented
• Ability to build relationships and effectively communicate to senior executives levels at enterprise, government customers and channel partners
• Ability to integrate cross-functionally and in a multi-cultural environment
• “Whatever it takes” attitude
• Desire to make an impact

Responsibilities:

• Through best-in-class application engineering, support the sales of company Building Management System (BMS) software and products through System Integrator (SI).
• Enable cross-selling through effective integration of BMS with other products and systems: Security, Lighting Control, Energy Efficiency, Power…
• Ensure superior partner and end-customer satisfaction through excellent designs, migration roadmaps and support.
• As a result, contribute to aggressive growth of BMS software and products.
• Location is Vietnam, with frequent travel to Hanoi / Da Nang
• Strategy and Planning
• Initiate, define, plan, communicate and follow up company’s business strategy in order to ensure company’s long-term viability, profitability and market share.
• Manufacturing
• Develop and improve manufacturing line architect to increase manufacturing efficiency
• Pre-sales activities with end-users, consultants, system integrator partners
• Provide insight/guidance on optimal BMS designs, assist in pre-sales stage.
• Participate to marketing events, technical presentations.
• Check BMS designs: make sure they are actionable, optimal and cost-effective.
• Provide sound and actionable recommendations to improve designs to meet customer requirements / budget and beat the competition.
• Maintain comprehensive knowledge of TVDAs related to BMS system designs and deploy them.
• Proactive and passionate mindset in bringing support to customers / partners / country front offices.
• Enable SI partners and company solution centers to continuously increase know-how in BMS application design
• Follow-up design recommendations: make sure SI partners / solution centers execute them and consequently build up application know-how.
• Assess engineering team from SI partners / solution centers.
• Provide recommendations for individual / team learning and development plans.
• May conduct on-the-spot training.
• Coach specific engineers, most talented and dedicated to company BMS applications (partners and solution centers)
• Assist in system integration with other company offers, as well as 3rd party offers when required
• Support BMS system integration with other company offers: Security, Lighting Control, Energy Efficiency, Power…
• Maintain comprehensive knowledge of TVDAs related to integration and deploy them all.
• On demand: develop standard integration toolkits and deploy to partners and solution centers
• Promote cross-selling of company offers

Requirements:

• Proven expertise with existing company BMS platform(s), hardware and software.
• Outstanding engineering / application experience with this platform(s).
• Minimum 5 years experience
• With challenging, cutting-edge projects
• Requiring integration to other systems (Security, Lighting Control, Energy Monitoring…)
• Knowledge of competitive equipment; BMS hardware & software from at least one of following competitors: SBT, HW, JCI, YTK, TDM, DC, ALC.
• Ability to compare features and articulate benefits to customers + engineering benefits
• Excellent problem solving and organization skills.
• Ability to establish and maintain effective working relationships with customers and company colleagues including via online tools, community forums, etc.
• Ability to communicate effectively in oral and written form.
• Fluent English is required

Job Description:

• Leverage digitization to create a scalable global demand generation machine that increases our intimacy with partners and customers and ensures a sustainable competitive advantage for Schneider Electric in the digitization era
• The foundation of this transformation are based on 2 fundamentals:
• A shift from current “Sell-In” mode of operation where our focus and resource deployment is skewed towards first layer of distributor channel partner TO “Sell-Out” mode of operation where our focus and resources is skewed towards End User demand generation activities and final intermediary partners as brand ambassadors by creating partner intimacy
• Delivering a differentiated, relevant, compelling, winning customer experience for both our end-user customers and channel partners by enlarging our market presence and economic benefits to Schneider eco-system in scalable digitized enabled way, measured through DCE dashboard
• Demand Generation machine:
• Working closely with Cluster Marketing teams in gaining significant impact by elevating our focus for Demand Generation towards end-user segments:
• Marketing investment levels including leveraging rebates/discounts/etc 
• Shifting activities spent from Sell-In to Sell-Out focus
• Influencing campaign impact that drives talkability, viral, thought leadership
• Supports acceleration of Digital marketing excellence and retail marketing excellence
• Channel & Partner Strategies and Programs:
• Responsible for and/or influence channel strategy and channel managers community in delivering best in class Partner Relationship Management (PRM) in a given geography that addresses and delivers concrete business metrics
• Software, Configurators and Tools:
• Contributes to continous renewed roadmap, localization activities and promotes and communicates our Software, Configurators, Tools to targeted partner communities to ensure successful usage levels. This also covers animating local Independent Software Vendors relationship to enlarge our network of influence
• Customer Care Excellence:
• Supporting CCE local network champions in ensuring integrated support across all 5 building blocks and prioritization of key program milestones receives adequate resourcing level from local and global business owners
• Sales Operations:
• Contribute to global Sales Ops leader in building Sales Op modules that provides spend visibility and governance, optimized resource allocation model and corresponding enablers impacting evolving commercial policies, relevant logistics offers and support needed roll out in 2014 onwards.

Job Responsibilities:

• University degrees in Business/Marketing (MBA preferred)
• 8+ years marketing/e-commerce experience in B2B industry
• Sales & Marketing profile with good understanding of “sell-out” operating model / demand generation preferred
• Good command of spoken and written English. Computer literate and presentation skills
• Passionate about “Digitization” and understand digital clock-speed way of working
• Self-motivated and strong persistency to bring vision to operation model
• Mature individual not threatened by lack of formal organizational reporting perimeter
• Strong commercial acumen,  strategic thinking and hands-on in driving program
• Ability to influence & convince, and foster cooperation in matrix and dynamic environment