Eaton
Location
Pune | India
Job description
What You'll Do
This incumbent will recruit and manage an India based specification (prescription) team which will work to position Eaton as a key supplier within the industrial segment and sub segments thereof for the EMEA region and for a broader global key account base. The critical sub segment focus is for projects in Oil, Gas, Petrochem and Hydrogen, Metals Mining and Minerals and Chemicals. Less critical sub segments to be considered as opportunistic are Cement, Pulp and Paper, Rubber and Glass This incumbent and team's prime responsibility with be to drive the specification (prescription) team and lead the qualification and specification activities for sub segments defined as industrial. The incumbent is responsible to drive Eaton inclusion on those global projects with feasibility, pre FEED, FEED and detail design activities with international consultants and contractors offices in India The prime product focus for this role is medium and low voltage switchgear, power distribution transformers and distribution products, sub distribution and control systems which includes digital technologies for control, protection and communication, associated software and SCADA and facilitation of data gathering and processing to enhance trend monitoring and predictitive maintenance . It is also a key responsibilty of this role to identify and support specification acitvities for other Eaton product lines including (but not limited to) UPS and power quality, harsh and hazardous area electrical and instrumentation equipment. Deliver segment value proposition messages: Deliver the compelling story of why customers should do more business with Eaton rather than our competition. This message needs to be captured in appropriate reporting and presentations and collateral material as well as personally conveyed by the segment leader to our customers and to our selling resources. Account selection: In agreement with countries and segment account organization, identify and target specific accounts. Clearly define the account strategy and penetration plan and help ensuring it is properly resourced. Spec-in capabilities: Build and develop strong relationships with Eaton front end application, engineering and pre order teams and manage their activity and support to get Eaton specified. Target and select the key specifiers and consultants in the target segment and develop and support the execution of an effective plan for getting Eaton specified for major projects. Large international projects: Lead the creation and execution of the opportunity plan and coordinate closely all Eaton involved parties to maximize our chances of success and drive margin. Demonstrate tenacity in meeting customer's requirements together with an ability to influence both internally and externally to deliver value addition and service. Responsible for creating strong relationships for ongoing projects Qualifications Advance degree in a related field (ideally Electrical Engineering) or equivalent experience Experience between 10 -15 years combining sales, R&D, program management and business development. A strong background in the Industrial market segment, or energy management. Skills Experience or knowledge in industry/application of nominated product and customer base Previous major account selling experience required Must be an excellent team player Fluent in written and spoken English Good organization, communication and project management skills Initiative and self-management skills Presentation skills Sales Management skills ]]Job tags
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