Building Automation, Energy Efficiency & Installation Systems Marketing Manager
Schneider Electric North East Africa
مجموع سنوات الخبرة :24 years, 0 أشهر
• Formulate the division’s 3 and 5 year business plans, which entail the business strategy, route to market, business model and the 3 and 5 year forecasted P&L. Detailing investment plans and major strategic actions.
• Liaise with corporate offer management to lead the Country Offer Introduction process, which covers the product selection, price positioning and establishing the optimum logistic flow.
• Responsible with channel management to develop the partners’ profile for each targeted segment.
• Develop the annual marketing and communication plan for the division.
• Lead the planning for the major marketing and communication activities (road shows / exhibitions etc.)
•Prepare the annual sales and profitability budgets, in cooperation with BU VP and Finance.
•Directly responsible to monitor the division’s sales and profitability on monthly and quarterly basis to ensure meeting annual targets, and taking the necessary pricing and marketing action to improve it when necessary.
•Lead major customer and consultant presentations.
•Oversee new product launches and ensure their proper market positioning with the product managers.
•Coach, motivate and lead a team of product managers.
Key Achievements
•Led the successful launch of Schneider’s wiring devices range in the Egyptian Market.
•Played an instrumental role in achieving double the forecasted annual revenue for wiring devices.
•Supervised the animation of wiring devices retail point of sales.
•Developed the necessary supply chain and business processes to match the nature and market demands of the wiring devices business.
•Led the Building Automation marketing in the very troubled period of 2011 - 2013, the Buildings division was the only division to achieve double digit compound annual growth while maintaining profitability.
•Assigned to formulate the Building Solutions and Security projects team (team structure and competency development plan).
•Responsible to establish the Buildings Business Unit projects team.
•Establish a competency development plan in Building Solutions product ranges and platforms.
•Make the “bid” or “no bid” decision, and define the projects’ bidding strategy
•Manage and support Schneider’s’ system integrators to ensure successful projects realization.
•Provide vision and coaching to the Export Projects team to ensure focused response to achieve the set objectives.
•Monitor the Export team’s KPI’s, and set action plans to improve performance.
•Measure the offers/tenders Hit Rate.
•Understanding the different countries' markets, environment, influencers, customers, applications and needs consequently establishing solid consultation business unit.
•Analyze each tender (or request for quotation), assess Schneider’s winning chances, and consequently decide to quote or decline.
•Lead the Export projects team in building the commercial and technical tender response that best fulfills the customer’s needs.
•In coordination with the different front offices, identify Schneider's key success factors in each tender / offer, and accordingly choose the appropriate strategy that best improves Schneider's winning chances.
•Ensure proper projects accomplishment & delivery of company’s contractual obligations to its customers assuring customer satisfaction and target profitability.
•Responsible to develop and promote Egypt's consultation center and equipment factory within the other Schneider countries / subsidiaries.
• Act as the primary contact person between Schneider Electric Egypt and the customers from the contract coming into force until final delivery.
• Manage all project related activities to ensure timely delivery (internally and externally).
• Follow up the contracts on a regular basis to ensure registered margin, to meet contractual deadlines and the prompt delivery of correct equipment in accordance to customer’s requirements.
• Identify the discrepancies between registered and actual margins, rationalize the causes, and propose improvements in the contractual process.
• Prepare projects' schedules / plans, updating them whenever variations occur.
• Issue projects' progress reports on a regular basis to our customers to keep them updated of the project development.
• Build strong relationships based on confidence with Schneider's export customers.
• Study customers' specifications / requirements and choose the equipment that best fulfills the customers' needs.
• Prepare technical and commercial proposals/offers for export projects (MV switchgears, LV switchgears, transformers, NERs, cables….etc.).
• Provide technical and commercial support to Schneider’s sales offices, and to our agents to facilitate optimum positioning of Schneider Electric Egypt’s offer in their Markets.
• Develop the technical tender response, in cooperation with the sales team, taking into consideration the customer needs, and optimise the proposals in terms of competitive positioning to the customer which lead to profitability to the company.
Projects:
- Negotiate and advise clients of the alternative solutions for their electrical systems (MV, LV switchgear and equipment, control and supervisory systems).
Conduct presentations and trainings to customers during the offer and order stages.
Review technical offers and quotations submitted by Schneider's external suppliers for electrical equipment ordered (e.g. power transformers, UPS, battery chargers and batteries….etc.), and then check for compliance with the client's specifications.
Prepare the technical and commercial offers for all external supplies (power transformers, UPS, battery chargers and batteries, Bus-duct).
Technical project management, in charge of coordinating technically between different suppliers when project demands diversity of equipment.
Conducted short circuit calculations and relay coordination studies.
Automation:
Study and review technical specifications for supervisory control systems and prepare the technical and commercial offer.
Design and implement communicating supervisory systems (Data acquisition, event logging, remote monitoring and control) using Modbus protocol and “SMS” System manager Software.
Supervise and technically support system integrators during the offer and order stages of a project.
Selecting the most suitable architecture and protocol for the control and supervisory system according to the projects’ demands.
Develop and optimize solutions for iMCC’s (intelligent motor control centers).
Services
-Prepare projects’ site work plan and schedule.
-Supervise and manage all technicians assigned to the project.
-Responsible for all technical issues concerned with Schneider’s scope of supply.
-Commissioning and Startup of control panels, switchgear and supervisory systems.
· Read and study thoroughly clients' specifications/drawings.
· Analyze specifications to determine and select the product that best meets and complies with the need according to Schneider's International Standards and Quality Policy.
· Plan and assess the most efficient and economic alternative for the design.
· Design/draw medium and low voltage switchgear/board, panels…through adopting the following steps:
- Selection of panel type, switchgear, control devices and microprocessor based protection devices / equipment.
- Construction of motor starters, type 1 and type 2 coordination.
- Calculation of switchboards heat dissipation and determine suitable ventilation.
- Building of various control systems using conventional relay methods and PLC (Programmable Logic Controllers).
- Fabrication of medium and low voltage programmable controlled synchronization panels with automatic load shedding facilities.
· Approve the final output and forward to the production department.
· Assist technically the Project Management / Contracts department during the offer/tender phase of large projects (proposals).
· Continuously research and study certain components and equipment to improve their utilization and thus aid in, and lead to product development.
· Work with other departments as:
- Production & Logistics Dept.: Follow-up with the department on the projects in workshops.
- Project Management Dept.: Communicate with the department the details of projects.
- Quality Control Dept.: Check with the department on the conformity of non-standard solutions.
- Purchasing Dept. and Marketing Dept.
· Hardware used:
- PLCs.
- Gateways and Protocol converters
- Soft-starters.
- Variable Speed Drives.
- Protection Relays (Microprocessor based and conventional).
MBA, marketing focus (thesis in progress).
Bachelor of Science, Electrical Engineering. Graduation Project: Studying PLC and its range of applications. · Programming PLC using ladder. · Implementing PLC technology in numerous control processes. · Designing and constructing a model production line. · Using our study of PLC to test and control the model.