Schneider Electric
Themuse · Posted 6d ago
DGM-BD (Digital Power Services)
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Indexed description
Key Responsibilities: -
- DPIBS Business Development Ownership
- Drive opportunity generation & specification work to ensure order inflow growth for DPIBS services including modernization, spares, consulting, and lifecycle services.
- Identify and develop opportunities across installed base through:
- Modernization programs
- Power Quality (PQ) audits
- Energy optimization and digital upgrades
- Build and manage a strong funnel pipeline, ensuring conversion and closure discipline.
- Support creation of ROI-based value propositions and customer business cases.
- Digital Business SPOC - Services
- Act as the single point of contact for digital services business (EcoStruxure, IoT, analytics, software subscriptions).
- Drive digital penetration across service offers, including:
- Predictive maintenance
- Remote monitoring solutions
- Asset performance management
- Collaborate with global/LoB teams to localize and deploy digital offerings.
- Promote digital adoption across sales, execution, and customer ecosystems
- Customer Engagement & Solution Selling
- Build strong relationships with:
- End users (CXO to plant level)
- Consultants, EPCs, system integrators
- Lead technical-commercial discussions, presentations, and workshops.
- Position Schneider as a trusted digital and lifecycle services partner.
- Develop strategies to expand coverage of installed base and improve service penetration.
- Drive:
- AMC attachment
- Digital upgrades
- Cross-selling across Services portfolio
4. Cross-functional Collaboration
- Work closely with:
- Sales teams for closure and pull-through
- Tendering for solution shaping
- Operations for execution readiness
- Marketing for go-to-market initiatives
- Act as a bridge between technical teams and commercial teams. 6. Performance Management & Governance
- Own and deliver key KPIs:
- Order intake (OB) growth
- Funnel build & conversion ratio
- Digital revenue contribution
- AMC / recurring revenue growth
- Ensure forecast accuracy and reporting discipline.
- Lead structured reviews and data-driven decision making
5. Strategic Initiatives
- Identify new growth levers in:
- Digital transformation
- Sustainability and efficiency solutions
- Consulting-led pull-through opportunities
- Build scalable BD approaches aligned with Services transformation agenda.
Qualifications & Experience
Education
- B.Tech / BE (Electrical / Electronics / Power / Automation) - Mandatory
- MBA - Preferred (not mandatory)
Experience
- 10-12 years of experience in:
- Business Development / Sales
- Digital services / power systems / automation
- Experience in companies like:
- ABB
- Siemens
- Equivalent industrial/digital solution providers
Key Skills & Competencies
Functional Skills
- Strong understanding of:
- Power systems & Digital Power portfolio (DPIBS)
- IoT, digital services, analytics platforms
- Service lifecycle & recurring revenue models
- Ability to build technical + commercial value propositions
Business & Leadership Skills
- Strategic thinking with strong execution rigor
- Stakeholder management across multiple levels
- Strong negotiation and influencing skills
- Data-driven decision-making capability
Behavioral Competencies
- Customer-centric mindset
- High ownership and accountability
- Collaborative & cross-functional approach
- Agility in a dynamic, fast-paced environment
Success Metrics (Indicative KPIs)
- DPIBS Orders Growth (%)
- Digital Services Revenue Contribution (%)
- Funnel Coverage Ratio (3-5x pipeline)
- AMC / Recurring Revenue Growth
- Conversion Ratio & Forecast Accuracy
- Installed Base Coverage Expansion
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