Description
Spreading the awareness about and interest in Solar Gard solutions through pro-active contacts in France with decision makers, prescribers and influencers in the segment “renovation & upgrading & corrective works” for commercial buildings, focussing on the need for improved (thermal) comfort, safety, energy saving, surface protection and sustainability.
Follow up specified projects from lead-to-sale accompanying the installer who got awarded the project
Work with, respectively leverage, contacts of the Saint-Gobain Solutions team in France to achieve the above.
- Engage with key decision makers involved in commercial building renovation and improvement (multi-comfort, sustainability, and safety and security)
- Focus segments are offices, public buildings, hospitality, public transport.
- Follow up public and private tenders as source for project leads and potential contacts.
- Identify and explore opportunities for architectural renovation, upgrade or improvement projects where comfort, energy, safety, security, sustainability and cost efficiency are key
- Identify for each of the identified prospects and/or project leads the concrete needs and opportunities; understand the requirements and opportunities in terms of product, performance, delivery and price.
- Work with the key accounts and projects where Saint-Gobain (glass) already has presence and commercial activities as well as on historical projects of Saint-Gobain Glass or projects that were lost in the past.
- Identify the hurdles and potential showstoppers; develop the value Solar Gard proposition and concrete solutions based on this understanding
- Provide guidance and technical support throughout the project development process.
- Develop the necessary relationships with channel partner(s) involved.
- Adopt a strong orientation towards innovation with a high emphasis on customer focus and business development.
Profil recherché
Communications and Working Relationships
- Working effectively with a diverse range of contacts, from corporate executives, business owners and managers, distributors and industrial partners as well as a range of influencers and decision makers within projects and potentially installers. This requires a down-to-earth approach to people and issues.
- Formulating and communicating clearly the identified business and product needs into technical, commercial and supply requirements towards which Solar Gard must work.
- Collaborate with various internal teams and individuals:
- Other EMEA market managers
- EMEA central services (order handling, shipping, marketing, support)
- Saint-Gobain businesses in France
- Various external teams and individuals that the job holder will have contact with:
- Various functions at candidate channel partners
- Customers (direct or indirect) of the prospect channel partners
- Specifiers, architects, project managers, facility managers
- Saint-Gobain customers (other Saint-Gobain businesses)
Dimensions and Decision Making
- Selection of targets in line with commercial strategy
- Development of (additional) tools required for making the mission successful
- Direct responsibility for key projects won because of the specification work
- Communication with installers potentially involved in the realisation of projects
- Communication campaigns in support of the specification and Project sales mission (in co-ordination with the responsible market manager and the marcom support)
- Decision Levels: co-responsible for pricing (together with responsible market manager), marketing budget as per company’s budget and guidelines
Key Result Areas
- number of relevant customer contacts/ visits
- number and value of project leads/opportunities,
- number and value of projects specified
- Manage the channel partners and project network
- Ensuring knowledge of market, competitor activity
Informations complémentaires
