Job Role – Sr. Manager / DGM -Equipment Segment Sales Kolkata

Business Unit: Lauritz Knudsen – Electrical & Automation (LK‑EA)

Segment Sales & Business Development – Digital Solutions (SAS / EMCS / PMS / EMS / CRP) , Industrial Automation  & Power Quality Solutions.

We are seeking an experienced Sr. Manager / Deputy General Manager – Segment Sales & Business Development to drive growth of Electrical Automation Solutions, including Substation Automation Systems (SAS), Electrical Monitoring & Control Systems (EMCS), Power Monitoring Systems (PMS), Energy Management Systems (EMS), Control & Relay Panels (CRP), and E-SCADA solutions along with Expertise in Industrial Automation & Power Quality Solution (APFC , Soft Starter ,VFD )

The role focuses on market development, strategic sales, solution positioning, customer engagement, and order conversion across E&C, utilities, industries, infrastructure, renewable energy, MMM, and data center segments. The incumbent will act as a solution evangelist, bridging customer requirements with engineering, delivery, and product teams to close profitable business.

Key Responsibilities

1. Segment Sales & Business Development

• Own sales growth and order booking for SAS / EMCS / PMS / EMS / CRP/IA /PQS digital solutions within assigned segments and geographies.
• Identify, qualify, and develop new business opportunities with utilities, EPCs, industries, infrastructure developers, renewable energy players, and large campuses.
• Drive account planning for key customers, including opportunity mapping, pipeline development, and long-term engagement strategy.
• Track and achieve annual and quarterly sales targets, order intake, and margin objectives.
• Monitor market trends, competitor offerings, pricing strategies, and emerging digital solutions.

2. Techno-Commercial Solutioning & Pre-Sales

• Understand customer requirements, tender specifications, and pain points, and translate them into optimized, value-driven digital solutions with the help of proposal team.
• Participate in technical discussions, clarifications, pre-bid meetings, and negotiations with customers and consultants.

3. Customer Engagement & Relationship Management

• Serve as the primary interface for customers during the pre-order and pursuit stages.
• Build strong relationships with customer decision-makers, consultants, EPCs, and influencers.
• Conduct solution presentations, demos, and workshops on SAS, EMCS, EMS, PMS, and digital solutions.
• Support contract finalization, scope clarity, commercial negotiations, and order closure.
• Ensure smooth handover from sales to execution teams post order receipt.

4. Technical & Domain Expertise (Sales Enablement)

• Maintain strong working knowledge of:
• Substation Automation and Digital Power Systems
• PLC / RTU / IED / SCADA / HMI architectures
• Communication protocols: IEC 61850, IEC 101/103/104, Modbus TCP/IP, DNP3, OPC, MQTT
• Network architectures: HSR, PRP, RSTP
• Cybersecurity concepts: IEC 62443, IEC 62351
• Industrial Automation
• Power Quality Solutions
• Understand application use cases such as:
• Energy monitoring & optimization
• Load management, load shedding & CRP schemes
• Utility EMS / E-SCADA integration
• Exposure to platforms such as Zenon, Schneider Electric EcoStruxure, M580, T500/Saitel, or equivalent is an added advantage.

5. Internal Coordination, Governance & Reporting

• Work closely with sales, engineering, execution, product management, SCM, and finance teams to ensure bid accuracy and delivery feasibility.
• Provide sales forecasts, pipeline reviews, win/loss analysis, and management reports.
• Ensure compliance with internal approval processes, delegation of authority, and pricing guidelines.
• Support strategic initiatives such as new solution launches, reference development, and partner engagement.
• Travel up to 50–60% for customer meetings, presentations, bid discussions, and industry events.

Education

• B.Tech / B.E. in Electrical, Electronics, or Electrical & Electronics Engineering
• MBA (Marketing / Strategy / Operations) – desirable

Experience

• 8–12 years of total experience, with 5+ years in techno-commercial sales or business development for power automation / digital solutions
• Proven track record in:
• Selling/ prescribing SAS / EMCS / PMS / EMS / SCADA solutions
• Utility, industrial, infrastructure, or EPC-driven projects
• Handling large bids and strategic accounts

Skills & Competencies

• Strong techno-commercial acumen in power automation and digital solutions
• Ability to position value-based solutions, not just products
• Excellent proposal, negotiation, and customer engagement skills
• Strong understanding of substation, EMS, and digital grid architectures
• Commercial awareness including costing, margins, and risk assessment
• Strategic thinking with execution-oriented mindset
• Strong communication, presentation, and stakeholder management skills
• Self-driven, result-oriented, and capable of managing complex sales cycles

Looking to make an IMPACT with your career?

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IMPACT is also your invitation to join Schneider Electric where you can contribute to turning sustainability ambition into actions, no matter what role you play. It is a call to connect your career with the ambition of achieving a more resilient, efficient, and sustainable world.

We are looking for IMPACT Makers; exceptional people who turn sustainability ambitions into actions at the intersection of automation, electrification, and digitization. We celebrate IMPACT Makers and believe everyone has the potential to be one.

Become an IMPACT Maker with Schneider Electric – apply today!

€36 billion global revenue
+13% organic growth
150 000+ employees in 100+ countries
#1 on the Global 100 World’s most sustainable corporations

You must submit an online application to be considered for any position with us. This position will be posted until filled.

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