Cooling Spare Parts Business Development
Schneider Electric
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Benefits offered by this job
Job summary
Schneider Electric Italy is seeking a Spare Parts Business Manager to drive the growth of the Cooling Service Spare Parts business by shifting from reactive sales to proactive commercial engagement across Countries, projects and strategic customers.
You will act as the Spare Parts Business Advisor, promote VMI and dedicated stock, and work with cross‑functional teams to improve order conversion and forward demand visibility for SIOP and stock planning.
Qualifications
- Strong commercial orientation with proactive customer approach.
- Knowledge of Cooling, HVAC, data center or mission-critical applications.
- Experience with VMI, inventory models, spare parts, aftermarket or lifecycle services an advantage.
- Ability to translate technical spare parts requirements into customer value.
Responsibilities
- Proactively identify and develop spare parts opportunities with Countries, key projects and strategic customers.
- Engage customers before spare parts requirements become urgent, positioning availability as a lifecycle solution.
- Act as Spare Parts Business Advisor and help define parts strategy for installed base.
- Build a qualified pipeline and drive opportunities from identification through quotation to order.
- Promote Vendor Managed Inventory and dedicated stock across priority accounts.
- Develop commercial value proposition for VMI connecting availability, risk, lead time and continuity.
- Coordinate to define commercial scope, ownership, replenishment principles and performance expectations.
- Increase adoption of Spare Parts Kits on new projects and across installed base.
- Reflect kit assortment in tendering and project execution; customize as needed.
- Ensure proposed assortment matches equipment configuration and customer expectations.
- Provide forward-looking demand visibility for SIOP and stock planning.
- Work cross-functionally to remove roadblocks with Sales, Service, Tendering, Projects, Supply Chain and Operations.
Skills
Job description
Drive the growth of the Cooling Service Spare Parts business by shifting from reactive sales to proactive commercial engagement across Countries, projects and strategic customers (C&SP).
Act as the Spare Parts Business Advisor, promoting VMI, dedicated stock and Spare Parts Kits, customized where required, while improving order conversion and forward demand visibility for SIOP and stock planning.
- Proactively identify and develop Spare Parts opportunities with Countries, key projects and strategic customers.
- Engage customers before spare parts requirements become urgent, positioning parts availability as a lifecycle and business-continuity solution.
- Act as a Spare Parts Business Advisor and help customers define the appropriate parts strategy for their installed base, criticality and operating model.
- Build a qualified pipeline and drive opportunities from identification through quotation, follow-up and order conversion.
- Drive deployment of the Cooling Spare Parts strategy across priority Countries and C&SP accounts.
- Promote Vendor Managed Inventory (VMI), dedicated stock and locally available stock solutions for strategic customers.
- Develop the commercial value proposition for VMI, connecting availability, risk reduction, lead time and business continuity.
- Coordinate with relevant stakeholders to define commercial scope, ownership, replenishment principles and performance expectations.
- Increase the adoption of recommended Spare Parts Kits on new projects and across the installed base.
- Position Spare Parts Kits early in tendering and project execution, rather than waiting for break-fix demand.
- Customize kits and parts recommendations when standard solutions do not fully meet customer requirements.
- Ensure the proposed assortment reflects equipment configuration, criticality, service model and customer expectations.
- Bring project pipeline, customer plans and installed-base insights into the Spare Parts SIOP and demand‑planning process.
- Provide forward‑looking demand visibility to support stock decisions and availability priorities.
- Promote disciplined order management and follow‑up to convert quotations and commitments into orders.
- Work cross‑functionally with Sales, Service, Tendering, Projects, Supply Chain and Operations to remove commercial and execution roadblocks.
- Country and Zone Service organizations
- Cooling Sales, Service Sales and Key Account teams
- Tendering Teams
- Supply Chain, Demand Planning and SIOP stakeholders
- Product and Service Offer teams
- Strategic customers and installed‑base owners
The following five KPIs should be listed as the primary measures of performance:
Deliver sustainable sales growth across Countries, projects and strategic customers while protecting profitability.
Increase the share of business created through proactive customer engagement versus reactive requests.
Develop and convert VMI, dedicated‑stock and other strategic inventory solutions for priority customers.
Increase the penetration of recommended Spare Parts Kits on eligible new projects and installed‑base opportunities.
Build a qualified pipeline and provide forward‑looking demand visibility to support SIOP and stock planning.
- Spare Parts activity progressively moves from urgent inbound requests to planned customer engagement and lifecycle campaigns.
- Priority customers have a documented and actionable Spare Parts, VMI or stock strategy.
- VMI and Spare Parts Kits become part of the standard commercial conversation for relevant customers and projects.
- Spare parts requirements are considered early during tendering and project execution.
- Countries have a visible pipeline, clear priorities and active support to develop Spare Parts business.
- Project, customer and installed‑base information is translated into actionable demand visibility for SIOP.
- Open quotations and opportunities are followed through to closure, improving order conversion and reducing ageing.
- The portfolio produces more recurring and predictable business while meeting profitability expectations.
- Strong commercial and business‑development orientation, with a proactive customer approach.
- Knowledge of Cooling, HVAC, Data Center or mission‑critical applications; Service experience preferred.
- Ability to translate technical spare parts requirements into customer value and business outcomes.
- Experience with VMI, inventory models, spare parts, aftermarket or lifecycle services is an advantage.
- Understanding pipeline management, forecasting, profitability and order conversion.
- Strong stakeholder management skills across Countries and global, regional and local functions.
- Analytical mindset with the ability to connect installed‑base and project data to demand‑planning decisions.
- Strong commercial, technical and executive‑level stakeholder management.
- Strong pipeline governance capabilities.
- Problem‑solving attitude.
- Strong accountability and disciplined execution.
- Data‑driven mindset and results orientation.
- Ability to influence without direct authority.
- Clear, structured and strong communication under pressure.
- Customer‑centric approach.
- An exciting job in an international company such as Schneider Electric, with the opportunity to guide and bring your contribution to become one of the key elements for our Global Strategic Accounts.
- The possibility to grow inside the company and make a real difference by exploiting the opportunities the organization offers.
- Possibility to collaborate with cross‑region teams.
- Exposure within the global organization thanks to the strategic scope of the role and interaction with Global Strategic Accounts.
- Continuous training, education and coaching activities.
- Constant professional growth through a wide range of activities aimed at satisfying customer needs and supporting business development.
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