Enterprise Services Sales Representative

This role deploys all sales actions in order to maximize the installed base Services with assigned key customers typically Strategic Accounts / Country or Targeted customers in electro-sensitive, electro-intensive segments (mainly large account platformed in saturated platformed zones within their geographical assignment). The Enterprise Services Sales Representative (ESSR) is responsible for building relationships at all levels of the customers organization to ensure expand recurring, consulting, modernization and digital Services related to the industrial and electrical equipment installed at the customer is fully comprehended by the customer’s organization. The ESSR operates in outside sales mode focusing on key customers and driving complex deals and multi-site opportunities, between driving Face-to-Face and virtual engagements with customers having qualified SE installed base and current services recurring business. Main Mission She/he maximizes services revenue by establishing, building, and nurturing relationships with existing SE and/ or Competitor installed base. He/she will have the motivation to increase the number of Service Plans (traditional and digital) and the total share of wallet in their assigned accounts. Key Responsibilities Manage assigned accounts Develop and execute annual sales plan for key customers in their account portfolio (Platforming & Coverage Execution). Develop and maintain relationship with existing customer and Services Partners at all levels. Apply market and account skills necessary for dealing with specific segments or target audiences. Increase the stickiness of Schneider services with customers by promoting and selling to all offers. Cross sell Service portfolio - Power, Secure Power & Cooling, Digital Energy, Industry. Proactively contact customers and educate them on the complete Service offers special attention on recurring and digital offers. Secure customer satisfaction overseeing all ongoing activities with the customer (Order, Delivery etc). Utilize Bfo (Salesforce.com) for sales funnel management, account planning, performance and opportunity detection via Account Cockpit. Keep updated Accounts data & Installed Base data in bFO/bFS. Provide monthly forecasts, using bFO, and summaries in a timely manner. Participate in the preparation of analysis and reports on service performance. Provide precise and timely information to Tender team to prepare sales quotations and proposals. Monitor margin to be at or above country thresholds. Use DOA process to escalate opportunities below thresholds. Work closely with Lead Virtual Service Sales Representatives and the BU account managers to maximize business opportunities. "Feed” the Services Marketing leaders with Offers feedback and needs. Coordinate and/or attend trade shows and marketing/sales seminars as needed. Build and manage Services Opportunity Pipeline Analyze & qualify opportunities in Bridge Front Office (Schneider’s Sales force based Opportunity management tool) and secure a healthy pipeline. Meet daily goal for outbound sales calls to support existing customer portfolio and identify and pursue new opportunities with assigned accounts. Manages calls and e-mails to support existing customer base and foster new points of contact and potential accounts thanks to Demand Generation Engines (marketing & sales campaign, FSR leads and CCC/other sales leads). Develop up & cross-selling between Line of Businesses service offer. Coordinate with all the Services & Product teams if needed, to satisfy service opportunities. Document all records of customer history in BFO. Main interactions Customer, Services Sales Team, Tendering, Service Operations, Services VP, Services Operational Marketing, Virtual Services Sales, BU/Country account managers (V1s), Business developers, Connected Service Hub, Customer Success Manager. The ESSR works close to the Customer Success Manager (CSM) in order to secure customer satisfaction on contracts signed and expand services proposals across the site or multiple country sites. The ESSR leverages the Tendering team to create timely proposals. He/she will interact with V1 Account manager from the Bus or National Sales Force, and also with Services VSSR and Services Operations. Key Success Factors Ability to engage customers in person and virtually move the sales process forward in large organizations. Up to 45 % of Customer Facing Time (CFT) including physical visits or virtual interactions. Comfort with available technologies for remote communication (around 20% of his/her CFT) and customer/opportunity management. Good working relationship and regular coordination with Tendering team, all Account Managers (incl. GAM/KAM) for opportunities identification and support. Regular collaboration with the Customer Success Manager (CSM) and Services Operational Marketing team for thorough understanding of Installed Base of their customer portfolio. Performance Management (KPIs) Services ORDERS from Own Covered Accounts (hurdle in consulting orders). Individual Services SALES. Recurring Orders. Education / Skills The successful candidate should have a (4) year college degree or equivalent work experience and >8 years technical sales experience. Language skills: native speaker level for local context, good level of English (written, verbal). Soft skills: Account management skills. General Ability to build a sustainable and reliable relationship with the customer. The concept of Customer Intimacy is critical in Services. Excellent verbal and written communication skills including C-level customers. Thorough knowledge of Schneider Electric Services offers throughout the Asset Management Life Cycle of the product. Good knowledge of power, secure power, industry systems. Proficient in Microsoft Office suite and ERP/CRM related tools. BFO usage. Excellent organizational skills. Ability to leverage technology for communications and managing own performance. Let us learn about you Apply today. Looking to make an IMPACT with your career? When you are thinking about joining a new team, culture matters. At Schneider Electric, our values and behaviors are the foundation for creating a great culture to support business success. We believe that our IMPACT values - Inclusion, Mastery, Purpose, Action, Curiosity, Teamwork - starts with us. 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 growth150 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. Schneider Electric aspires to be the most inclusive and caring company in the world, by providing equitable opportunities to everyone, everywhere, and ensuring all employees feel uniquely valued and safe to contribute their best. We mirror the diversity of the communities in which we operate, and ‘inclusion’ is one of our core values. We believe our differences make us stronger as a company and as individuals and we are committed to championing inclusivity in everything we do. At Schneider Electric, we uphold the highest standards of ethics and compliance, and we believe that trust is a foundational value. Our Trust Charter is our Code of Conduct and demonstrates our commitment to ethics, safety, sustainability, quality and cybersecurity, underpinning every aspect of our business and our willingness to behave and respond respectfully and in good faith to all our stakeholders. You can find out more about our Trust Charter here Schneider Electric is an Equal Opportunity Employer. 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