Current Jobs at Schneider Electric

Purpose:

The main mission of the MMM Services Segment Lead is to drive, deploy, and grow the SERVICES offering within the MMM Segment.

General Responsibilities and Experience:

• Capturing demand
• Lead management, pipeline building
• Distinguish between SA, TA, and proximity accounts.
• Work closely with the extended teams across the cluster to secure best support for customers
• Develop the growth strategy for the assigned MMM accounts in close collaboration with the BU Segment Leader
• Anglophone: Meet and/or exceed the growth targets and associated KPIs
• Identify and assess the Available Market and market share of the selected accounts, then build and execute ambitious commercial action plans
• Represent the services portfolio that Schneider Electric offers.
• Maintain the opportunity pipeline using Schneider Electric CRM tools. Animate pipeline reviews with the cluster management team. Support opportunity pursuit and review process for large and/or complex projects
• Engage with all Business Units to share business opportunities and foster collaboration
• Ensure customer satisfaction through close support, creating customer intimacy and positioning Schneider Electric as trusted advisor for the respective areas of expertise
• Align the growth strategy with customer goals and objectives. Anticipate obstacles and identify alternative strategies to secure profitable growth
• Formulate, communicate, implement, and evaluate strategic and tactical sales plans that support business development and increase market share. Monitor outside (or inside) sales performance.
• Facilitate the coordination of cross-functional activities, resources, and key matrix relationships. Deploy company resources and provide support to the sales force to meet the sales objectives.
• Maintain active relationships with Schneider Electric customers.
• Provide coaching and development activities necessary to ensure the successful execution of plans.

Qualifications

• Must have 5–10 years Mining transactional and solutions sales experience.
• The successful candidate should have a (4) year college degree in Electrical Engineering or equivalent work experience
• 3–10 years technical sales in LV/MV
• The ability to build a sustainable and reliable relationship with customers - the concept of customer intimacy—is critical in Field Services.
• Excellent verbal and written communication skills, including with C-level customers
• Thorough knowledge of Schneider Electric services offers throughout the asset management lifecycle of the product.
• Proficient in Microsoft Office suite and ERP/CRM-related tools.
• Excellent organizational skills
• Preferably coming from a mining background or have been exposed to the mining environment,
• Understand the sales cycle,
• Development of encounter plans,
• Understanding of the mining customer sales cycle and buying process,
• Must have and understand value creation insights,
• Good understanding of the current trends relevant within in MMM space,
• Have good relationships with existing customers and know how to build rapport and develop new contacts.
• Know what GTMS will be applicable to MMM segment and apply it.
• Have great stakeholder relationships, from functional Management level up to C-level.
• Understand what our differentiator is compared to our competition.
• Know how to shape our UVP solution for customers.
• Forward thinking and empathy Thought leader
• Have knowledge on how Digital impacts everyday sales, and the concepts around EAA, PQ Audits, IB Assessments, SLA's, etc.
• Sales force CRM tool experience, customer platforming
• Understanding of Digital space, interpretation thereof, and preventative/predictive maintenance

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Role Summary

The Services Outside Sales Representative is accountable for the promotion and sale of a broad range of technical services including the start-up, maintenance, testing, retrofit, and upgrade of all major manufacturer's electrical equipment installed at the customer’s site.

• Accountable for the selling of turnkey projects ranging from simple replacement of equipment to fully engineered solutions.
• Responsible for developing and maintaining relationships with new and existing SE customers to identify the scope of work, estimate and sell system adds/modifications and maintenance agreements to meet or exceed profitable sales targets.
• Develop new sales opportunities and address and service the needs of established accounts.
• Utilize excellent products/solutions/services and customer knowledge to educate customers on pricing and application advantages, and how they meet customer's needs.
• Create Service proposals and close it facing the customer.
• Interact with Account Managers from the BUs, Services ISSR and Services Operational Marketing.
• Increase the mix of Service Plans sales as a top priority

Essential Responsibilities:

• Develop account profiles and execute the sales plan.
• Apply market and account skills necessary for dealing with specific target audiences.
• Identify and contact potential customers or prospects, either existing or new.
• Secure customer satisfaction overseeing all ongoing activities with the customer (orders, delivery..)
• Utilize BFO (Salesforce.com) for sales funnel management.
• Provide monthly forecasts and summaries in a timely manner.
• Participate in the preparation of analysis and reports on services performance.
• Prepare sales quotations and proposals, including any activity that has to be outsourced, in respect of Services expected margin.
• Work closely with Inside Service Sales Representatives and the BU Account Managers to maximize business opportunities.
• Feed the Services Marketing Leaders with offer feedback and needs
• Educate customers on all SE products and services
• Provide mentoring, coaching and guidance to other sales employees
• Coordinate and/or attend trade shows and marketing/sales seminars as needed

Qualifications

• The successful candidate should have a (4) year college degree in Electrical Engineering or equivalent work experience
• 3–10 years technical sales in LV/MV
• The ability to build a sustainable and reliable relationship with customers—the concept of customer intimacy—is critical in services.
• Excellent verbal and written communication skills, including with C-level customers
• Thorough knowledge of Schneider Electric services offers throughout the asset management lifecycle of the product.
• Proficient in the Microsoft Office suite and ERP/CRM-related tools.
• Excellent organizational skills