Consultative Sales Manager-005RUI
The Consultative Sales Manager is accountable for creating and capturing demand for the entire portfolio of field services offered by Schneider at assigned accounts : technical services including the start-up, maintenance, testing, retrofit, upgrade and recurring contracts.
Accountable for the selling of turnkey projects ranging from simple replacement of equipment to fully engineered solutions.
This position is responsible to create develop and maintaining high level relationships including technical leaders. His role is to convince customers of the effectiveness of SE in understanding the issues and proving most appropriate solutions.
He must be recognized by the end user as a technical advisor, capable of providing demonstration documents within customer organization to prove the effectiveness of the offered solution.
Utilizes excellent products / solutions / services and customer knowledge to educate customers on life cycle management of their assets, application advantages, and how to replicate best practices from other accounts.
Creates FS Service proposals, and close them facing the customer.
He / she interacts with the Key Account Manager (KAM, if any) to develop a consistent annual account plan using all available information such as installed base tracking and business information.
What is the expectedcontributions of the position to the results of the organization)
Develops annualaccount plan, executes the sales plan, reviews with KAM or coordinates withother businesses.
Appliesaccount and segment knowledge when dealing with key contacts at assignedaccounts.
Identifiesand contacts key decision makers, builds strong relationships and can gainaccess to high management at sites or country headquarters.
Securecustomer satisfaction overseeing all ongoing activities (orders, studies,delivery) with the customer
UtilizesBFO (Salesforce.com) for sales funnel management, escalation of support needs,reporting, issue resolution.
Provides quarterly forecasts and monthly summaries in a timely manner.
Participates in the preparation of analyses andreports on Field Service performance.
Directly or through tendering team, prepares salesquotations and proposals, including any activity that has to be outsourced, inrespect of FS expected margin.
Works with GSC and KAM to create local servicecontracts and / or frame agreements.
Works closely with Inside Sales ServiceRepresentatives and the BU account manager to maximize businessopportunities. Defines with the IS and local management coverage model forassigned accounts with large number of sites over large geographic area
Through the community work feeds the Line ofBusiness leaders with Offer feedback andneeds
Responsible for ALL SE products and servicesoffers.
Provide mentoring, coaching and guidance to othersales employees.
Coordinate and / or attend trade shows andmarketing / sales seminars as needed.
Workingin a team environment, the FS Channel Leader is responsible for achievingservices revenue and growth targets through channel partners, in line with the GlobalChannel strategy for a country or a group of countries, in collaboration with FSPartner Program Leader, GFS Channel leader and GFS Go to Market Leader, and in alignmentwith the BU / Country Channel leaders.
He / Shedeploys all sales actions with assigned channels in order to develop thebusiness with them.
Implementthe local strategy in a country or group of countries, in line with global strategyrecommendations
AchieveFS revenue and growth targets for indirect approach
Understandthe channel country landscape
Establish& drive 3 year business plan with BU / Country Channel leader counterpart
Developpartner account profiles and executes the sales plan
Establishrevenue and growth targets with the selected channel partners
Identifyand contact potential customers or prospects, either existing or new, andselect appropriate channel
Securecustomer satisfaction overseeing all ongoing channel activities with thecustomer (orders, delivery..)
UtilizesBFO (Salesforce.com) for sales funnel management
Providemonthly forecasts and summaries in a timely manner
Preparesales quotations and proposals with the quotation team, in respect of FSexpected margin
Runregular review with channel partners as per selected program, in conjunctionwith FS Partner Program Leader
Workclosely with Inside Service Sales Representatives to maximize businessopportunities.
Feed the Field Services Marketing leaders with Offers feedback and needs
Educatechannel partners on all SE products and services
Coordinateand / or attend trade shows and marketing / sales seminars for channel partners asneeded
Key Success Factors
Alignment with FS BVP on prioritization of opportunities andrecognition of FS revenue
Close relationship with BU / Country Channel Leaders
Good working relationship and regular coordination with allAccount Managers (incl. GAM / KAM) for opportunities identification and support
Engineering and / or Business Master Degree or equivalent experience
Working Experience :
4 to 5 +years in the execution of industrial sites electrical networks and 4 years of technical sales experience
Extensive business acumen with strong result-orientation
Experience in managing P&L is a plus
Confidence and courage to make appropriate decisions and accept accountability
Business Understanding :
Understand Schneider Electric’s products and competitors are an advantage. Thorough knowledge of Schneider Electric services offers throughout the Asset Management Life Cycle of the product.
Others (e.g. language skills, technical skills) :
Ability to build a sustainable and reliable relationships with customers. The concept of Customer Intimacy is critical in Field Services.
Effective knowledge of electro-intensive industrial sites in different segments such as mining, O&G or others. This requires a prior significant experience as project manager, engineering or tendering in projects in these segments.
Excellent verbal and written communication skills to effectively connect with high level decision makers and influencers at sites and local HQs.
Knowledge of contract management principals
Proficient in Microsoft Office suite and ERP / CRM related tools. Excellent organizational skills.
Be digitally savvy, a self-starter on social medias, e.g. LinkedIn
Negotiation skills, be a self-starter, and a strong closer.
Adoption of SE SMART framework for consistent Sales & Marketing methodology
Good analytical and technical skills
Autonomous, entrepreneurial & team spirit
Tenacity, resilience, emotional intelligence