- Entry level
- No Education
- Salary to negotiate
The Strategic Field Service 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.
Develops annual account plan, executes the sales plan, reviews with KAM or coordinates with other businesses.
Applies account and segment knowledge when dealing with key contacts at assigned accounts.
Identifies and contacts key decision makers, builds strong relationships and can gain access to high management at sites or country headquarters.
Secure customer satisfaction overseeing all ongoing activities (orders, studies, delivery) with the customer
Utilizes BFO (Salesforce.com) for sales funnel management, escalation of support needs, reporting, issue resolution.
rovides quarterly forecasts and monthly
ummaries in a timely manner.
Participates in the preparation of analyses and reports on Field Service performance.
Directly or through tendering team, prepares sales quotations and proposals, including any activity that has to be outsourced, in respect of FS expected margin.
Works with GSC and KAM to create local service contracts and/or frame agreements.
Works closely with Inside Sales Service Representatives (ISSRs) and the BU account manager to maximize business opportunities. Defines with the ISSR and local management coverage model for assigned accounts with large number of sites over large geographic area
Through the community@work “feeds” the Line of Business leaders with Offer feedback and needs
Responsible for ALL SE products and services offers.
Provide mentoring, coaching and guidance to other sales employees.
Coordinate and/or attend trade shows and marketing/sales seminars as needed.
Engineering and/ or Business Master Degree or equivalent 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
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.
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
About the company
Schneider Electric SE is a European multinational corporation that specializes in electricity distribution, automation management and produces installation components for energy management. It is headquartered in Rueil-Malmaison, France and is also based at the World Trade Center of Grenoble.
Schneider Electric is the global specialist in energy management and automation.
Schneider Electric develops technologies and solutions to make energy safe, reliable, efficient, productive and green. The Group invests in R&D in order to sustain innovation and differentiation, with a strong commitment to sustainable development.