Field Services Sales - Industry Services

Þploys all sales actions in order to maximize the installed base services with assigned Strategic accounts and country/BU Targeted account The Field Services Outside Sales Representative is accountable for the promotion and sales of a broad range of technical services including the start-up, maintenance, testing, retrofit, upgrade and digital Services of all major manufacturer's automation and control equipment installed at the customer’s site. The OSSR is also accountable for the selling of turnkey projects ranging from simple replacement of equipment to fully engineered solutions with Automation, Scada and HMI. This position is 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 so as to meet or exceed his/her profitable sales target. The FSS develops new sales opportunities and addresses and services the needs of established accounts, utilizes excellent products/solutions/services and customer knowledge to educate customers on pricing and application advantages, and how they meet customer's needs. Creates FS Service proposals, and close them facing the customer. He/she interacts with the account manager from the BUs, and also with FS ISSR and FS Operational Marketing. He/she will have to increase the mix of Service Plans sales as a top priority. Essential Responsibilities: Develops account profiles and executes the sales plan. Applies market and account skills necessary for dealing with specific target audiences. Clearly identify the customer ecosystem, being able to create a win-win relation with existing partners. Explore the automation and control installed base, recognizing services opportunities. Being a Specialized sales force (V2) will maximize services revenue with Targeted accounts, supporting the Account Manager (V1). Develop automation architectures, according to customer needs Prepare sales quotations and proposals with the help of quotation team in respect of FS expected margin. Analyze, negotiate contractual conditions and close deals, seeking to maintain a long-term business relationship (recurring deals) and ensuring profitability. Identifies and contacts potential customers or prospects, either existing or new. Secures customer satisfaction overseeing all ongoing activities with the customer (orders, delivery...) Utilizes BFO (Salesforce.com) for sales funnel management and for Account Planning. Provides monthly forecasts and summaries in a timely manner. Participates in the preparation of analysis and reports on field service performance. Works closely with the BU account manager to maximize business opportunities. Is “feeding” the Field Services Marketing leaders with Offers feedback and needs Educates customers on all SE products and services with special attention on Recurring and digital Offers Provides mentoring, coaching and guidance to other sales employees Coordinates and/or attends trade shows and marketing/sales seminars as needed Main interactions: Customers, FS Sales Team, Key Account Managers, Inside services sales, FSVP, FS Business developers, Services Bureau, FS Operational Marketing. Key Success Factors Good working relationship and regular coordination with all Account Managers (incl. GAM/KAM) for opportunities identification and support. Regular collaboration with FS Business developers team for thorough understanding of country Installed Base. Education / Skills: The successful candidate should have a degree level education, preferably in engineering 5-10 years in automation and control technical sales experience. Ability to build a sustainable and reliable relationship with the customer. The concept of Customer Intimacy is critical in Field 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. Proficient in Microsoft Office suite and ERP/CRM related tools. Excellent organizational skills. Why us? Schneider Electric is leading the digital transformation of energy management and automation. Our technologies enable the world to use energy in a safe, efficient and sustainable manner. We strive to promote a global economy that is both ecologically viable and highly productive. €25.7bn global revenue 137 000+ employees in 100+ countries 45% of revenue from IoT 5% of revenue devoted for R&D You must submit an online application to be considered for any position with us. This position will be posted until filled It is the policy of Schneider Electric to provide equal employment and advancement opportunities in the areas of recruiting, hiring, training, transferring, and promoting all qualified individuals regardless of race, religion, color, gender, disability, national origin, ancestry, age, military status, sexual orientation, marital status, or any other legally protected characteristic or conduct. Concerning agencies: Schneider Electric does not accept unsolicited resumes and will not be responsible for fees related to such.