Enterprise Services Sales Representative

Overview

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
o Develop and execute annual sales plan for key customers in their account portfolio (Platforming & Coverage Execution).

o Develop and maintain relationship with existing customer and Services Partners at all levels
o Apply market and account skills necessary for dealing with specific segments or target audiences.
o Increase the stickiness of Schneider services with customers by promoting and selling to all offers o Cross sell Service portfolio - Power, Secure Power & Cooling, Digital Energy, Industry
o Proactively contact customers and educate them on the complete Service offers special attention on recurring and digital offers.
o Secure customer satisfaction overseeing all ongoing activities with the customer (Order, Delivery etc)
o Utilize Bfo (Salesforce.com) for sales funnel management, account planning, performance and opportunity detection via Account Cockpit
o Keep updated Accounts data & Installed Base data in bFO/bFS
o Provide monthly forecasts, using bFO, and summaries in a timely manner.
o Participate in the preparation of analysis and reports on service performance.
o Provide precise and timely information to Tender team to prepare sales quotations and proposals
o Monitor margin to be at or above country thresholds.

Use DOA process to escalate opportunities below thresholds.
o Work closely with Lead Virtual Service Sales Representatives and the BU account managers to maximize business opportunities.
o "Feed" the Services Marketing leaders with Offers feedback and needs
o Coordinate and/or attend trade shows and marketing/sales seminars as needed
General
• Build and manage Services Opportunity Pipeline
o Analyze & qualify opportunities i...