DB Service Business Development Leader-International

Working Experience


* Preferred University Master's degree (Engineering and/or Business)


* Master's degree in international business management (MBA) will be a plus


* Minimum 10 years in customer interfacing roles preferably in multi country role.


* Previous experience in Services


* Ability to understand, influence & convince customers and internal stakeholders in a complex, fast moving set up


* Aptitude stand time pressure and stress while keeping high performance level


* Ability to develop and manage customer relationships at the senior leadership and influence levels


* Leadership in the use of digital tools (BFS, Totango) for personal efficiency and country/customer engagement


* Strong skills using Microsoft Office suite of applications (Excel, Word, PowerPoint)

Business Understanding


* Good Verbal and Written communication skills in English


* Ability to simulate estimation models to forecast and drive decisions


* Analytical - critical reasoning and quantitative analysis skills a plus


* Understanding of our digital service tools (e.g.

Building Advisor) and how these are used to drive customer outcomes

Areas of ResponsibilityDeploy Best-in-Class Digital Energy Services Playbook


* Deploy best in class Digital Energy Services playbook focused on DE Software & Solutions offers in the zone:
+ Demand creation on Ecofit/transitions
+ Ecocare Service Plans
+ Field Quotes
+ Deploy pricing actions


* Grow EcoCare recurring revenue, including SL2 conversion.


* Drive Legacy BMS Install Base transitions with Ecofit:
+ Track Installed Base by deployment of Global tools
+ Clear coverage
+ Action plan by account with a focus on Top 15


* On Demand Field Quotes Campaigns:
+ Drive Field Quotes from Field Service technicians with field quote/lead generation tool deployment
+ Incentives and campaigns to grow $/Field Service Representative


* Deploy Services Pricing Actions.


* Provide proactive inputs to Offer development with feedback from countries and on competitive landscape.

Level: Full

Measurement:


* Service Orders, Sales, margin growth


* % of Legacy Installed base converted to EBO/Foresight


* Increase in field quote orders

EcoCare Launch & Digital Acceleration


* Deploy Ecocare playbook to standardize offer and services delivery:
+ Country maturity model
+ Lead/coach top opportunities/accounts conversion


* Deploy customer success:
+ Manage churn with best in class Customer Success Management
+ Drive customer success

Level: Full

Measurement:


* Increase in ARR & Digital ARR


* Drive Renewals discipline & reduce churn

Deploy Services Scorecard and Good Practices


* Conduct monthly business reviews with key countries in zone.


* Prepare monthly and Quarterly Business Analysis to provide clear ...