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About the Role
Operates in a consultative mode focusing on key customers and driving complex deals and multi-site opportunities through face-to-face and virtual engagements. Accountable for promoting and selling a broad range of technical services including start-up, maintenance, testing, consulting, modernization, and digital services for electrical equipment. Responsible for developing and maintaining relationships with key customers to identify scope of work, estimate and sell system adds/modifications and maintenance agreements to meet profitable sales targets. Builds relationships at all levels of the customer's organization to ensure new offers for digital, as-a-service, consulting, digital energy, and industry are fully comprehended.
Responsibilities
- Develops and executes annual sales plan for key customers.
- Applies market and account skills necessary for dealing with specific target audiences.
- Increases customer service stickiness by promoting and selling all offers.
- Educates customers on all products and services with special attention on recurring and digital offers.
- Cross-sells the Field Service portfolio including Power, Secure Power & Cooling, Digital Energy, and Industry.
- Secures customer satisfaction by overseeing all ongoing activities with the customer.
- Utilizes BFO (Salesforce.com) for sales funnel management, account planning, performance, and opportunity detection.
- Provides monthly forecasts and summaries using BFO.
- Participates in the preparation of analysis and reports on field service performance.
- Provides precise and timely information to the Tender team to prepare sales quotations and proposals.
- Monitors margin to be at or above country thresholds.
- Uses DOA process to escalate opportunities below thresholds.
- Works closely with Inside Service Sales Representatives and BU account managers to maximize business opportunities.
- Feeds Field Services Marketing leaders with offers feedback and needs.
- Coordinates and/or attends trade shows and marketing/sales seminars as needed.
Requirements
- Ability to engage customers in person and virtually and move the sales process forward.
- Comfort with available technologies for remote communication, and customer/opportunity management.
- Good working relationship and regular coordination with Tendering team, all Account Managers for opportunities identification and support.
- Regular collaboration with FS Operational Marketing team for thorough understanding of Installed Base of their customer portfolio.
- Account management skills.
- Ability to build a sustainable and reliable relationship with the customer.
- Excellent verbal and written communication skills including C-level customers.
- Proficient in Microsoft Office suite and ERP/CRM related tools.
- Excellent organizational skills.
- Ability to leverage technology for communications and managing own performance.
Skills
- Consultative sales
- Complex deal management
- Multi-site opportunity development
- Technical services sales (start-up, maintenance, testing, consulting, modernization, digital services)
- Customer relationship management
- Sales forecasting
- Proposal preparation support
- Margin monitoring
- Cross-selling
- Customer satisfaction management
- Salesforce.com (BFO)
- Microsoft Office suite
- ERP/CRM tools
- Japanese (business level)
- English (business level)
Location
- Customer's site
Work Type
- Outside sales
- Face-to-face engagements
- Virtual engagements
Experience Level
-
8 years technical sales experience
Education Level
- 4 year college degree or equivalent work experience
About the Company
- Schneider Electric services offers throughout the Asset Management Life Cycle of the product.
- Knowledge of power, secure power, industry systems.