Business Development Manager - Services

at  Schneider Electric

Job Description:

This position specifically supports the modernization of end user’s electrical distribution install base as a subject matter expert. While working with the Schneider National Sales Teams, Service Sales Engineers, our Distribution Channel and directly with end customers, this person will be our modernization subject matter expert and also represent the entire service portfolio, as it relates to equipment modernization, including but not limited to, Engineering Services, Preventive Maintenance Contracts, and IoT equipment connectivity and 24/7 monitoring. If you have experience in sales, power system design, switchgear construction, power system maintenance or power system studies, this is an opportunity for you.

• Develop a 30/60/90 day action plan along with a long range market strategy for growth of the offers, market share capture, competitive positions and define the target customers and segments with the highest growth potential.
• This position will have primary responsibility for market penetration and promotion of the Schneider Electric US Services modernization offers and custom solutions.
• The role will also be responsible for promoting and growing Schneider Electric Services Modernization offer with select Utilities in the West Region
• Clear definition of terminology along with knowledge of the breaker specifications, protection systems, device classifications including the IEEE C37.59 standards.
• This individual must have intimate knowledge of the LV and MV offers for the many equipment applications.
• This position must be able to demonstrate the features and benefits of each solution and be able to develop a cost/benefit methodology when presenting and closing large project opportunities.
• Manage the bFO pipeline and develop a bFO dashboard to monitor and track activities.
• Take ownership of the product demonstration areas to ensure these sites represent the key Service offers and have the most up-to-date presentation materials to promote our solutions that will guarantee a Total Customer Experience.
• Develop a pricing database to monitor wins and losses for each region to better understand the market dynamics and price points that will improve our competitive position.
• Identify the key competitors and study their offers to leverage this knowledge to better position SE with a differentiated offer for both LV and MV solutions.
• The compensation for this position will be tied to the overall revenue number for modernization and be compensated based on the growth of this offer

Travel 3-5 days per week within the region to meet with our distributors and end users while developing new sales opportunities, pursue sales leads, and address the needs of larger accounts (commercial and industrial). This position utilizes excellent products/solutions/services skills and customer knowledge to act as a consultant for high-level customer contacts regarding customer’s present and future electrical modernization needs.

• Foster strong working relationships with Schneider Electric field office sales teams, operations team, post shipment plant contacts, and external distribution channel personnel.
• Encourages partnering as a means toward account penetration and increased profitability.
• Set goals and objectives, develop sales/business plans, establish call plans and strategies, develop account profiles and execute the sales plan.
• Apply market and account skills necessary for dealing with specific, high-level target customers.
• Identify and develop account penetration strategies.
• Maintains up-to-date knowledge of Schneider Electric modernization solutions/services and competitor strengths, weaknesses and applications. Apply knowledge of Schneider Electric modernization solutions/services to customer’s needs.
• Maintain a high level of customer satisfaction through in-depth knowledge of customer’s organization, increasing account dedication, timely communication, and follow up

Qualifications:

• 5+ years technical knowledge of electrical distribution and electrical switchgear and switchboard construction
• Knowledge of Square D, GE, Westinghouse, Federal Pacific, and Allis Chalmers legacy switchgear and switchboards
• Proficient in MS Word, Excel, PowerPoint, and Salesforce.com
• Ability to present modernization solutions to end user customers
• BSEE or BSM

This position specifically supports the modernization of end user’s electrical distribution install base as a subject matter expert. While working with the Schneider National Sales Teams, Service Sales Engineers, our Distribution Channel and directly with end customers, this person will be our modernization subject matter expert and also represent the entire service portfolio, as it relates to equipment modernization, including but not limited to, Engineering Services, Preventive Maintenance Contracts, and IoT equipment connectivity and 24/7 monitoring. If you have experience in sales, power system design, switchgear construction, power system maintenance or power system studies, this is an opportunity for you.

• Develop a 30/60/90 day action plan along with a long range market strategy for growth of the offers, market share capture, competitive positions and define the target customers and segments with the highest growth potential.
• This position will have primary responsibility for market penetration and promotion of the Schneider Electric US Services modernization offers and custom solutions.
• The role will also be responsible for promoting and growing Schneider Electric Services Modernization offer with select Utilities in the West Region
• Clear definition of terminology along with knowledge of the breaker specifications, protection systems, device classifications including the IEEE C37.59 standards.
• This individual must have intimate knowledge of the LV and MV offers for the many equipment applications.
• This position must be able to demonstrate the features and benefits of each solution and be able to develop a cost/benefit methodology when presenting and closing large project opportunities.
• Manage the bFO pipeline and develop a bFO dashboard to monitor and track activities.
• Take ownership of the product demonstration areas to ensure these sites represent the key Service offers and have the most up-to-date presentation materials to promote our solutions that will guarantee a Total Customer Experience.
• Develop a pricing database to monitor wins and losses for each region to better understand the market dynamics and price points that will improve our competitive position.
• Identify the key competitors and study their offers to leverage this knowledge to better position SE with a differentiated offer for both LV and MV solutions.
• The compensation for this position will be tied to the overall revenue number for modernization and be compensated based on the growth of this offer.

Travel 3-5 days per week within the region to meet with our distributors and end users while developing new sales opportunities, pursue sales leads, and address the needs of larger accounts (commercial and industrial). This position utilizes excellent products/solutions/services skills and customer knowledge to act as a consultant for high-level customer contacts regarding customer’s present and future electrical modernization needs.

• Foster strong working relationships with Schneider Electric field office sales teams, operations team, post shipment plant contacts, and external distribution channel personnel.
• Encourages partnering as a means toward account penetration and increased profitability.
• Set goals and objectives, develop sales/business plans, establish call plans and strategies, develop account profiles and execute the sales plan.
• Apply market and account skills necessary for dealing with specific, high-level target customers.
• Identify and develop account penetration strategies.
• Maintains up-to-date knowledge of Schneider Electric modernization solutions/services and competitor strengths, weaknesses and applications. Apply knowledge of Schneider Electric modernization solutions/services to customer’s needs.
• Maintain a high level of customer satisfaction through in-depth knowledge of customer’s organization, increasing account dedication, timely communication, and follow up.

Qualifications:

• 5+ years technical knowledge of electrical distribution and electrical switchgear and switchboard construction
• Knowledge of Square D, GE, Westinghouse, Federal Pacific, and Allis Chalmers legacy switchgear and switchboards
• Proficient in MS Word, Excel, PowerPoint, and Salesforce.com
• Ability to present modernization solutions to end user customers
• BSEE or BSME

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