Regional Sales Manager

at  Schneider Electric

Job Description:
Schneider Electric creates connected technologies that reshape industries, transform cities and enrich lives. Our 135,000+ employees thrive in more than 100 countries. From the simplest of switches to complex operational systems, our technology, software and services improve the way our customers manage and automate their operations. Help us deliver solutions that ensure Life Is On everywhere, for everyone and at every moment.
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The Regional Sales Manager (“RSM”) is a people leader role that will be responsible for building a high performing sales team capable of driving profitable growth, customer intimacy, and delivering a spectacular end to end customer experience while obtaining both strategic and financial objectives. This individual will be a key position holder in the development and execution of the strategy for the future of services in the east region
This person will be responsible for building their own relevant executive relationships with both Key and Target End Users and Partners while developing and coaching the team to accomplish the same. This person must be able to build and maintain a high performing sales team that thrives on serving their clients needs and transforming our approach to services with a strong emphasis on what it takes to grow our recurring business while excelling in our core offerings.
As a people leader, the Regional Sales Manager is responsible for all aspects of talent management including performance reviews, salary planning, development plans, and resource planning/recruiting. Responsibilities also include the day-to-day management of personnel including project assignments, training sales staff on new offers, and are dedicated to driving the US Services strategic vision, while protecting the core business.
Mission:

Develop Recurring & “On-Demand” Services growth by aggressively building our pipeline & order intake in the region. This individual will be responsible for ensuring appropriate coverage for each market in their territory for the installed base and adjacent opportunities including but not limited:

• Leveraging our own sellers (both inside and outside)
• Activating our channel partners (“CSSP”s) for hunting net new business
• Driving discipline and rigor around our recurring business (from attracting new customers, through digitizing our customers and retaining our customers for life)
• Anticipating and proactive engagement with our customer base on modernization and obsolescence planning for our installed base customers

Essential Responsibilities:
Teamwork is a critical success factor for this role. A successful candidate must be able to demonstrate an ability to excel in a matrixed leadership environment as well as be able to collaborate with their counterparts to support our business nationally through best practice sharing as well as joint accountability to deliver the strategy and the associated results. Collaboration with other business units is critical for alignment in each market that we serve and for our customers that transverse multiple Schneider Electric offers.

The Regional Sales Manager will be accountable for accurate pipeline and forecasting. The candidate should be able to drive accountability throughout their team, set priorities, and take ownership of any project given to them. Additional responsibilities include:

• Share best practices across the sales teams and customers
• Understand recurring business roadblock for each area and drive the action plan to overcome them
• Identify key clients pain points & needs, build best tailor made and outcome-based service to address those needs
• Collaborate with other BU Sales in prospects identification
• Identify, reach, and engage key decision makers through networking, personal connections, client references, and industry events
• Research, develop and maintain competitive information resources
• Coordinate/close the loop between all streams (ensure Tendering, execution and CSM efficiency + marketing) to ensure successful transformation
• Organize and accelerate training to secure Recurring DNA is present with all sales reps
• Reconciliate the YTD Recurring & On Demand Performance, build and drive growth actions plans accordingly

Qualifications: