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The Field Services Outside Sales Representative is accountable for the promotion and sales of a broad range of technical services including the start-up, repairs, maintenance contracts, spare parts, modernization, and digital Services of UPS, Cooling, and Datacenters installed at the customer’s site. The OSSR is also accountable for the selling of turnkey projects ranging from simple replacement of equipment to fully engineered solutions. This position is responsible for developing and maintaining relationships with new and existing SE customers to identify the scope of work, estimate and sell system adds/modifications and maintenance agreements to meet or exceed his/her profitable sales target.
The FSS develops new sales opportunities and addresses and services the needs of established accounts, utilizing excellent products/solutions/services and customer knowledge to educate customers on pricing and application advantages, and how they meet customer's needs. Creates FS Service proposals, and closes them facing the customer. He/she interacts with the account manager from the BUs, and also with FS ISSR and FS Operational Marketing. He/she will have to increase the mix of Service Plans sales as a top priority.
Essential Responsibilities:
1. Develops account profiles and executes the sales plan.
2. Applies market and account skills necessary for dealing with specific target audiences.
3. Clearly identifies the customer ecosystem, being able to create a win-win relation with existing partners.
4. Secures customer satisfaction overseeing all ongoing activities with the customer (orders, delivery...).
5. Explores the customer installed base, recognizing services opportunities.
6. Be the customers “trust advisor” throughout the assets lifecycle.
7. Prepares sales quotations and proposals with the help of the quotation team in respect of FS expected margin.
8. Analyzes, negotiates contractual conditions and closes deals, seeking to maintain a long-term business relationship (recurring deals) and ensuring profitability.
9. Works closely with BU/Key account manager and the Inside Service Sales Representatives to maximize business opportunities.
10. Utilizes BFO (Salesforce.com) for sales funnel management and for Account Planning.
11. Provides monthly forecasts and summaries in a timely manner.
12. Participates in the preparation of analysis and reports on field service performance.
13. Feeds the Field Services Marketing leaders with offers feedback and needs.
14. Educates customers on all SE products and services with special attention on recurring and digital offers.
15. Provides mentoring, coaching, and guidance to other sales employees.
16. Coordinates and/or attends trade shows and marketing/sales seminars as needed.
Main interactions:
Customers, FS Sales Team, Key Account Managers, Inside services sales, FSVP, FS Business developers, Services Bureau, FS Operational Marketing.
Key Success Factors:
Good working relationship and regular coordination with all Account Managers (incl. GAM/KAM) for opportunities identification and support. Regular collaboration with FS Business developers team for thorough understanding of country Installed Base.
Education / Skills:
The successful candidate should have a degree level education, preferably in engineering. 5-10 years in technical sales experience. Ability to build a sustainable and reliable relationship with the customer. The concept of Customer Intimacy is critical in Field Services. Excellent verbal and written communication skills including C-level customers. Thorough knowledge of Schneider Electric services offers throughout the Asset Management Life Cycle of the product. Proficient in Microsoft Office suite and ERP/CRM related tools. Excellent organizational skills.
Looking to make an IMPACT with your career? When you are thinking about joining a new team, culture matters. At Schneider Electric, our values and behaviors are the foundation for creating a great culture to support business success. We believe that our IMPACT values – Inclusion, Mastery, Purpose, Action, Curiosity, Teamwork – starts with us. IMPACT is also your invitation to join Schneider Electric where you can contribute to turning sustainability ambition into actions, no matter what role you play. It is a call to connect your career with the ambition of achieving a more resilient, efficient, and sustainable world. We are looking for IMPACT Makers; exceptional people who turn sustainability ambitions into actions at the intersection of automation, electrification, and digitization. We celebrate IMPACT Makers and believe everyone has the potential to be one. Become an IMPACT Maker with Schneider Electric – apply today!
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You must submit an online application to be considered for any position with us. This position will be posted until filled. Schneider Electric aspires to be the most inclusive and caring company in the world, by providing equitable opportunities to everyone, everywhere, and ensuring all employees feel uniquely valued and safe to contribute their best.
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