Account Management/Key Accounts - Specialist Professional
About Schneider Electric - IA End User Direct GTM (Process Automation)
Schneider Electric provides products, services and solutions for Electrification, Automation, Digitization and Optimization of plant operation and is at the forefront of technological innovation. It serves process industries such as oil and gas, hydrocarbons, chemicals, power and utilities, metals and mining, and also the discrete and hybrid manufacturing sectors such as water, pharmaceutical, biotech, healthcare and life sciences. Its engineering services and technologies help production facilities across the world and across many different industries achieve more productivity, more efficiency and greater safety. Schneider Electric also provides consulting (digitization, electrification, sustainability), regulatory compliance and business solutions and services.
The Schneider Electric Solutions Portfolio
Schneider Electric provides world-class results by applying an array of products, services and solutions throughout our clients' process automation needs to deliver real, measurable performance improvements.
IA Export EPC Sales' impact is to integrate the wide range of automation solutions to match with customer expectations (system capabilities, price, delivery, project quality).
The Position: IA Export EPC Sales Leader
IA Export EPC Sales Leader contributes to the development of the sales business plan covering dedicated EPC accounts and cross border according to the targets and strategies set by IA BU in several geographies where accounts are located (country of origin) or where EPC implement projects (country of destination).
The responsibilities include account plan management, business development to position entire Schneider Electric value proposition, opportunity identification and sales opportunities lead for the designated business partners in order to achieve order growth, achieving margin targets and a profitable business.
IA Export EPC Sales Leader is expected to build and collaborate with the teams to win the pursuit both at global and regional levels.
Responsibilities
The Pursuit Leader is primarily accountable for driving sales growth with targeted EPC customers in several geographies (COO - Country of Origin, COD - country of destination).
- Ensure the annual sales targets with the agreed margins are achieved for the Overseas EPC business.
- Responsible for the establishment and maintenance of the sales relationship with each client/prospect at every level within the client organization.
- Drives new business through the identification, development, negotiation, and closure of new offerings across the Schneider Electric portfolio, growing market share.
- Expands current wallet share with existing clients and participates in the subsequent maintenance of client relationships.
- Ensure Sales Forecasting is accurate to ensure appropriate resources are available downstream as required to support the business opportunities.
- Develop and execute Account Management Plan including strategic initiatives.
- Develop the business pipeline through the identification of current and new client opportunities.
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The IA Export EPC Sales Leader manages the sales activity using Sales Force tool (bFO) and maintain opportunity data and provide accurate assessment of each sales opportunity within the sales process, including indicating those opportunities that should be forecast for closure.
He works closely with management and internal teams to constantly refine both the account targets and the associated sales strategy being pursued. The Pursuit Leader works closely with the Account Sales Leader ("V1" or/and Energy Management Sales) in the country of origin.
Regularly interacts with executives and senior management both internal to Schneider Electric and with major clients. The IA Export EPC Sales Leader is viewed as an elite sales leader by the company
and in the market to support ship-out business of the EPC. He is part of a highly experienced team of leaders and professionals in a fast-paced environment to drive:
1. Growth business
Develop, implement and deploy business/division strategy, according to global cascaded guidelines from Strategic EPC Account Manager and Global EPC Business Consultant, to be followed globally / locally
- Identify business opportunities (Business intelligence time invest needed)
- Promote global solutions and added value digital services
- Engage F2F actions (Training journeys, New solutions presentation, workshop with Aveva,...)
- Increase prescription level (Lead the support on Feasibility and Pre-FEED, prescription offers to FEED phases, offers in competitive FEEDs, etc.) on business/division scopes.
- Leverage access to C-Level and intimacy relationship to decision makers according to a contact mapping defined in the account plan
2. National/International opportunities coordination:
- Identify all involved players (End User, EPC, secondary sales channels, etc.)
- Coordinate all commercial actions ensuring all Schneider Electric scope offer to all involved players (whatever the country they are based on), checking technical coherence and homogeneity on offers as much as price according to market/segment/channel.
- Report on bFO all opportunities, coordinating cockpits, updating all information related (stakeholders, scopes, amount, decision dates, phase stage, probability, i.e.)
- Manage international coordination basics to secondary offices (sales ambition, P&L sales Split or Sales Credit, i.e.)
3. Business visibility increase:
- Regular basis continuous reporting on business generated (amounts break down on prescription/sales, direct/indirect sales, business scopes, country allocation, etc.), adding future volume expected (Pre-FEED/FEED pipeline, Bid2Bid pipeline, Bid2Buy awarded, hit rate, etc.)
- Keeping up to date PAM, Market Share, Organization Charts matching decision makers, Influencing map (intimacy and access level)
Qualifications
Education:
Bachelor's degree preferred in Engineering, Business, Finance, or Economics. MBA preferred.
Experience:
- Minimum 10 years of proven success in system sales
- Past experience in closing deals of $2-10 Million in contract value
- Ability to establish CXO level relationships and relate to C-suite executives in a consultative way, serving as a trusted partner
- High level on English language and international business exposure
- Experience working with an internal team throughout the sales process
- Travel up to 30%
Significant experience and proven ability in one or more of the following fields:
- Segments experienced according to EPC Account
- Sales experience to EPCs & Large Complex Accounts
- Proven experience driving major sales pursuits within a sales organization at a major services organization
- Strategic sales, relationship, and account management experience at a major services organization, preferably on a global basis
- Good industry knowledge in Oil & Gas, Power, ICSS automation systems, including DCS, Safety Systems, PLC, Field Devices, and software such as APC, OTS, Predictive Analytics, APM etc.
Personal Attributes:
- Communication & Strategic Planning - Exceptional written and verbal skills; adept at presenting to executives and executing tactical and strategic plans.
- Collaborative & Culturally Sensitive - Builds trust across diverse teams; dependable team player who works systematically and efficiently.
- Adaptable & Decisive - Handles ambiguity and complex challenges calmly; makes sound, independent decisions with accountability.
- Leadership & Presence - Inspires teams with vision and conviction; commands respect at senior levels and drives results.
Career Development
Opportunity to deepen and broaden their skills to move into the Global Major Pursuit Leader role or to move into a Regional Sales leadership role within Schneider Electric.
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!
36 billion global revenue
+13% organic growth
150 000+ employees in 100+ countries
#1 on the Global 100 World's most sustainable corporations
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. We mirror the diversity of the communities in which we operate, and 'inclusion' is one of our core values. We believe our differences make us stronger as a company and as individuals and we are committed to championing inclusivity in everything we do.
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Perks and Benefits
Health and Wellness
Parental Benefits
Work Flexibility
Office Life and Perks
Vacation and Time Off
Financial and Retirement
Professional Development
Diversity and Inclusion