General Field Sales - Senior Professional

The Regional Strategic Sales Manager role is responsible for primarily Business Development activities, achieving order targets and growing Schneider's market share for products and packaged solutions in the MV Drives and Large LV Drives System Solutions by increasing the spend of existing customers, attracting new customers and leading large project pursuits aligned with the strategy of the local business within Industrial Automation Business. This is a highly versatile and visible role; where active target, pursuit and capture of key accounts will require engagement of and collaboration with various Schneider business development professionals, including Segment Managers, OEM Sales Managers and Regional Sales Engineers (RSEs). Strategy formulation and implementation will be critical to success. This is not a reactive role. This is an active selling role, where planning, studying and measuring the landscape is only the beginning. Executing the plan and closing business and manage the relationship are critical success factors

• • Business development activities include selection of target accounts within the region, developing account plans with short- and long-term actions, scheduling appointments, preparing and delivering presentations, and researching client's business and requirements.
  • Target Accounts includes End Users, EPCs and OEMs.
  • Develop and manage sales opportunities and customer relations in BfO.
  • Intense, proactive planning, mapping, and strategizing. Strong ability to sell value, solutions, performance, Evaluation of the market climate, by segment, and targeting attractive segments, applications and competitors' vulnerabilities.
  • Build and maintain strong relationships at all levels with key customers, stakeholders and other decision makers. Ensures effective marketing communications, in particular Schneider's value proposition.
  • Create and secure accurate and complete proposals that meet customer expectations. Generate a prioritized target account / project pursuit database based on sales strategy. Influence activities related to pursuing key projects with the segment including helping to define winning positioning strategies
  • Identify "Must-win" opportunities and solicit the necessary support for same. Ensure the full utilization of sales tools such as BfO for tracking and developing opportunities. Provides monthly BD & Sales activities and specific reports on sales development
  • Provide market level pricing feedback to market segment managers, high performance platform team, project proposals team, and local management team
  • Maintain customer relationships and ensure customer loyalty through excellent customer service as well as meeting all client needs appropriate to their business
  • Support Global, Strategic, and Key Account Managers and OEM and SI Business Development Managers in sales efforts. Represent the company in conferences, tradeshows, and meetings with customers, government agencies, and industry associations
  • Continuously assesses market trends, customers, competitors, industries, applications and country analyses to identify and realize opportunities with existing and potential new customers within defined target segments. Feeds back to the Product Group and Local Business unit on market trends, product needs, competitive landscape, market-pricing expectations, conditions to win
  • Coach, motivate, and develop indirect subordinates within HR policies. Drives and ensures knowledge sharing and cross-collaboration

• Bachelor's degree and 10-12 years of professional business experience in same or related industrial sectors required.
• Solid understanding of MV Drives, LV High Power Drives Module, Cabinet and Multidrive offerings - or similar experience with comparable product offerings by the competition highly preferred.
• Structured and Process orientated (sales processes, tools, dashboard...). Sales experience with proven track record in exceeding sales targets in competitive markets highly preferred.