Do you dream of working in a company that is driven by a meaningful purpose? An inclusive company that empowers you to do your best and be innovative?
We are looking for
Services Sales Excellence Specialist to make an impact!
At
Schneider Electric, we believe access to energy and digital is a basic human right. We empower all to do more with less, ensuring Life Is On everywhere, for everyone, at every moment. We provide energy and automation digital solutions for efficiency and sustainability.
Mission:- In charge of Sales efficiency, Opportunity pipeline management, forecast process, FS overall KPI's & Delivery productivity /efficiency. The FS Sales and operations excellence leader animates the performance to maximize the conversion of opportunities into orders and sales.
- Therefore a specific focus has to be made on the performance of opportunities which are at the latest stages of the pipeline (ie stage 5 and 6) and there must be a strong collaboration with operational marketing who is in charge of driving demand generation and earlier stages of the pipeline (2 to 4).
What you will do- Lead AMSP (Annual Marketing and Sales Planning) and AEP (Annual Execution Plan) for Services Business
- Lead AMSP and AEP to define the 3-5 years Services Growth and Operations Objective and Priorities incorporating Sales, Operations, Marketing and Channel Priorities with Global, Regional and Local Stakeholders
- Drive and Deliver Tactical Actions from Yearly AMSP and AEP Objectives with Initiative Owners
- Deploy Services Sales & Operation Excellence Program
- Lead with Team to implement and animate using BFO (Bridge Front Office, CRM system based on Salesforce.com) opportunities pipeline reviews and collaborative sales forecast with sales team (including V1 / V2 / Outside sales / Inside sales and Channel / Partners) & Operations Team
- Analyze and Identify Enhancement Actions from BFO Analytics together with Services Leader, Head of Sales and Head of Operations
- Provide comprehensive support to Sales Manager in improving sales discipline and institutionalizing use of sales methodology (customer platforming, opportunity management, customer visits, coaching plans, probability forecast, sales forecast)
- Provide weekly / monthly / quarterly BFO based trends, gap reports and account performance reports to Services VP, Sales Directors and Operations Directors
- Ensure consistency between sales and operations programs cross country
- Reinforce Data Quality & Management
- Reinforce the right usage of BFO / BFS
- Engage the appropriate actions to cleanse data and monitor the trend
- Implement a commercial excellence dashboard / standard reports in alignment with the standards of Field Services activities (described in the Playbook) to ensure proper measure and allow benchmark between countries
- Ensure a proper understanding and usage of the metrics in the organization
- Benchmark Performance and Set Standards
- Analyze trends, sales pipelines & results, segmentation and customer typology analysis, forecast accuracy and build strategic data sets for market analysis and future planning, including ratios setting
- Analyze flows and respective performance per flow, drive conclusion on the target structure, build plans and ensure strong and smooth execution cross the field
- Implement End to End Continuous Enhancement Process
- Enhance Sales & Operations effectiveness by implementing end to end process simplification and standardization
- Improve Sales & Operations effectiveness by implementing a return on experience process and good practices
- Provide feedback to Operational Marketing in order to constantly improve the volume and quality of leads / opportunities entered at earlier stages (2, 3 and 4)
- Collaborate closely with Global / Regional for Digitization of Process and Tools
- Train All Key Players
- Ensure that everyone is regularly trained on the performance management tools and informed on the changes provided by the releases
- Guarantee the best usage of the tools and work on specific cases, notably on how to manage complex opportunities
Main Interactions:
- Services VP, Operational Marketing, Outside and Inside Sales teams, Services Management team, GTMs and Global Field Services Commercial Excellence
Key Success Factors
- Close Collaboration with Global, Regional and Local Sales, Operations, Marketing and Digital Teams for Collaborative Orders and Sales Achievement
- Strong Analytical Skills for End to End Services Sales and Operation Process and Identify Continuous Enhancement Actions to Simplify Engagements
- Collaboration with Operational Marketing to provide feedback on lead / opportunity generation
- Data accuracy
- Cross Collaboration with Other Countries and BU practices in performance management and sales network animation
What's in it for me? - Bachelor in Business Management, Electrical Engineering or equivalent; Master degree is an advantage
- Must be Result-Oriented with Strong Business Acumen
- Ability to effectively interface with Senior Management, as well as, a proven track record of developing and maintaining strong internal and external relationships.
- Experience in working with Global and / or Regional Stakeholders in Managing Business Priorities
- At least 5 years of relevant Sales and Marketing operational experience
- Ability to communicate effectively and lead by influence
- Ability to achieve results through Strategic and Consultative approach
- Good understanding of Services Process and commercial sales process
- Thorough understanding of technology, business process and tools; BFO experience is a must
- Knowledge of Schneider Electric products & services pyramid, at least for core offers in LV / MV / IT, is a plus
- Strong Analytics Skills & Microsoft Excel skills
- Strong interpersonal skills; action plan definition and execution oriented
- Excellent written and oral communication skills; fluent English is mandatory
Rewards designed for you
Our Total Rewards is our way of saying: We see you and we value you. It's more than just pay and benefits-it's a meaningful investment in you. It is designed to help you perform, grow, feel safe, and elevate your potential. The package helps you care for yourself and your family, plan your future, grow your skills and career, collaborate in an inclusive workplace, and contribute to your community. At Schneider Electric, we're here for what matters most to you. Discover more at our Career Page .
* Country-specific programs and initiatives may be available.
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!
€40 billion global revenue
+9% organic growth
150 000+ employees in 100+ countries
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.
At Schneider Electric, we uphold the highest standards of ethics and compliance, and we believe that trust is a foundational value. Our Trust Charter is our Code of Conduct and demonstrates our commitment to ethics, safety, sustainability, quality and cybersecurity, underpinning every aspect of our business and our willingness to behave and respond respectfully and in good faith to all our stakeholders. You can find out more about our Trust Charter here
Schneider Electric is an Equal Opportunity Employer. It is our policy to provide equal employment and advancement opportunities in the areas of recruiting, hiring, training, transferring, and promoting all qualified individuals regardless of race, religion, color, gender, disability, national origin, ancestry, age, military status, sexual orientation, marital status, or any other legally protected characteristic or conduct.
Responsibilities
Do you dream of working in a company that is driven by a meaningful purpose? An inclusive company that empowers you to do your best and be innovative?
We are looking for
Services Sales Excellence Specialist to make an impact!
At
Schneider Electric, we believe access to energy and digital is a basic human right. We empower all to do more with less, ensuring Life Is On everywhere, for everyone, at every moment. We provide energy and automation digital solutions for efficiency and sustainability.
Mission:- In charge of Sales efficiency, Opportunity pipeline management, forecast process, FS overall KPI's & Delivery productivity /efficiency. The FS Sales and operations excellence leader animates the performance to maximize the conversion of opportunities into orders and sales.
- Therefore a specific focus has to be made on the performance of opportunities which are at the latest stages of the pipeline (ie stage 5 and 6) and there must be a strong collaboration with operational marketing who is in charge of driving demand generation and earlier stages of the pipeline (2 to 4).
What you will do Lead AMSP (Annual Marketing and Sales Planning) and AEP (Annual Execution Plan) for Services Business - Lead AMSP and AEP to define the 3-5 years Services Growth and Operations Objective and Priorities incorporating Sales, Operations, Marketing and Channel Priorities with Global, Regional and Local Stakeholders
- Drive and Deliver Tactical Actions from Yearly AMSP and AEP Objectives with Initiative Owners
Deploy Services Sales & Operation Excellence Program - Lead with Team to implement and animate using BFO (Bridge Front Office, CRM system based on Salesforce.com) opportunities pipeline reviews and collaborative sales forecast with sales team (including V1 / V2 / Outside sales / Inside sales and Channel / Partners) & Operations Team
- Analyze and Identify Enhancement Actions from BFO Analytics together with Services Leader, Head of Sales and Head of Operations
- Provide comprehensive support to Sales Manager in improving sales discipline and institutionalizing use of sales methodology (customer platforming, opportunity management, customer visits, coaching plans, probability forecast, sales forecast)
- Provide weekly / monthly / quarterly BFO based trends, gap reports and account performance reports to Services VP, Sales Directors and Operations Directors
- Ensure consistency between sales and operations programs cross country
Reinforce Data Quality & Management - Reinforce the right usage of BFO / BFS
- Engage the appropriate actions to cleanse data and monitor the trend
- Implement a commercial excellence dashboard / standard reports in alignment with the standards of Field Services activities (described in the Playbook) to ensure proper measure and allow benchmark between countries
- Ensure a proper understanding and usage of the metrics in the organization
Benchmark Performance and Set Standards - Analyze trends, sales pipelines & results, segmentation and customer typology analysis, forecast accuracy and build strategic data sets for market analysis and future planning, including ratios setting
- Analyze flows and respective performance per flow, drive conclusion on the target structure, build plans and ensure strong and smooth execution cross the field
Implement End to End Continuous Enhancement Process - Enhance Sales & Operations effectiveness by implementing end to end process simplification and standardization
- Improve Sales & Operations effectiveness by implementing a return on experience process and good practices
- Provide feedback to Operational Marketing in order to constantly improve the volume and quality of leads / opportunities entered at earlier stages (2, 3 and 4)
- Collaborate closely with Global / Regional for Digitization of Process and Tools
Train All Key Players - Ensure that everyone is regularly trained on the performance management tools and informed on the changes provided by the releases
- Guarantee the best usage of the tools and work on specific cases, notably on how to manage complex opportunities
Main Interactions:
- Services VP, Operational Marketing, Outside and Inside Sales teams, Services Management team, GTMs and Global Field Services Commercial Excellence
Key Success Factors
- Close Collaboration with Global, Regional and Local Sales, Operations, Marketing and Digital Teams for Collaborative Orders and Sales Achievement
- Strong Analytical Skills for End to End Services Sales and Operation Process and Identify Continuous Enhancement Actions to Simplify Engagements
- Collaboration with Operational Marketing to provide feedback on lead / opportunity generation
- Data accuracy
- Cross Collaboration with Other Countries and BU practices in performance management and sales network animation
