About the position
The Industrial End User Automation Sales Executive is responsible for the establishment and maintenance of the sales relationship with each End User customer/prospect in their portfolio at every level from the (CxO) executive suite to departmental line managers. You will drive new business through the identification, development, negotiation, and closure of new agreements with prospects and customers, and participates in the subsequent maintenance of customer relationships. Target potential leads, qualifies them, and leads the pursuit team in crafting and positioning the deal. In this role, the Sales Executive drives indirect End User automation sales through better management of ecosystem (System Integrators, Process OEM, Consulting Engineers, EPCs), and Digital Services and Software as differentiators. You will leverage your industry and financial business knowledge to create demand and persuade through the development and presentation of compelling purchasing rationales. Product, Services and Solution will encompass all Schneider Electric EcoStruxure Plant offerings and range in scale from product sales to complex, multi-service, and multi-year partnerships. Specific new sales/revenue and profit margin targets are established annually by management.
Responsibilities
- New business development via prospecting, qualifying, selling, and closing
- Managing customer relationship through all phases of the sales cycle
- Ensuring smooth transition of new business from sales to delivery by System Integrators
- Coaching and mentoring partner's delivery leaders on customer relationship management issues
- Providing feedback on customer wants and needs to the Schneider Electric strategic portfolio function
- Ensuring compliance with Schneider Electric sales processes and new business approval requirements
- Coordinating the relationship between key customer personnel and Schneider Electric senior executives
- Leading or coordinating global relationship management initiatives with other geographic units of Schneider Electric focused on the same customer
- Create and maintain territory sales plan
- Drive growth through collaboration with SE Automation distributors
- Identify prospects and create entry strategies for each
- Identify System Integrator partners with expertise in different segments/applications, who can deliver the solution to End User Customers
- Utilize business and financial knowledge to create value propositions
- Execute competitive sales tactics to win business
- Coordinate deal crafting and positioning
- Lead or participate in contract negotiations
- Manage demand and qualify opportunities
Requirements
- Undergraduate degree, preferably in Business, Engineering, Computer Science, or Economics
- An MBA, graduate degree in Business, Engineering, Computer Science, Economics or Engineering or professional qualifications in Law or Finance are considered a major plus
- 5 + years of complex, solution selling sales experience into the Water/Wastewater market segment
- Strong technical knowledge: Automation Systems and Solutions, PLC, PAC, Automation Controllers, CONTROLS, Drives, HMI, SCADA, MES, iIoT solutions, Connected Devices
- Experience in Solution Selling, Outcome Based Selling, Customer-Centric Selling
- Knowledgeable of Business Solutions and Manufacturing Applications, Smart Factories
- Ability to establish CXO level relationships
- Track record of meeting/exceeding yearly quota
- Experience in business transformation solutions
- Capability to understand MES and Control Architecture Systems, the value they bring to the industry and prospects
