Digital & Recurring Business Development Manager

Schneider Electric

8h • $124,000 - $186,000 • Hybrid

About The Position

Schneider Electric creates connected technologies that reshape industries, transform cities and enrich lives. Our 135,000+ employees thrive in more than 100 countries. From the simplest of switches to complex operational systems, our technology, software and services improve the way our customers manage and automate their operations. Help us deliver solutions that ensure Life Is On everywhere, for everyone and at every moment.
https://youtu.be/4EtpkB0cuXE
Great people make Schneider Electric a great company.
What do you get to do in this position?
The Digital and Recurring Business Development Manager (BDM) is responsible for maximizing installed base Services revenue for an assigned portfolio of Accounts (Existing Customers and/ or Service Partners). The inbound talent should deploy sales activities in a hybrid mode between driving Face-to-Face and virtual engagements to grow the Services new business revenue from the Installed Base. This role is accountable to promote and sell recurring services at a 2X recurring order growth rate compared to base business growth.
Mission:
Maximize services revenue by establishing, building, and nurturing relationships with assigned accounts
Manage and develop the accounts by proposing tailored solutions to assigned accounts as business opportunities
He/she will have the motivation to increase the number of Service Plans (traditional and digital) in their assigned accounts.

Requirements

• Ability to engage customers in person and virtually and move the sales process forward. Up to 45 % of Customer Facing Time (CFT) including physical visits or virtual interactions.
• Comfort with available technologies for remote communication, and customer/opportunity management
• Good working relationship and regular coordination with Tendering team, all Account Managers for opportunities identification and support
• Regular collaboration with Services Operational Marketing team for thorough understanding of Installed Base of their customer portfolio. (Update Install Base, Data Quality customer improvement)
• Education: Bachelor /associate degree in Electrical / Electronic Engineering
• Experience: 4 year college degree or equivalent work experience and at least 3 years technical sales experience. Selling contract, services, sustainability, consulting, audits
• Soft skills: Ability to build a sustainable and reliable relationship with the customer. The concept of Customer Intimacy is critical in 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.
• Ability to leverage technology for communications and managing own performance

Nice To Haves

• Virtual Sales, Partner Sales or CCC experience is a plus

Responsibilities

• Manage assigned accounts
• Develop and execute annual sales plan for key customers in their account portfolio (Platforming & Coverage Execution).
• Develop and maintain relationship with existing customer and Services Partners at all levels
• Apply market and account skills necessary for dealing with specific segments or target audiences.
• Increase the stickiness of Schneider services with customers by promoting and selling of the complete Services offer portfolio
• Proactively contact customers and educate them on the complete Service offers special attention on recurring and digital offers.
• Secure customer satisfaction overseeing all ongoing activities with the customer (Order, Delivery etc)
• Utilize Bfo (Salesforce.com) for sales funnel management, account planning, performance and opportunity detection
• Keep updated Accounts data & Installed Base data in bFO/bFS
• Provide monthly forecasts, using bFO, and summaries in a timely manner.
• Participate in the preparation of analysis and reports on service performance.
• Provide precise and timely information to Tender team to prepare sales quotations and proposals
• Monitor margin to be at or above country thresholds. Use DOA process to escalate opportunities below thresholds.
• Work closely with Lead Virtual Service Sales Representatives and the BU account managers to maximize business opportunities.
• “Feed” the Services Marketing leaders with Offers feedback and needs
• Coordinate and/or attend trade shows and marketing/sales seminars as needed
• Build and manage Services Opportunity Pipeline
• Analyze & qualify opportunities in Bridge Front Office (Schneider’s Sales force based Opportunity management tool) and secure a healthy pipeline
• Meet daily goal for outbound sales calls to support existing customer portfolio and identify and pursue new opportunities with assigned accounts.
• Manage calls and e-mails to support existing customer base and foster new points of contact and potential accounts thanks to Demand Generation Engines (marketing & sales campaign, FSR leads and CCC/other sales leads)
• Develop up & cross-selling between Line of Businesses service offer
• Coordinate with all the Services & Product teams if needed, to satisfy service opportunities
• Document all records of customer history in BFO.

Benefits

• Schneider Electric also offers a comprehensive benefits package to support our employees, inclusive of medical (with member reward points), dental, vision, and basic life insurance, Benefit Bucks (credits to apply towards your benefits) flexible work arrangements, paid family leaves, 401(k) + match, well-being and recognition (including service anniversary) programs, 12 holidays per year, 15 days of paid time off per year (pro-rated in the first year of employment based on start date), opportunity to purchase company stock (eligibility depends on start date), and military leave benefits.
• Schneider Electric offers a robust benefits package to support our employees such as flexible work arrangements, paid family leave, 401(k)+ match, and more.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level