End User Key Accounts Manager

Schneider Electric•Richmond, VA

22d•Hybrid

About The Position

Are you a professional salesperson who gets excited about working with the largest and most important of customers? Do you have an entrepreneurial spirit and are passionate about the business of sales? Do you aspire to work with a company that is recognized as a leader in its field and is committed to supporting the growth of their people? We are looking for the right person to fully develop our key accounts in the British Columbia region. You will be dedicated mainly to Infrastructure and Healthcare segments. In this role, priority is given to develop new business and saturate existing accounts with the entire Schneider Electric scope (product, software & services), develop long-term strategies around digitization and sustainability while securing orders for the entire Schneider Electric scope working with sales specialists from various divisions. Lead the end user transformation strategy within a defined territory or list of accounts, coordinating various solutions from across the organization. Understand how to navigate the internal matrix of a customer’s organization, engaging with key decision makers. Establish customer intimacy through connections at all required levels of customer organization (engineering, purchasing department, plant/site managers, etc.). Provide leadership & direction across the business ecosystem serving the end user (preferred distributors, system integrators, contractors, etc.). Manage customer responsiveness and overall customer satisfaction. Act as the primary point of contact and facilitates the coordination of cross-functional activities, resources and establishes key matrix relationships. Develop and execute accounts plans, develop long-term strategies around digitization, energy efficiency, and sustainability. Prescribe and influence tender specifications with differentiating features and benefits, all the way to deal closing, as necessary. Collect offer gaps, competitor information, pain points, and customer satisfaction. Uses this information to strengthen Schneider Electric’s position. Maintain opportunity pipeline, log in the company CRM and follow the Customer Procurement Process (CPP). Participate in industry organization and events.

Requirements

8+ years of combined sales technical experience in the electrical and/or automation industry
Engineering degree, CET, or equivalent industry experience
Self-starter who can work independently and as part of a team
Possess strong relationship development and leadership skills
Have good organizational skills and are comfortable using a CRM system
Able to be flexible and adapt to various industries and environments
Have effective time management skills and can be task oriented
Ability to travel up to 50%, primarily within BC. Occasional national and international travel may be required for training purposes.

Nice To Haves

Power Systems experience in energy intensive applications and/or Industrial Automation, preferably

Responsibilities

Develop new business and saturate existing accounts with the entire Schneider Electric scope (product, software & services)
Develop long-term strategies around digitization and sustainability while securing orders for the entire Schneider Electric scope working with sales specialists from various divisions.
Lead the end user transformation strategy within a defined territory or list of accounts, coordinating various solutions from across the organization.
Understand how to navigate the internal matrix of a customer’s organization, engaging with key decision makers.
Establish customer intimacy through connections at all required levels of customer organization (engineering, purchasing department, plant/site managers, etc.).
Provide leadership & direction across the business ecosystem serving the end user (preferred distributors, system integrators, contractors, etc.).
Manage customer responsiveness and overall customer satisfaction.
Act as the primary point of contact and facilitates the coordination of cross-functional activities, resources and establishes key matrix relationships.
Develop and execute accounts plans, develop long-term strategies around digitization, energy efficiency, and sustainability.
Prescribe and influence tender specifications with differentiating features and benefits, all the way to deal closing, as necessary.
Collect offer gaps, competitor information, pain points, and customer satisfaction. Uses this information to strengthen Schneider Electric’s position.
Maintain opportunity pipeline, log in the company CRM and follow the Customer Procurement Process (CPP).
Participate in industry organization and events.