Industrial Territory Sales Engineer

Schneider Electric•Richmond, VA

About The Position

The Industrial Territory Sales Engineer serves as a trusted advisor to channel partners and channel-partner-led industrial accounts, including end users, system integrators, original equipment manufacturers, and control panel builders. The role influences the design of industrial automation systems across market segments and sells power and industrial products used to distribute, monitor, automate, and control industrial applications. It connects channel partners with Schneider Electric offers, applications, tools, training, and technical and commercial resources to support their success. Within a defined sales area, the role manages local channel relationships and activities and acts as a primary interface for channel partners. It develops and executes account and market plans, supports acquisition and existing-account growth, and helps channel partners reach growth targets through sales plans, promotions, training, inventory planning, pricing, and performance measures. The position collaborates with internal sales, channel, pricing, offer-management, project-management, and other cross-functional teams to deliver customer solutions and meet sales and profitability goals. The position also shares competitive insights, communicates Schneider Electric’s software, cloud analytics, services, and broader brand story, and helps channel partners position Schneider products and solutions. The role is a full-time U.S.-based position with an expected annual pay range of USD 115,200 to USD 172,800, including base pay and short-term incentives.

Requirements

Experience in electrical distribution, industrial automation, or energy management industries.
Experience selling through distribution and to trade professionals.
Experience with consultative sales methodologies.

Nice To Haves

Three to five years of relevant sales experience.
A bachelor’s degree in Engineering, Technology, Business, or Communications; a combination of education and relevant experience will be considered.
Experience with industrial product technologies such as variable frequency drives (VFDs), soft starts, control relays, signaling, sensors, human-machine interfaces (HMIs), motor control, or circuit breakers.

Responsibilities

Build trusted relationships with channel partners and channel-partner-led industrial accounts to influence industrial automation system design.
Sell power and industrial products used to distribute, monitor, automate, and control industrial applications.
Connect channel partners with Schneider Electric offers, applications, and tools that support their commercial success.
Consult with channel managers, branch managers, purchasing personnel, sales teams, industrial specialists, and end-user engineers to promote Schneider Electric innovations.
Collaborate with inside sales, outside sales, channel managers, pricing, offer management, and other cross-functional teams to meet customer needs.
Develop and execute multi-layered account plans and market strategies with channel partners, including pricing agreements, promotions, and joint sales activities.
Meet sales and profitability metrics in support of growth goals for the assigned market.
Strengthen distributor relationships to support sales and service synergies, operational efficiencies, and profitable partnerships.
Manage and execute local channel relationships and activities within a defined sales area.
Execute channel strategies to grow market share, including plans supporting acquisition sales.
Participate in inventory reviews to help ensure channel partners maintain appropriate inventory for their markets.
Lead tactical execution of operational plans, including sales plans, local and national promotions, training programs, and inventory planning.
Develop growth-oriented business plans with distributors for acquisition and existing accounts, establish performance measures, and promote mutual accountability.
Assist industrial teams in creating and presenting industrial battlecards to help channel partners position Schneider products for solution selling.
Partner with the area channel manager to implement the Alliance Program and growth performance metrics.
Support strategic and tactical execution of shared goals involving pricing, promotions, and inventory analytics.
Ensure channel partners complete ongoing training requirements.
Monitor competitive offers and share insights with channel partners, line-of-business teams, and pricing organizations.
Communicate Schneider Electric’s software, cloud analytics, and services to channel partners and contractors in relation to their digital journeys.
Represent Schneider Electric’s brand and promote its technologies and business units to customers and channel partners.