Territory Sales Engineer

Schneider Electric•Philadelphia, PA

12d•Remote

About The Position

Schneider Electric creates connected technologies that reshape industries, transform cities and enrich lives. The Territory Sales Engineer will become a trusted advisor with Electrical Contractors and Channel Partners across several market segments to influence and guide the design of small to large electrical distribution systems. This role involves maintaining a strong market presence by engaging directly with small to medium electrical contractors to drive Schneider relationship and channel-led business. The engineer will partner with channel outside sellers to execute territory strategies focused on electrical contractor engagement and demand creation, and gather feedback to shape future offers and market approach. The role is responsible for executing channel strategies to drive market share growth, including plans for electrical contractor acquisition. The sales will encompass merchandised and engineered-to-order equipment for electrical networks. The engineer will interpret electrical plans and specifications to develop proposals, drive market strategy and customer demand through account plans, and exceed sales and profitability metrics. They will connect Electrical Contractors and Channel Partners to cutting-edge offers, applications, and tools, and collaborate with internal teams (Inside Sales, Quotation Specialists, Project Managers, Channel Managers, Account Managers, Business Development) to deliver solutions. The role involves consulting with various internal and external stakeholders to promote Schneider Electric innovations. The engineer will create and develop growth-oriented business plans with channel partners for contractor acquisition and existing accounts, establishing performance measures. They will communicate Schneider Electric’s software, cloud analytics, and services story to partners and develop/strengthen relationships to capitalize on sales and services synergies. The role is responsible for assisting with the management and execution of local Channel relationships and activities within a defined Sales Area, including tactical execution of operational plans for channel partner enablement, sales plans, promotions, training programs, and inventory planning. The engineer will stay current on competitive offers and share insights to develop strategies, and embody the Schneider Electric brand to promote other business units. Schneider Electric is looking for individuals who can contribute to turning sustainability ambition into actions at the intersection of automation, electrification, and digitization.

Requirements

3+ years relevant sales experience preferred.
A bachelor’s degree in Engineering, Technology, Business or Communications is preferred. A combination of education and/or relevant experience will be considered.
Experience in electrical distribution or energy management industries
Experience selling through distribution and to trade professionals.
Experience with any of the following: low voltage electrical distribution and/or medium voltage electrical distribution equipment, controls, or energy management technologies.
Familiarity with Power Distribution Equipment such as busway, panelboards, transformers, switchboards, electrical components, services, and software preferred.
Experience with consultative sales methodologies.

Nice To Haves

Familiarity with Power Distribution Equipment such as busway, panelboards, transformers, switchboards, electrical components, services, and software.

Responsibilities

Become a trusted advisor with Electrical Contractors and Channel Partners and across several market segments to influence and guide the design of small to large electrical distribution systems.
Maintain a strong presence in the market by spending significant time with and on behalf of the channel, directly engaging with small to medium electrical contractors. Goal to help drive Schneider relationship and channel led business.
Partner with channel outside sellers to jointly plan and execute territory strategies focused on electrical contractor engagement and demand creation.
Gather electrical contractor feedback from the field to help shape future offers, programs, and market approach.
Execute channel strategies to drive Schneider’s market share growth, including plans in support of electrical contractor acquisition sales.
Interpret electrical plans and specifications to develop winning proposals to clientele.
Drive market strategy and customer demand through multi-layered account plans.
Exceed sales and profitability metrics to assist in achieving Schneider Electric’s ambitions for growth in assigned market.
Connect Electrical Contractors and Channel Partners to cutting-edge offers, applications and tools to help them achieve their commercial goals.
Work with internal teams of Inside Sales, Quotation Specialists, Project Managers, Channel Managers, Account Managers, Business Development and other cross-functional professionals to deliver solutions that solve customer needs.
Consult with Electrical Contractors, Channel Partner Management, Branch Management, Purchasing, Outside Sales, Inside Sales, Counter Sales, Estimators, Quotations, Pricing Managers and Project Management to bring awareness of Schneider Electric innovations to market.
Create and develop growth-orientated business plans (JGPA/Targeting) with channel partners for electrical contractor acquisition and existing accounts. Gain agreement, establishing measures of performance to drive mutual accountability.
Communicate Schneider Electric’s software, cloud analytics and services story to our electrical contractors and channel partners as it relates to their own digital journey.
Develop and strengthen relationships at small to medium electrical contractors and key channel partners to capitalize on sales and services synergies, leverage operational efficiencies and assure profitable partnerships.
Assist with the management and execution of local Channel relationships and activities for Schneider Electric within a defined Sales Area.
Assist with the tactical execution of operational plans to drive the enablement of channel partners to realize growth targets by implementing sales plans, national/local promotions, training programs (on-line, self-paced, BOOST, Edge, etc.), and inventory planning.
Remain current on competitive offers and share insights with Electrical Contractors, Channel Partners, Line of Business and Pricing organizations to develop strategies.
Embody Schneider Electric in the eyes of our customers and channel partners. Share the Schneider Electric brand story to pull through other Schneider Electric technologies and business units.