Digital Outside Sales Services (OSSR)
Schneider Electric
Casablanca, MA
il y a 3j

Job Description - Digital Outside Sales Services (OSSR) (007Q50)

Job Description

Digital Outside Sales Services (OSSR)-007Q50

Deploys all sales actions to transform the depths of Power Services sold to our installed base through advanced software-based applications (EcoStruxure Power) and specialized service offers (power quality audit and correction).

DPIBS Hunter will be assigned to work with assigned key customers typically SA / MCTA / TA customers in electro-sensitive, electro-intensive segments (mainly large account platformed in S2, S3, G3 within their geographical assignment) where there is strong potential for Digital Power growth, while also supporting other OSSR as a subject matter expert.

The Field Services Outside Sales Representative (OSSR) operates in a CONSULTATIVE mode focusing on key customers and driving complex deals though Face-to-Face and virtual engagements with customers having qualified installed base.

They are accountable for the promotion and sales of Digital Power install base services scope, with a deep focus on specialized solutions such as electrical distribution digitization (software) and / or power quality.

Digital Services scope is focused on EcoStruxure Service Plan Power Management and bundling with EcoStruxure Asset Advisor.

This position is responsible for developing and maintaining relationships with key SE customers to identify the scope of work, estimate and sell system adds / modifications and maintenance agreements so as to meet or exceed his / her profitable sales target.

The Consultative OSSR is responsible for building relationships at all levels of the customers organization to ensure new offers for digital, as-a-service, consulting, digital energy and industry are fully comprehended by the customer’s organization.

The OSSR addresses and services the needs of established accounts, utilizes excellent products / solutions / services and customer knowledge to educate customers on pricing and application advantages, and how they meet customer's needs.

The DPIBS Hunter OSSR will collaborate closely with Digital Power sales and Product Application Engineers on opportunity development and for technical expertise as needed.

The OSSR leverages the Field Service and Digital Power Tendering team to create timely proposals.

He / she will interact with V1 Account manager from the Bus or National Sales Force, and also with FS ISSR and FS Operations.

He / she will have the motivation to support Customer Success Manager / ISSR responsible for managing EcoStruxure Service Plan PM contracts, and for managing pull-through opportunities developed in digital audits while also supporting contract renewals.

Essential Responsibilities :

  • Develops and executes annual sales plan for key customers in their account portfolio and on targeted DPIBS actions for accounts outside of their portfolio.
  • Applies market and account skills necessary for dealing with specific target audiences.
  • Increases the stickiness of Schneider Power Services with customers by leading the promotion of specialized applications in support of EcoStruxure Power.
  • Educates customers on all SE products and services with special attention on recurring and digital offers Cross selling of Field Service portfolio Power, Secure Power & Cooling, Digital Energy, Industry

  • Secures customer satisfaction overseeing all ongoing activities with the customer (orders, )
  • Utilizes BFO () for sales funnel management, account planning, performance and opportunity detection via Sales Cockpit.
  • Provides monthly forecasts, using BFO, and summaries in a timely manner.
  • Participates in the preparation of analysis and reports on field service performance.
  • Provides precise and timely information to Tender team to prepare sales quotations and proposals
  • Monitors margin to be at or above country thresholds. Uses DOA process to escalate opportunities below thresholds.
  • Works closely with Inside Service Sales Representatives and the BU account managers to maximize business opportunities.
  • Is feeding the Field Services Marketing leaders with Offers feedback and needs
  • Coordinates and / or attends trade shows and marketing / sales seminars as needed
  • Key Success Factors

    Demonstrated expertise in one or more specialized applications identified by EcoStruxure Power, and accompanying skills related to consultative / solution selling, managing complex deals.

    Ability to engage customers in person and virtually and move the sales process forward.

    Comfort with available technologies for remote communication, and customer / opportunity management

    Good working relationship and regular coordination with Tendering team, all Account Managers (incl. GAM / KAM) for opportunities identification and support

    Regular collaboration with FS Operational Marketing team for thorough understanding of Installed Base of their customer portfolio.

    Education / Skills :

  • The successful candidate should have a (4) year college degree or equivalent work experience and >
  • 8 years technical sales experience.

  • Account management skills
  • Consultative Selling with experience in software sales.
  • Ability to build a sustainable and reliable relationship with the customer. The concept of Customer Intimacy is critical in Field 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. Good knowledge of power, secure power, industry systems.
  • Proficient in Microsoft Office suite and ERP / CRM related tools. Excellent organizational skills.
  • Ability to leverage technology for communications and managing own performance
  • Ongoing

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