Job Description - Digital Outside Sales Services (OSSR) (007Q50)
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 :
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
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 :
8 years technical sales experience.