Schneider Electric
The End User Automation Sales Executive is responsible for establishing and maintaining the sales relationship with each End User customer/prospect in their portfolio at every level from the executive suite to departmental line managers. He/She drives new business through the identification, development, negotiation, and closure of new agreements with prospects and customers, and participates in the subsequent maintenance of customer relationships.
In this role, Sales Executive drives indirect End User automation sales through better management of ecosystem (System Integrators, Process OEM, Automation Distributors, Consulting Engineers, EPCs…), and Digital Services and Software as differentiators. To this end, he/She leverages his/her industry and financial business knowledge to create demand and persuade through the development and presentation of compelling purchasing rationales. Product, Services and Solution will encompass all Schneider Electric EcoStruxure Plant offerings and range in scale from product sales to complex, multi-service, and multi-year partnerships. Specific new sales/revenue and profit margin targets are established annually by management.
Key Responsibilities
New business development via prospecting, qualifying, selling, and closing
Managing customer relationship through all phases of the sales cycle
Ensuring smooth transition of new business from sales to delivery by System Integrators Partners
Coaching and mentoring partner’s delivery leaders on customer relationship management issues
Providing feedback on customer wants and needs to the Schneider Electric strategic portfolio function
Ensuring compliance with Schneider Electric sales processes and new business approval requirements
Coordinating the relationship between key customer personnel and Schneider Electric senior executives
Leading or coordinating global relationship management initiatives with other geographic units of Schneider Electric focused on the same customer.
The Sales Executive also shares industry, deal, and sales best-practice knowledge with the Schneider Electric sales community and may mentor and coach other Sales Executives.
Job Essential Functions
Create and maintain territory sales plan
Drive growth through collaboration with SE Automation distributors
Identify prospects and create entry strategies for each
Identify System Integrator partners with expertise in different segments/applications, who can deliver the solution to End User Customers.
Utilize business and financial knowledge to create value propositions
Execute competitive sales tactics to win business
Coordinate deal crafting and positioning
Lead or participate in contract negotiations
Manage demand and qualify opportunities
Education
Undergraduate degree, preferably in Business, Engineering, Computer Science, or Economics. An MBA, graduate degree in Business, Engineering, Computer Science, Economics or Engineering or professional qualifications in Law or Finance are considered a major plus.
Experience
5 + years of complex, solution selling sales experience in manufacturing facilities (e.g. Consumer Packaged Goods (CPG) including Food & Beverage/ Life Sciences / Personal Care, Water /Waste Water, Metals Mining & Minerals).
Strong technical knowledge: Automation Systems and Solutions, PLC, PAC, Automation Controllers, CONTROLS, Drives, HMI, SCADA, MES, iIoT solutions, Connected Devices
Experience in Solution Selling, Outcome Based Selling, Customer-Centric Selling
Knowledgeable of Business Solutions and Manufacturing Applications, Smart Factories
Ability to establish CXO level relationships
Track record of meeting/exceeding yearly quota
Experience in business transformation solutions
Capability to understand MES and Control Architecture Systems, the value they bring to the industry and prospects
You are a true team player who
Emphasizes success within your team and accept responsibility when you make mistakes
Acknowledges what is real and shows appreciation for others
Demonstrates self-motivation and always looking for the next step and desire change and challenged from the daily routine
Shows good judgement, self & interpersonal awareness, and understands your own strengths and weaknesses
At Schneider Electric, we uphold the highest standards of ethics and compliance, and we believe that trust is a foundational value. Our Trust Charter is our Code of Conduct and demonstrates our commitment to ethics, safety, sustainability, quality and cybersecurity, underpinning every aspect of our business and our willingness to behave and respond respectfully and in good faith to all our stakeholders. You can find out more about our Trust Charter here.
Schneider Electric is an Equal Opportunity Employer. It is our policy to provide equal employment and advancement opportunities in the areas of recruiting, hiring, training, transferring, and promoting all qualified individuals regardless of race, religion, color, gender, disability, national origin, ancestry, age, military status, sexual orientation, marital status or any other legally protected characteristic or conduct.
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In this role, Sales Executive drives indirect End User automation sales through better management of ecosystem (System Integrators, Process OEM, Automation Distributors, Consulting Engineers, EPCs…), and Digital Services and Software as differentiators. To this end, he/She leverages his/her industry and financial business knowledge to create demand and persuade through the development and presentation of compelling purchasing rationales. Product, Services and Solution will encompass all Schneider Electric EcoStruxure Plant offerings and range in scale from product sales to complex, multi-service, and multi-year partnerships. Specific new sales/revenue and profit margin targets are established annually by management.
Key Responsibilities
New business development via prospecting, qualifying, selling, and closing
Managing customer relationship through all phases of the sales cycle
Ensuring smooth transition of new business from sales to delivery by System Integrators Partners
Coaching and mentoring partner’s delivery leaders on customer relationship management issues
Providing feedback on customer wants and needs to the Schneider Electric strategic portfolio function
Ensuring compliance with Schneider Electric sales processes and new business approval requirements
Coordinating the relationship between key customer personnel and Schneider Electric senior executives
Leading or coordinating global relationship management initiatives with other geographic units of Schneider Electric focused on the same customer.
The Sales Executive also shares industry, deal, and sales best-practice knowledge with the Schneider Electric sales community and may mentor and coach other Sales Executives.
Job Essential Functions
Create and maintain territory sales plan
Drive growth through collaboration with SE Automation distributors
Identify prospects and create entry strategies for each
Identify System Integrator partners with expertise in different segments/applications, who can deliver the solution to End User Customers.
Utilize business and financial knowledge to create value propositions
Execute competitive sales tactics to win business
Coordinate deal crafting and positioning
Lead or participate in contract negotiations
Manage demand and qualify opportunities
Education
Undergraduate degree, preferably in Business, Engineering, Computer Science, or Economics. An MBA, graduate degree in Business, Engineering, Computer Science, Economics or Engineering or professional qualifications in Law or Finance are considered a major plus.
Experience
5 + years of complex, solution selling sales experience in manufacturing facilities (e.g. Consumer Packaged Goods (CPG) including Food & Beverage/ Life Sciences / Personal Care, Water /Waste Water, Metals Mining & Minerals).
Strong technical knowledge: Automation Systems and Solutions, PLC, PAC, Automation Controllers, CONTROLS, Drives, HMI, SCADA, MES, iIoT solutions, Connected Devices
Experience in Solution Selling, Outcome Based Selling, Customer-Centric Selling
Knowledgeable of Business Solutions and Manufacturing Applications, Smart Factories
Ability to establish CXO level relationships
Track record of meeting/exceeding yearly quota
Experience in business transformation solutions
Capability to understand MES and Control Architecture Systems, the value they bring to the industry and prospects
You are a true team player who
Emphasizes success within your team and accept responsibility when you make mistakes
Acknowledges what is real and shows appreciation for others
Demonstrates self-motivation and always looking for the next step and desire change and challenged from the daily routine
Shows good judgement, self & interpersonal awareness, and understands your own strengths and weaknesses
At Schneider Electric, we uphold the highest standards of ethics and compliance, and we believe that trust is a foundational value. Our Trust Charter is our Code of Conduct and demonstrates our commitment to ethics, safety, sustainability, quality and cybersecurity, underpinning every aspect of our business and our willingness to behave and respond respectfully and in good faith to all our stakeholders. You can find out more about our Trust Charter here.
Schneider Electric is an Equal Opportunity Employer. It is our policy to provide equal employment and advancement opportunities in the areas of recruiting, hiring, training, transferring, and promoting all qualified individuals regardless of race, religion, color, gender, disability, national origin, ancestry, age, military status, sexual orientation, marital status or any other legally protected characteristic or conduct.
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