Business Development Manager - Electrical Maintenance
Schneider Electric™creates connected technologies that reshape industries, transform cities and enrich lives. Our 144,000 employees thrive in more than 100 countries. From the simplest of switches to complex operational systems, our technology, software and services improve the way our customers manage and automate their operations.Help us deliver solutions that ensure Life Is On everywhere, for everyone and at every moment:https://youtu.be/NlLJMv1Y7Hk.
Great people make Schneider Electric a great company.
What do you get to do in this position?
This position will have primary responsibility for market penetration and promotion of the Schneider Electric US Services maintenance offers and extended warranty offer. This position requires a motivated individual to leverage internal resources to drive more revenue for the many customer solutions available. This individual must have solid knowledge of LV and MV offers for many equipment applications. This position must be able to demonstrate the features and benefits of each solution and be able to develop a cost/benefit methodology when presenting and closing large maintenance opportunities. This position will be focused on providing sales support as the Subject Matter Expert.
This role requires the BDM to be familiar with the various market segments and tailor these solutions toward the needs of the customer. This position will be expected to leverage the US Services Sales Engineers along with SE Cross Business Unit sales personnel to develop new customer opportunities. The BDM must also engage with the US Services Channel team to leverage the SE Distribution network. This role must also coordinate with the Marketing support team to drive the current product lines and offers as well as supporting the analysis, development, launch and support of new product lines to drive the business transformation and strategic growth objectives.
This position can be located anywhere in the United States and may require 50%-70% travel. Initial time and training will be spent in Raleigh NC.
The primary responsibility of this position will be to promote the offers and solutions to customers related to electrical distribution maintenance and extended warranties associated with maintenance contracts. With the support of Marketing and Marketing analytics, develop a strategic plan to grow the business to meet/exceed targets. Responsibilities include, but are not limited to:
Thorough understanding of all brands across the variety of voltage classes and customer applications.
Ability to develop, cultivate and close multi-year maintenance contracts.
Ability to work with large scale customers to develop strategic asset management plans that incorporate maintenance, replacement and upgrades.
Understanding of terminology along with knowledge of the breakers, protection systems, transformers, switchgear and other electrical distribution equipment.
Develop the 30/60/90 day action plan along with a long range market strategy for growth of the offers, market share capture, competitive positions and define the target customers and segments with the highest growth potential.
Support and leverage the Marketing team to develop the value proposition, offer differentiation from the competition, promotional materials that highlight the cost/benefit to the customer and work to better define market price levels and tracking.
Support the development of a strong value proposition of the maintenance and extended warranty solutions.
Review training materials for the SE sales force to ensure adequate knowledge of the offers to be able to generate opportunities.
Manage the Salesforce pipeline and dashboard to monitor and track activities.
This role would be expected to make presentations to a variety of customers within all market segments as the subject matter expert representing US Services.
This position must have the ability to leverage technology and resources to make presentations both in person, virtually along with webcast events.
Take the lead role in understanding the market trends and provide feedback to marketing for new offer development.
Interface with internal SE US Service sales teams along with Cross BU teams, both nationally and globally, to expand and strengthen the offerings to drive growth and awareness into key markets.
Identify the key competitors and study their offers to leverage this knowledge to better position SE with a differentiated offer for both LV and MV solutions.
The compensation for this position will be tied to the overall revenue number for maintenance and be compensated based on the growth of this offer.
4 year College/University degree or equivalent Maintenance and testing experience
5+ years of relevant work experience in customer facing sales.
Intimate knowledge of Salesforce and opportunity creation and monitoring.
Demonstrated ability to deliver innovative solutions.
Understanding of life-cycle of electrical distribution infrastructure and the life extension value proposition.
Experience with selling maintenance contracts that can be leveraged in this BDM role.
Excellent communication and interpersonal skills.
Accountable, self-motivated, aggressive attitude toward success and proactive demeanor.
Ability to adapt and modify the sales approach to meet customer expectations.