The main mission of the Consulting Sales Representative is to grow the consulting services business in the Country/Cluster.
Support the sales team (V1 and Services V2) to identify/pitch consulting opportunities. This includes consulting-specific customer platforming with the marketing team, join customer visits with the sales team, attendance during consulting jobs and follow-up with the sales team.
Main Objectives:
- Identify the right customers to promote consulting offer during customer visits and events.
- Possess knowledge of common power system issues and associated solutions.
- Create excellent long-term relationships with customers by being a Trusted Advisor.
- Ensure customer satisfaction with follow up proposals and necessary visits.
- Ensure sales teams (V1 and Services V2) systematically promote Consulting offers to solve customers pain points.
- Support customer platforming with marketing and sales team to identify the right customer.
- Define a clear strategy to increase consulting in service mix and in relevant segment.
- Be the reference person for all Consulting Services in the Country/Cluster.
- Identify gaps in offer and propose solutions in close collaboration with Operational Marketing Leader in the Country/Cluster and Category Manager in the region.
- Collaborate closely with other offer OSSR's to bundle Consulting Services with other services offers (recurring, modernization).
- Provide commercial, tendering, technical and legal support in all stages of the offer. Get support from Commercial and LOB teams when necessary.
- Articulate the consulting offer from sales to execution by proposing action plans in conjunction with regional teams.
- Coordinate with Category Managers to get the adequate consultants (from Country if available, regional hub or central team) to perform the consulting jobs.
- Support marketing team in AMSP & 3YP on the consulting part
- Collaborate with V1 and V2 service sales team to identify and promote Consulting Services.
- Monitor Pipeline creation by V2 (consulting offers and pullthrough opportunities).
- Ensure bFO Guidelines compliance for Consulting Services (including all consulting activities captured as a separate line/opportunity for opportunities consisting of several opportunity lines).
- Attend customer visits with V1/V2 team when required and appropriate.
- Animate and challenge pipeline with sales opportunity leaders.
- Define the consulting offer to be proposed to a customer (EcoConsult Audits for Power, IA, DC (Pro, Advanced, Essential), Electrical Digital Twin Services or System Studies) according to the customer pain points.
- Sales Training for V2s, V1s, KAMs sales force.
- Follow KPIs for Consulting Services (Orders and Pull-Through).
- Attend internal, customer kick off meeting and final presentation to ensure that the transition from execution to sales is properly done for future sales to follow up with recommendations.
- Review quotation and cost analysis prior to sending an offer.
- Support legal issues in coordination with legal department.
- Coordinate with Regional Category Manager for complex quotation.
- Identify roadblocks and propose how to solve it.
- The successful candidate should have a (4) year college degree or equivalent work experience
- 5 - 7 years sales experience.
- Strong experience in Field Services: Consultative Sales mindset is a must
- Leadership and team management skills
- Power Systems knowledge
- Knowledge of local standards, compliance and regulations.
- 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.
- Proficient in Microsoft Office suite and ERP/CRM related tools.
- Excellent organizational skills.
Req: 008CED
