Schneider Electric
Essential Responsibilities:
- Coach direct reports regarding prospecting and strategies to drive business closure; monitor and review phone calls and provide coaching for improvement. Secure usage of bFO as main tool, and leverage other SE digital tools.
- Ensure effective and accurate usage of bFO by ISSR, monitor pipeline review through bFO dashboards.
- Define clear sales quota.
- Deliver accurate forecasting.
- Provide key resources and clear roadblocks of ISSRs, enabling them to achieve and/or exceed their orders goals.
- Ensure customer qualification and platforming for customer accounts with the support of the FS Operational Marketing and Outside Sales leaders.
- Secures customer satisfaction overseeing all ongoing activities with the customer
- Maintain a high level of interaction with Outside Service Sales Manager / BU account manager/Product Inside Sales Manager to maximize business opportunities and cross-selling
- Localize all sales productivity KPIs which are defined by GFS Inside Sales playbook, and periodically monitor the trends to share the evolutions in the sales team meetings.
- Report sales activity and maintain a set of metrics through weekly, based on KPIs/funnel/pipeline management as defined by GFS, using bFO (Salesforce.com). Identify and make recommendations for improvement in the areas of process, efficiency and productivity.
- Analyze pipeline and hit rate evolution through sales dashboards, detect improvement areas of each ISSR performance.
- Participates in the preparation of analysis and reports on global field service performance.
- Is directly accountable for Capture & Services plan renewal rates for simples contracts
- Develop and grow key relationships with customers and channels.
- Deploys GFS Inside Sales Playbook, all the new initiatives, ambitions and business strategies (sales operating models) which are shared by GFS Inside Sales team.
- Is “feeding” the Field Services Marketing leaders with Offers feedback and needs
- Creates a motivating and challenging team spirit based on empowerment, collaboration and achievement
- Ensures efficient and regular communications between the team
- Transform the business from reactive to proactive & sustainable by leveraging the platforming and coverage processes with a strong focus on recurring revenues.
People Management:
- Lead by example in ensuring safety and cyber security standards are applied.
- Attract, recruit, onboard, develop, motivate and manage a robust and high performing Services team while controlling voluntary attrition.
- Prepare the leadership pipeline of the future by scouting and nurturing a diverse pool of Services Inside Sales talent.
- Manage team skills & behaviors to match with business needs and market evolution.
- Drive a lean and agile organization.
- Detect improvement areas of each ISSR on technical skills, offer knowledge, communication, relationship management, account management, telephone&virtual selling, and assign new trainings to develop them.
- Ensure each ISSR has a clearly defined career plan, and monitor his/her development throughout the plan.
- Coach ISSR’s phone selling skills.
- Support ISSRs on Terms&Condition discussions of contracts by having internal discussion with country legal department.
- Ensure ISSRs embrace Schneider Electric core values by informing them about SE company culture.
- Support ISSRs on phone-call conflict resolution and help them to manage any customer objections.
- Enhance ISSRs social selling ability and digital presence on LinkedIn.
- Build an open-communication environment for the team
Main interactions:
FS Inside Sales Team, Customers, FS Operational Marketing, CCC, Outside services sales, Order Management, BU sales manager, IB Champion.
Key Success Factors
Strong team spirit to motivate the sales teams to achieve order ambitions
Individual & collective sales cadence meetings to monitor closely sales results
Formalized collaboration processes with all stakeholders to secure high level of team efficiency
Close collaboration with Outside Services Sales to secure short response time to the customer’s request
Close collaboration with BU Sales managers to secure customer coverage alignment & customer satisfaction
Close collaboration with FS Operational Marketing Leader:
- for thorough understanding of Country Demand Generation Plan, Installed Base profile and offers’ catalogue (available and to be launched in the coming months)
- to build and update customer platforming & qualification
Regular collaboration with Operations leader to review FSR Lead Generation initiative.
Qualifications
Education / Skills
The successful candidate should have a min. 5 years work experience including 2 years technical sales experience as a minimum.
Overall understanding of the full sales cycle from prospecting, cold calling through to negotiation and closing experience is needed.
Demonstrate success in leading/managing team with a sales mindset and a focus on training, coaching and motivation
Excellent communication and conflict resolution skills
Ability to build a sustainable and reliable relationship with the customer. The concept of Customer Intimacy is critical in Field Services.
Deep knowledge of Schneider Electric services offers throughout the Asset Management Life Cycle is a plus.
Proficient knowledge in Microsoft Office suite
Proficient knowledge and utilization of Salesforce.com is necessary. Proven experience on data management is a plus.
Excellent organizational skills.
Knowledge of Social Selling tactics either to develop prospect or to nurture existing customer relationship is a plus.
Bachelor Degree in Electrical Engineering
Minimum 5 Years Of Working Experience In KSA
Background in Power and Electrical Distribution
Knowledge of services in Installed based business
Fluency in both English in Arabic
Schedule: Full-time
Req: 007JMF
To apply for this job please visit careers.se.com.