Job Description
EAJ Zone Inside Sales Manager-006UCH
Do you dream of working in a company that is driven by a meaningful purpose? An inclusive company that empowers you to do your best and be innovative?
We are looking for EAJ Zone Inside Sales Manager to make an impact!
At Schneider Electric , we believe access to energy and digital is a basic human right. We empower all to do more with less, ensuring Life Is On everywhere, for everyone, at every moment. We provide energy and automation digital solutions for efficiency and sustainability.
Zone Services Inside Sales Manager is responsible for Inside Sales channel development in all clusters. Her/His focus is to organize, manage and coach the Services Inside Sales leaders and Inside Sales Representatives (ISSR) in order to reach their order targets, by selling broad range of each LoB technical services including the start-up, maintenance, spare parts, training, testing, ecofit of electrical equipment installed at the customer’s site.
Essential Responsibilities:
Deploy Global Field Services (GFS) Inside Sales Playbook initiatives, ambitions and business strategies (sales operating models) which are shared by GFS Inside Sales team. Lead the transformation of Inside Sales in the zone. Coach Services Inside Sales leaders 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 and deliver accurate forecasting from Inside Sales channel. Provide key resources and clear the roadblocks of ISSRs, enabling them to achieve and/or exceed their orders goals. Monitor and manage ISSR Onboarding and Training paths. Ensure ISSR all ISSRs are trained and monitor training progress. Ensure customer qualification and platforming for customer accounts with the support of the FS Operational Marketing in clusters and Outside Sales leaders. Works with Cluster Services Marketing teams to design and deploy campaigns for Inside Sales customers. Monitor and Secure customer satisfaction of accounts covered by Inside Sales. 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. Participate in the preparation of analysis and reports on inside sales performance. 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 cybersecurity standards are applied. Work with HR to attract, recruit, onboard, develop, a high performing ISSR team within the zone while controlling voluntary attrition. Detect improvement areas of each ISSR on technical skills, offer knowledge, communication, relationship management, account management, telephone&virtual selling, social selling and assign new trainings to develop them.
Main interactions:
Cluster FS VPs, Cluster FS Inside Sales Leaders and ISSRs, Customers, Cluster FS Operational Marketing, CCC, Outside services sales Leaders, GFS Inside Sales Team, GFS Sales & Marketing Excellence Regional Leader, Operations Regional Leader,
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
Close collaboration with FS Operational Marketing Leader:
to leverage Demand Generation Engines, Installed Base profile and offers’ catalogue to build and update customer platforming & qualification to design and deploy campaigns per product group, segment or geography
Regular collaboration with Regional Operations leader to review Field Services Revenue 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 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.
Benefits we offer:
Global family leave Comprehensive medical coverage for employee and dependents Flexible work arrangement Worldwide Employee Stock Ownership
…and more!
We are looking forward to welcoming you in our team!
