Account ownership locally, this role typically covers multiple key accounts and systematically ensures that account plans are in place.
Executes the growth strategy for his/her accounts, executes the Sales process to achieve growth target and customer satisfaction objectives.
Duties of an end user solution sales manager
· Lead sales engagement with Industrial Automation end user customers.
· Identify target customers in country focus segments. E.g. WWW, MMM, CPG etc.
· Understand end user customers buying process and develop sales influencing strategy and plan.
· Actively participate and identify prospective projects through regular contacts with customer (face to the customers) within country focus market segment.
· Gather specific information (competitors, budget, requirements, specifications etc…) to increase chances of success.
· Present and prescribe EcoStruxure Plant solution, including other SE solutions that are relevant to end user customers.
· Influence key stakeholders in end user customer projects, e.g. specifiers/consultants, contractors, system integrators, CxO, facility managers, operation managers etc.
· Track projects pipeline and organize internal and external resources to secure the projects.
Main interactions:
System integrators, industry automation distributors (IAD), specifiers, consultants, end user customers.
Schneider Electric system integrators sales, process automation (PA) sales, end user sales from other business units, channel marketing, marketing team, channel sales, PAE/ADE/SAE, customer care team, logistics team.
Key Success Factors
Good working relationship and regular coordination with external and internal stakeholders. Regular collaboration with marketing, channel management and technical team.
Organized, structured and analytical.
External market view and customer focus.
· Bachelor Degree in Electric Engineering, Automation or equivalent proven technical expertise.
· At least 5+ years of solutions sales experience.
· Thorough understanding of the enterprise sales function and processes (end users approach and influence of specifiers/consultants/contractors will be an advantage in this role).
· Strong interpersonal, communication and time management skills, results orientation, collaborative mindset with strong communication, influencing skills.
