This Client Development Manager (CDM) will support our CPG (Consumer Packaged Goods) segment. The ideal candidate will be located within the U.S. with a preferred location within a reasonable distance of an airport. Travel is required to support sales activity and industry conferences (up to 25%).
What will you do?The Associate Client Development Manager Sustainability Services role is market-facing, and responsible for selling our Sustainability Services consulting and technology offerings to the executive levels of CPG companies within an assigned market segment. We enable our clients to drive continuous business performance improvement by merging our sustainability expertise with the industry's finest technology. This role is critical to helping our clients and prospects construct a successful Climate Change / Climate Risk program built upon a firm foundation of immutable data and then ensure they attain emission-reduction targets by leveraging Schneider's efficiency, renewable energy and supply chain sustainability services.
- Work - in collaboration with our Inside Sales lead generation team - to uncover new business opportunities with targeted accounts through prospecting, networking, qualifying and closing techniques
- Prospect and convert leads into profitable and ongoing business relationships
- Work with Schneider Electric's portfolio of offerings to develop customized solutions that address the customer's business needs
- Understand our customers' long-term strategic business needs while building long-term relationships - higher and wider - within their organization; a key focus is on selling new solutions to existing clients
- Lead the development of sales proposals. Enlists the support of solutions architects and operations specialists, implementation resources, delivery resources, and other sales and management resources as needed -- either proactively or in response to RFPs
- Meet targeted personal performance goals as determined by leadership
- Negotiate and close contracts for Climate Change, Climate Risk, Supply Chain and other sustainability services offerings at the enterprise levels of some of the world's greatest companies
- Collaborate with colleagues, including sales, marketing and operations teams, on ways to continuously improve offerings and go-to-market strategies
- Communicate and interact with business decision-makers at all levels to identify needs and requirements -- as well as emerging market needs and opportunities
- Lead and move prospects through the sales cycle
- Maintain prospect (CRM: Salesforce.com) database information
What are the key skills we are looking for?- Consultative Selling - engaging customers to uncover needs and position sustainability solutions
- Customer Relationship Management - building trust and maintaining long-term client partnerships
- Product Knowledge - articulating how our solutions improve efficiency and sustainability performance
- Negotiation - structuring offers that deliver value for customers and the business
- Financial Acumen - understanding customer budgets and demonstrating ROI
- Communication - presenting complex sustainability concepts clearly to diverse audiences
- Sales Funnel Management - tracking opportunities and moving deals through the pipeline
- Industry Knowledge - staying current on sustainability trends and customer challenges
What qualifications will make you successful?- Minimum Bachelors degree required. Not an early-career role.
- Proven experience selling professional services to executives at leading companies based in the US.
- Experience working in one of the following services industries is preferred:
- Energy and sustainability consulting
- Cleantech / renewable energy advisory
- Business services industry (outsourcing)
- Environmental services
- Extensive experience in executive-level enterprise sales, with proven success in the energy and sustainability services market
- Proven success in navigating long, complex sales cycles - six to twelve months in duration - and in a consultative sales role
- A working understanding of Scope 1, 2 and 3 emissions, supply chain sustainability challenges and science-based emission reduction targets is preferred
- Self-starter, able to rapidly comprehend client demands and Schneider Electric solutions, and to align the two to ensure sales performance at or above assigned targets
- Strong research and lead generation experience: persistence in following up of leads and movement of prospects through the sales cycle
- Experience in successfully working at all management levels within Fortune 1000 companies
- Ability to negotiate contracts and scopes of work with prospective clients
- Strong closing ability; past experience closing multiple five- and six-figure agreements
- A digital leader within the Microsoft Office environment (e.g., Word, Excel, PowerPoint, Teams, Outlook) and Salesforce.com CRM system
- Applicants must be authorized to work in the United States on a full-time, ongoing basis. The company does not provide immigration sponsorship now or in the future.
What's in it for me?- Make a real difference by helping customers achieve meaningful sustainability outcomes
- Join a collaborative team that values innovation and professional growth
- Access training and development opportunities in sustainability sales
- Be part of a company committed to efficiency, sustainability, and positive environmental impact
Ready to sell solutions that matter? Apply today and start making an impact!
