This Client Development Manager (CDM) will support various segments. The ideal candidate will be located in Louisville, KY but there is consideration for candidates within the US that are within a reasonable distance of an airport. Travel is required to support sales activity and industry conferences (up to 25%).
What will you do in the role?- The Client Development Manager (CDM) for our Sustainability Services role is market-facing, and responsible for selling our Sustainability Services consulting and technology offerings to the executive levels of Commercial and Industrial 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?- Account Management - developing long-term relationships and optimizing customer portfolios
- Customer Relationship Management - coordinating interactions and ensuring satisfaction across touchpoints
- Consultative Selling - uncovering customer needs and positioning solutions that drive efficiency and sustainability
- Negotiation - closing complex deals while balancing customer value and business objectives
- Financial Acumen - articulating ROI and business impact of sustainability investments
- Product Knowledge - demonstrating how solutions address specific customer challenges
- Industry Knowledge - understanding market trends and customer priorities in sustainability
- Communication - presenting value propositions clearly to operations and C-level stakeholders
What qualifications will make you successful?- Minimum Bachelors degree required. Not an early-career role.
- Proven experience selling professional services to executives at leading Commercial and Industrial 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
What's in it for me?- Opportunity to drive meaningful change while growing your career in sustainability sales
- Supportive team environment with access to expertise across the organization
- Professional growth through training, coaching, and exposure to diverse customer challenges
- Autonomy to manage your accounts with guidance from proven processes and frameworks
Bring your sales expertise to a role where impact and revenue go hand in hand - apply today!
