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Title: Consulting Engineer Sales Specialist (CES)
The Consulting Engineer Sales Specialist (CES) within the Building Business, is accountable to the National Sales Director, Specifiers.
This role is part of the Building B.U. Sales Organization and its primary objective is to meet or exceed the business goals and objectives defined by the National Sales Director, Specifiers. The CES executes strategies formulated by the National Sales Director, Specifiers. This position is accountable for promoting, selling and becoming the Product Application Expert of the entire Building Offer Portfolio. The CES is responsible for formulating customer target sales plan and executing it in its customer target portfolio and supporting other Sales colleagues across the entire Schneider Electric B.U.s. This position is also accountable for identifying business opportunities, logging these opportunities in bFO, and maintaining the opportunity pipeline by following the Customer Project Process (CPP) for each customer in its portfolio.
Primary Role & Responsibilities
The Consulting Engineer Sales Specialist (CES)
1.Execute Strategies formulated by the National Sales Director, Specifiers;
2.Become the Product Application Expert of the Partner Projects Offer Portfolio of engineered distribution & motor control equipment;
3.Grow the Building B.U. Product sales in the designated sales area through close relationship with Offer Marketers;
4.Meet/exceed Product Sales targets and associated financial KPIs for the Building B.U. Offer Perimeter;
5.Develop sales/business plans, establish call plans, identify account profiles and execute the sales plan to convert Consultants to specify Schneider Electric Building B.U. Products;
6.Support the Sales Account Managers of different B.U. specifically on Building B.U. Offer Perimeter
?Services, Industry B.U., Energy B.U., IT
7.Identify Projects & associated End Users with their value supply chain influencers, such has consultants and specify the Building B.U. Products;
8.Identify business opportunities, log these opportunities in bFO, and maintain the opportunity pipeline by following the Customer Project Process (CPP) for each customer in its portfolio.
•Utilizes excellent product knowledge and expertise, competitive information and customer knowledge to specify the Building B.U. Offer portfolio at consultant level to cover customer's/end users present and future needs.
•Regularly provide feedback on conversion progress for each targeted customer;
•Provide idea to accelerate growth, and solve potential road blocks such as the technology road map;
•Analyze and challenge Offer Marketing team for specific sales by application and by product families;
•Regularly provide “lunch & learn” sessions to customers and sales team to boost skills and competencies on Building B.U. Offer Perimeter to help bridge gaps towards solution;
•Collaborate and support the Sales Account Representative of other BU Sales team on selling the Building B.U. Offer portfolio, when needed.
Consulting Engineer Sales Specialist (CES) – Profile
•Education preferred: Electrical engineering degree (P.Eng.) or Certified Electrical Technician (C.E.T.) or relevant curriculum such as, but not limited to, Master electrician;
•At least 6 years of working experience with LV Distribution Equipment, Circuit Protection, LV Motor Control Centres, MV equipment, Power Monitoring;
•At least 5 years of experience in sales with specific accomplishment of securing major projects, covering large End Users, Panel Builders and Consultants;
•Fluent in English (spoken and written);
•Other languages beneficial.
Consulting Engineer Sales Specialist (CES) Skills
•Good knowledge (autonomy) of electricaldistribution, automation and control products;
•Good understanding of the customers’ problems, needs, challenges and technology, industry-specific knowledge preferred;
•Good insights on competitive landscape, competitors’ offering and competitors’ go to market model;
•Good capacity to listen;
•Good analytical and technical skills;
•Strong communication and interpersonal skills, as well as negotiation and influencing skills in a multicultural environment;
•Autonomous, entrepreneurial & team spirited.
Education preferred: Electrical engineering degree (P.Eng.) or Certified Electrical Technician (C.E.T.) or relevant curriculum such as, but not limited to, Master electrician
•5 years of Industrial market segment experience;
•3-5 years of experience of strategic account management
•Post Secondary Degree Preferred
•Ability to lead a team, set targets and delegate to execute on strategy
Main performance indicators:
•Top line orders and sales of Buildings in local Region
•Relevant Product Market Shares;