Service Sales Key Account Manager (495)

Schneider Electric Moscow, Moscow

About the Job

To Promote and sell the Services portfolio either direct to clients in territory or in close association with other Client Sales Executives, to grow and develop the Services business aligned to personal and territory defined targets

Provide technical expertise:
· Familiar with the PA Products and Services Portfolio
· Knowledgeable of Services Segment
· Maintain thought leadership and up-to-date domain expertise
Define the business case:
· Comprehend the features, benefits and value propositions related to the products and services and translate the knowledge into a business language and fluently articulate it within a client environment.
Provide business acumen:
· Ability to understand and apply industry/market knowledge in client communications and dialog in terms of macro drivers, significant trends and strategic directions Qualify the opportunity
· Analyze client business objectives, operations, and current environment, to propose a technical, business and financial solution that addresses requirements
· Support proposal generation
· Support proposal development with Service, Engineering and Proposals
· Monitor competitor activity in each account and ensure that appropriate response strategies are formulated and communicated.

Other job essential functions include, but are not limited to, the following:
• Assist Regional Service Manager in achieving the financial objectives of the Services business
• Prepare business development plan for Services business for agreement with the Service and Sales Manager. Update plan at regular intervals and report monthly
• To consolidate and develop relationships with new and installed base customers in defined territory. Identify and activate new contacts and potential business using primarily the PA Services portfolio
• Ensure that the annual assigned target is met
• Support sales account plans for the Services segment
• Devise, negotiate and administer new Service Level Agreements, including the development of multi-vendor Service opportunities
• Support the Services team with increasing scope on existing Service Agreements at renewal time
• Qualify the opportunity (mapping of solution versus client requirements / expectations)
• Contribute to the proposal process by providing the Bid Manager with a validated solution
• Provide subject matter expertise on the Services portfolio to the PA sales team
• Host Conference and Seminars helping the business to evolve in the Services portfolio
• Deliver overviews of a product or a solution from a technical point of view
• Deliver internal training as required to IPS Sales and Delivery Team on new service offerings
• Call on prospective customers, provide product information, prepare tailored demonstrations and value propositions
• Provide follow-up with customers to ensure customer satisfaction with the products and/or services and support
• Advise management of breakdown in communications, loss of sales contract or service, and proactively communicate forecast changes, along with the plan and execution of a risk mitigation strategy
• Complete "autopsies" of all Service sales campaigns - wins and losses
• Work with Marketing and Sales to identify target accounts and opportunities within the framework of organization wide sales strategy
• To assist with the formulation of marketing and publicity activities in relation to the Services Portfolio
• Monitor competitor activity in each account and ensure that appropriate response strategies are formulated and communicated
• Support and develop the Service Engineer Team in "Scouting" for new opportunities
· Comply with Health and Safety guidelines, work in accordance with Company/Department Quality Procedures and code of Conduct guidelines

Qualifications
Experience & Individual profile
• Minimum degree or equivalent in Electrical, Mechanical engineering or related discipline
• Minimum 5 years industry experience in Oil &Gas, petroсhemical, Fine Chemical, Power or Pharmaceutical, preferably in an Outside Service Sales role or Services delivery management role
• Excellent presentation and communications skills, both written and oral
• Knowledgeable about the Services portfolio applications and protocols
• High level of energy and passion, a tolerance for extensive travel and extra work hours as needed
• Experience in sales support activity. Clear understanding and support of sales process
• Flexible attitude and excellent organizational skills with the ability to plan and execute a variety of tasks on a timely basis and as the situation requires
• Excellent time management skills with the ability to prioritize and allocate resources so as to ensure achievement of revenue objectives
• Ability to think in a strategic manner then formulate and advise sales strategies based on events and developments during the sales process
• Uncompromising integrity with the highest degree of accountability internally to the Company and externally to the customer
• High tolerance for rejection, obstructions, delays and other frustrations and the ability to execute against commitments
• Sensitive to political issues, influences and group dynamics with the ability to read these factors and influences. Proven success in developing and executing matrix or multi-level selling strategies to businesses of all sizes
• Ability to drive sales efforts in a team work environment
• Ability to negotiate successfully and support closing business.