Client Sales Executive

Responsible for selling Schneider Electric Industrial Automation portfolio of products and services to new accounts and maintaining relationships with existing named accounts. Individuals may have their own accounts or work on a team.

The Client Sales Executive is responsible for establishing and maintaining the sales relationship with each client/prospect in their assigned territory at every level from the Plant (site) manager to departmental line managers. The CSE drives new business through the identification, development, negotiation, and closure of new Schneider Electric (SE) Process Automation (PA) portfolio opportunities with prospects and clients and is responsible for the overall relationship and customer satisfaction of the client engagement. They target potential leads, qualify them, and lead the SE pursuit team in developing and positioning the solution. To this end, they leverage their industry and financial business knowledge to create demand and persuade through the development and presentation of compelling value propositions. Product, Services and Solution agreements will encompass all SE - PA offerings and range in scale from short-term consulting engagements to complex, cross portfolio, multi-year and global partnerships. Specific new sales/revenue and profit margin targets are established annually by management for each CSE.

• Persist in the face of challenges and setbacks.
• Proven ability to engage with clients C-level stakeholders for the purpose of solution selling, articulating strategic vision and closing deals.
• Able to translate business needs into functional requirements.
• Create and maintain territory sales plan
• Identify prospects and create entry strategies for each
• Utilize business and financial knowledge to create value propositions
• Execute competitive sales tactics to win business
• Coordinate deal crafting and positioning
• Lead or participate in contract negotiations
• Create demand and qualify opportunities

• Drive business growth and meet annual orders for Schneider Electric Process Automation.
• Grow Process Automation portfolio with new Customers and assigned accounts.
• Strong emphasis on net new business sales, while growing existing footprint.
• Build and establish trusted advisor relationships at all level within our Customers organizations.
• Actively understand assigned accounts technology footprint, strategic growth plans, technology strategy and competitive landscape.
• Actively prospect and help drive lead generation programs.
• Build accounts that become Schneider Electric Customer success reference.
• Review public information (earning statements, press releases, investor presentation) for the accounts assigned and its competitors to remain updated on key industry trends and issues impacting our prospects and Customers.
• Lead the development and execution of designated account plans and optimize sales cycles using value based solution selling methodologies with focus on case definition, return on investment and business outcomes.
• Communicate customer drivers, needs, sales strategy and account plans to internal teams.

• Undergraduate degree, preferably in Business, Engineering, Computer Science, or Economics
• 5 years’ experience in solution based sales experience in Schneider Electric targeted industries. Solutions bundle includes hardware, software and highly specialized services like cybersecurity, process controls, process safety management, etc.
• Utilize business and financial knowledge to create value propositions
• Understanding of technology trends like Artificial Intelligence, Digital transformation, machine learning, etc.
• Knowledgeable of Business Solutions and Manufacturing Applications
• In-depth experience including RFI/RFP proposal strategy, management and response
• Capability to understand IPS offerings and articulate those offerings to the industry and prospects
• Strategic sales, relationship, and account management experience at a major services organization, preferably on a global basis

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