Job Details

Job Description

The US Services organization is one of the fastest growing and most dynamic places to work at Schneider Electric. With a rapidly evolving end-customer and associated partner landscape, along with the ambitious goal of nearly doubling our business revenue by 2028, we have crafted a strategy aimed at becoming the leader in delivering Outcome-Based Services to our customers in the US.

This evolution towards Outcome-Based Services focuses on our ability to:

1. Deliver an Integrated CapEx/OpEx Approach: We aim to better align our hardware and software/service capabilities for a seamless customer experience.
2. Implement a Unified OpEx Approach: By harnessing the collective strength of Schneider Electric across our various lines of business, we can provide a more cohesive and comprehensive solution for our customers.

What do you get to do in this position?

We are seeking a highly experienced and results-driven professional to join our US Services organization as the Director of the Southeast Territory (Texas, Florida, Alabama, Mississippi, Louisiana, Oklahoma, & Georgia). This team is pivotal in driving the growth of our service business across all lines of business. Additionally, they are at the forefront of delivering outcome-based solutions through end-users, channel network, and Electrical & IT Distributors that highlight our consulting, digital, and recurring service offerings.

In this role, you will be accountable for being the face of the Schneider Electric Services portfolio for the Southeast region. Participation in localized conferences, partner engagements, and Industry groups are required to effectively drive market awareness. You will also develop and deliver on the OneServices Commercial Strategy to unify our channels, partners, and offers where applicable. Your ability to effectively partner with internal and external channel stakeholders will be crucial in enhancing service opportunity detection, driving order growth, and increasing penetration rates.

The Southeast Regional Services Sales Director is focused on leading high-performance sales teams to achieve profitable growth with the following priorities:

1. Oversee the forecasting process and secure target achievement.
2. Implement the Customer Platforming process to achieve appropriate coverage.
3. Ensure effective customer coverage through implementation of the Customer Platforming process and executing it throughout the year.
4. Determine which accounts should be assigned to Virtual / Outside sales and channel.
5. Partner with the sales force outside of Services (e.g. drive transactional selling with National sales force and drive consultative selling by partnering with V1's and Strategic Account Executive's) to boost attached Services orders.
6. Closely partner with the Services Operations Director & Tendering teams to drive a professional end to end service delivery from order to execution to ensure maximum customer satisfaction.
7. Ensure effective channel management with a dedicated workforce.
8. Secure a lean structure to deliver profitable growth.
9. Drive a shift towards a digital business model.

Main Mission

1. Develop and continually enhance our OneServices Commercial Strategy for the region
2. Drive the Orders & Sales growth with respect to the Strategic priorities
3. Drive the Sales Teams to deliver order targets.
4. Deliver accurate forecasting.
5. Gross Margin responsibility
6. Bundling performance sales teams

Key Responsibilities

People Management

1. Lead by example in ensuring safety and cyber security standards are applied.
2. Attract, recruit, onboard, develop, motivate and manage a robust and high performing Services team while controlling voluntary attrition.
3. Prepare the leadership pipeline of the future by scouting and nurturing a diverse pool of Services talent.
4. Manage team skills & behaviors to match business needs and market evolution.
5. Drive a lean and agile organization
6. Improve customer facing time in his/her team to boost productivity and customer engagement.

Business Management

1. Manage the sales target to achieve expected growth with End Users and Channels.
2. Transform the business from reactive to proactive & sustainable by leveraging the platforming and coverage processes with a strong focus on recurring revenues growth.
3. Deploy the operating model recommended by Global Services for the sales organization.
4. Develop account profiles, set-up a customer coverage to execute the sales plan.
5. Develop and grow key relationships with customers and channels.
6. Work closely with the BU Account Manager to maximize business opportunities.
7. Secure a minimum margin level by leveraging DOA process and margin guidelines.
8. Collaborate with the relevant Operations Director and Tendering Manager to ensure excellent collaboration, margin control and a smooth transition between order and execution phases.
9. Systematically incorporate digital offers into every opportunity and drive this in the team and with customers nurturing recurrent business.
10. Ensure effective and accurate usage of BFO by FSS, monitor pipeline review through BFO dashboards.
11. Collaborate with the Operational Marketing function to support growth through data-driven demand generation initiatives

Main interactions:

Customers, Services VP, Services Sales Team, Tendering Team, Services Operational Marketing, Services Operations (Including CSM), Service HUB, BU/Country Account Managers, Segment Business Developers, Services Connected Hub

Key Success Factors

1. Ensure efficient customer base coverage to foster strong customer relationships
2. Secure high level customer facing time across sales team to boost productivity and customer engagement
3. Ensure highly motivated and engaged Sales team
4. Establish structured Sales cadence (pipeline review) across the team
5. Skill development of Sales workforce across various offers, selling skills, virtual selling skills

Performance Management (KPIs)

1. Team Services Orders
2. Team Services Sales
3. Team Recurring Orders

What qualifications will make you successful for this role?

1. Bachelor's Degree – Engineering, Science & Technology, Math, Marketing, Business.
2. Master of Business Administration or similar (preferred).
3. 5 years technical sales experience and 4 years leadership experience
4. 3 years' experience customer & market intelligence.
5. Able to travel +50%
6. Ability to build a sustainable and reliable relationship with the customer. Customer Intimacy is critical in Services.
7. Consultative sales experience and mindset with the ability to coach and mentor your team
8. Outside or Virtual Sales Manager or CCC experience is a plus.
9. Strong and confident management style with solid written and verbal skills including C-level customers
10. Deep knowledge of Schneider Electric service offers throughout the Asset Management Life Cycle or other Service knowledge in more digital industries.
11. Language skills: native speaker level for local context, good level of English (written, verbal)

Looking to make an IMPACT with your career?

When you are thinking about joining a new team, culture matters. At Schneider Electric, our values and behaviors are the foundation for creating a great culture to support business success. We believe that our IMPACT values – Inclusion, Mastery, Purpose, Action, Curiosity, Teamwork – starts with us.

IMPACT is also your invitation to join Schneider Electric where you can contribute to turning sustainability ambition into actions, no matter what role you play. It is a call to connect your career with the ambition of achieving a more resilient, efficient, and sustainable world.

We are looking for IMPACT Makers; exceptional people who turn sustainability ambitions into actions at the intersection of automation, electrification, and digitization. We celebrate IMPACT Makers and believe everyone has the potential to be one.

Become an IMPACT Maker with Schneider Electric – apply today!

€36 billion global revenue +13% organic growth 150,000+ employees in 100+ countries #1 on the Global 100 World's most sustainable corporations

You must submit an online application to be considered for any position with us. This position will be posted until filled.

Schneider Electric aspires to be the most inclusive and caring company in the world, by providing equitable opportunities to everyone, everywhere, and ensuring all employees feel uniquely valued and safe to contribute their best. We mirror the diversity of the communities in which we operate, and ‘inclusion' is one of our core values. We believe our differences make us stronger as a company and as individuals and we are committed to championing inclusivity in everything we do.

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