The main mission of the Consulting Sales Representative is to grow the consulting services business in the Country/Cluster.
Support the sales team (V1 and Services V2) to identify/pitch consulting opportunities. This includes consulting-specific customer platforming with the marketing team, join customer visits with the sales team, attendance during consulting jobs and follow-up with the sales team.

Main Objectives:

Identify the right customers to promote consulting offer during customer visits and events.
Possess knowledge of common power system issues and associated solutions.
Create excellent long-term relationships with customers by being a Trusted Advisor.
Ensure customer satisfaction with follow up proposals and necessary visits.

Key Responsibilities

Ensure sales teams (V1 and Services V2) systematically promote Consulting offers to solve customers pain points.
Support customer platforming with marketing and sales team to identify the right customer.
Define a clear strategy to increase consulting in service mix and in relevant segment.
Be the reference person for all Consulting Services in the Country/Cluster.
Identify gaps in offer and propose solutions in close collaboration with Operational Marketing Leader in the Country/Cluster and Category Manager in the region.
Collaborate closely with other offer OSSR's to bundle Consulting Services with other services offers (recurring, modernization).
Provide commercial, tendering, technical and legal support in all stages of the offer. Get support from Commercial and LOB teams when necessary.
Articulate the consulting offer from sales to execution by proposing action plans in conjunction with regional teams.
Coordinate with Category Managers to get the adequate consultants (from Country if available, regional hub or central team) to perform the consulting jobs.

Responsibilities In Sales Stage

Support marketing team in AMSP & 3YP on the consulting part
Collaborate with V1 and V2 service sales team to identify and promote Consulting Services.
Monitor Pipeline creation by V2 (consulting offers and pullthrough opportunities).
Ensure bFO Guidelines compliance for Consulting Services (including all consulting activities captured as a separate line/opportunity for opportunities consisting of several opportunity lines).
Attend customer visits with V1/V2 team when required and appropriate.
Animate and challenge pipeline with sales opportunity leaders.
Define the consulting offer to be proposed to a customer (EcoConsult Audits for Power, IA, DC (Pro, Advanced, Essential), Electrical Digital Twin Services or System Studies) according to the customer pain points.
Sales Training for V2s, V1s, KAMs sales force.
Follow KPI´s for Consulting Services (Orders and Pull-Through).

Support Responsibilities In Tender & Execution Stage

Attend internal, customer kick off meeting and final presentation to ensure that the transition from execution to sales is properly done for future sales to follow up with recommendations.
Review quotation and cost analysis prior to sending an offer.
Support legal issues in coordination with legal department.
Coordinate with Regional Category Manager for complex quotation.
Identify roadblocks and propose how to solve it.

Qualifications

The successful candidate should have a (4) year college degree or equivalent work experience
5 - 7 years sales experience.
Strong experience in Field Services: Consultative Sales mindset is a must
Leadership and team management skills
Power Systems knowledge
Knowledge of local standards, compliance and regulations.
Ability to build a sustainable and reliable relationship with the customer. The concept of customer intimacy is critical in Field Services.
Excellent verbal and written communication skills including C-level customers.
Thorough knowledge of Schneider Electric services offers throughout the Asset Management Life Cycle of the product.
Proficient in Microsoft Office suite and ERP/CRM related tools.
Excellent organizational skills.

Outside Services Sales Representative - Consulting Services

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