Primary responsibilities
Plays a key role in the sales organization by enabling, supporting, and motivating Client Sales Executives (CSE) in locating and closing portfolio opportunities that contribute to TMC sales.
• Provides sales support or direct action throughout the sales cycle. This support relates in assisting the pursuit teams when identifying, qualifying, and quantifying new TMC opportunities.
• Acts with or assists the pursuit team with strategy, tactics, and scope of pursuits throughout the sales cycle.
• Uses product and industry knowledge to provide TMC sales presentations and product demonstrations.
• Coordinates with Portfolio, TMC, practice leaders and industry marketing as needed.
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• Applies industry, technical and Schneider-Electric expertise and knowledge to interpret client requirements and needs. Identifies and recommends integrated TMC solutions, products, and services. Provides consultation and/or product capability assessment and validation with prospective users as needed.
• Works closely with offer managers to define Go to Market regional strategies.
• Participates in TMC quotes preparation, specifications, and technical definitions, coordinating job pricing with responsible individuals.
• Performs process studies to discover improvement opportunities and economic value, teaming with clients as needed.
• Assist with TMC business planning interfacing with regional leaders, the TMC practice leaders and the TMC CoC team.
Competencies and skills
• Maintains knowledge of assigned TMC products, solutions, industries, and accounts. Knows and is known by key clients; participates in internal and external forums and societies.
• Maintains solid understanding of current client business drivers; knows how Schneider-Electric' TMC solutions provide value for a client's business needs within the particular industry .
• Has experience in communicating with and presenting to all levels of client stakeholders; has ability to determine and relay Schneider-Electric' TMC solutions value at all layers of the enterprise.
• Demonstrates basic understanding of turbomachinery lingo and scope.
• Has knowledge and understanding of machinery and safety markets.
• Has a basic understanding of turbines, compressors, and generator applications.
• Keeps abreast of solutions implemented by engineering for possible use in promotional materials, client presentations and competitive analysis.
Other
• Bachelor's degree in chemical, mechanical or electrical engineering, or equivalent training
• Minimum of 10-15 years industry experience, preferably in sales or engineering
• Minimum of 7-10 years of turbomachinery experience within the petrochemical or power industries
• Basic knowledge of the Schneider-Electric TMC & FS product lines and solutions (Triconex, Foxboro, Modicon , AVEVA)
• Ability to lead change and establish metrics/key indicators.
• Proven ability to communicate verbally to customers in person and virtually.
• Ability to travel 25-50%
Schedule: Full-time
Req: 0098X4