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Your Mission
As Customer Project team member, you will act as a single point of contact for all technical topics, manage technical project team and master technical risks along with all technical aspects of a complex solution (architecture, systems...) and during project execution: design, integration, testing, FAT, installation, commissioning & warranty. also, to define/implement the adequate solution to fulfil customer requirements in terms of technical performance, quality, costs and time; in compliance with the contract. As a specialist in the technical field, you will assist in the Execution Center management by elaborating alternative/future solutions and resolving key technical issues. also, to specify technical solutions and lead the technical coordination aspect of all projects. Scope & Environment: large project technical teams located in several sites / countries requiring collaboration with concerned managements, countries, Business units. that may need also to travel abroad (to visit customers, partners, suppliers and/or site operations). Stakeholders: customers, other Schneider Electric entities, third parties & contractors.
Scope & Environment:
Your Role Magic happens when you bring great people together!
During opportunity qualification, influence and quotation preparation:
- Leveraging Schneider Electric portfolio of products and systems
- Elaborate alternative/future solutions and resolve critical technical issues
- Specify and lead technical solutions with internal and external stakeholders
- Collaborate with relevant teams to define/implement the best solution to fulfil customer requirements (technical performance, pre-sales and tender)
- Manage the interface with all actors from a technical perspective to ensure quality, accurate solution, and the right technical deliverables that comply with customer requirements.
- As the key contact for all technology-related topics, lead discussion and clarification with the customer
- Assess technical risk or opportunities and propose actions accordingly while identifying any potential changes or scope creep during opportunity influencing.
- Perform and get customer approval on basic and detailed design of integrated solutions. In line with the contract (technical, time & performance requirements) and leveraging Schneider Electric portfolio of products and systems, maximize project profitability and manage technical risk.
- Lead technical discussion and clarification with the customer acting as key contact person for all technical related topics. Under Project Manager leadership, perform regular technical status reports and take part of meeting with the customer. Prepare and conduct Factory Acceptance Tests (FAT) with the customer.
- Master all technical aspects of the Project: design, integration, testing, FAT, installation, commissioning, warranty. Validate technical choices compliance with the design (based on Technical Design Process). Manage stakeholders involved in the execution. Work in close collaboration with PM & technical leaders for sub-parts.
- Insure good project execution within allocated budget. Identify and anticipate potential risks vs. agree budget. Identify and implement technical optimization to save time and cost. Contribute to overall project risk analysis, assess technical risks and propose all necessary actions to avoid, mitigate or reduce its impacts.
- Identify any potential changes vs. the contract or agreed design. Work closely with Project Manager to specify the change and his implications including the quotation until getting the variation order which will contribute to Project Margin Improvement.
- Master from technical perspective all technical parts of the delivery sub-contracted to external vendors in strong coordination with purchasing team. Implement clear and meaningful scoping of sub-part of project scope to insure effective progress and completion monitoring.
- Manage the whole technical teams invo Great people make Schneider Electric a great company!
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Role Summary
The Services Outside Sales Representative is accountable for the promotion and sale of a broad range of technical services including the start-up, maintenance, testing, retrofit, and upgrade of all major manufacturer's electrical equipment installed at the customers site.
Accountable for the selling of turnkey projects ranging from simple replacement of equipment to fully engineered solutions.
Responsible for developing and maintaining relationships with new and existing SE customers to identify the scope of work, estimate and sell system adds/modifications and maintenance agreements to meet or exceed profitable sales targets.
Develop new sales opportunities and address and service the needs of established accounts.
Utilize excellent products/solutions/services and customer knowledge to educate customers on pricing and application advantages, and how they meet customer's needs.
Create Service proposals and close it facing the customer.
Interact with Account Managers from the BUs, Services ISSR and Services Operational Marketing.
Increase the mix of Service Plans sales as a top priority
Essential Responsibilities:
- Develop account profiles and execute the sales plan.
- Apply market and account skills necessary for dealing with specific target audiences.
- Identify and contact potential customers or prospects, either existing or new.
- Secure customer satisfaction overseeing all ongoing activities with the customer (orders, delivery..)
- Utilize BFO (Salesforce.com) for sales funnel management.
- Provide monthly forecasts and summaries in a timely manner.
- Participate in the preparation of analysis and reports on services performance.
- Prepare sales quotations and proposals, including any activity that has to be outsourced, in respect of Services expected margin.
- Work closely with Inside Service Sales Representatives and the BU Account Managers to maximize business opportunities.
- Feed the Services Marketing Leaders with offer feedback and needs
- Educate customers on all SE products and services
- Provide mentoring, coaching and guidance to other sales employees
- Coordinate and/or attend trade shows and marketing/sales seminars as needed
- The successful candidate should have a (4) year college degree in Electrical Engineering or equivalent work experience
- 310 years technical sales in LV/MV
- The ability to build a sustainable and reliable relationship with customersthe concept of customer intimacyis critical in services.
- Excellent verbal and written communication skills, including with C-level customers
- Thorough knowledge of Schneider Electric services offers throughout the asset management lifecycle of the product.
- Proficient in the Microsoft Office suite and ERP/CRM-related tools.
- Excellent organizational skills
Req: 008L6L
