Sr. GM Service Sales-Bangalore

Job Description:

Senior General Manager- Service Sales 

This position is responsible for managing sales team who are generating service business thereby developing & strengthening relationships with existing Schneider installed base customers by identifying & stimulating services scope so as to grow services business exponentially.

Responsibility - Managing a team, leading the service business for assigned region. Utilizes excellent products/solutions/services and customer knowledge to educate customers on ROI(Return on Investment) and application advantages, and how to meet customer's needs.

Strong End User Sales experience needed in Services/Solutions domain especially in IT/ITES, Data Center, Commercial Buildings, Industrial, Power & Grid segments.

Essential Responsibilities:

• Coach direct reports regarding prospecting and strategies to drive business closure. Leverage SE digital tools to maximize sales efficiency and coverage.
• Drive overall Service business for Key Accounts and deliver on targets - sales, order booking, gross margin, collections
• Proactively visit installed base customers, educating & influencing them on Schneider  Service offerings with business ownership
• Develop market intelligence for promoting our new service offers especially DIGITAL SERVICES
• Define clear sales quota.
• Deliver accurate forecasting.
• Collaborating with management for evolving strategies, driving change, infusing new ideas and taking the performance of service network to next level;
• Collaborating with internal stakeholders- tendering; marketing, operations, execution to ensure timely & effective service deliveries for High C-SAT& Pull through business
• He/She collaborates well with partners(SIs, Distributors, Authorized Service Centers, etc); Maintains a high level of interaction with main Business Units, to maximize business opportunities and cross-selling.
• Growing recurring ie AMC/maintenance contract business substantially
• Capable to work in a target based lead generation team.
• Secures customer satisfaction overseeing all ongoing activities with the customer (orders, delivery)
• Utilizes BFO (Salesforce.com) for sales funnel management.
• Providing monthly forecasts and ensuring commitments as per Ask rate.
• Works closely with internal stakeholders(Marketing, KAM, Execution, Tendering) to maximize business opportunities.
• Educates customers on all SE products and services
• Coordinates and/or attends trade shows and marketing/sales seminars as needed
• Applies market and account skills necessary for dealing with specific target audiences.

People Management:

• Lead by example in ensuring safety and cyber security standards are applied.
• Attract, recruit, onboard, develop, motivate and manage a robust and high performing Services team while controlling voluntary attrition.
• Prepare the leadership pipeline of the future by scouting and nurturing a diverse pool of Services Sales talent.
• Manage team skills & behaviors to match with business needs and market evolution.
• Drive a lean and agile organization.
• Detect improvement areas of each sales team member on technical skills, offer knowledge, communication, relationship management, account management and assign new trainings to develop them.
• Ensure each sales team member has a clearly defined career plan, and monitor his/her development throughout the plan.
• Build an open-communication environment for the team

Skills Required:

• Team management and Strategic thinking are core attributes for this role.
• 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/solutions.
• Proficient in Microsoft Office suite and ERP/CRM related tools especially SFDC
• Excellent organizational skills. 

Qualifications

The successful candidate should have BE/B Tech in Electrical/Electronics with min 15 to 20 years technical service sales experience in relevant industry.

Demonstrate success in leading/managing team with a sales mindset and a focus on training, coaching and motivation

Excellent communication and conflict resolution skills