Business Development Manager at Schneider Electric USA, Inc in Houston, Texas

Job Description:

Business Development Manager - Process Instrumentation, SCADA & Telemetry, Process Analyzers

Mission:

Target, develop, manage and implement a Commercial Strategy in order to profitably grow the sales of the Schneider Electric Process Automation Field Devices, SCADA & Telemetry portfolio within North America, ensuring total Customer satisfaction.

Key Objectives:

• To sell the entire Field Device, SCADA & Telemetry portfolio at pre-selected strategic accounts that are North American focused and vendor decision making is driven at the corporate offices.
• To work with the North American Field Device team to drive a top-down corporate sales approach at selected strategic accounts that support the growth of our Field Device, SCADA & Telemetry portfolio.

• To ensure all our Field Device, Process Analyzer, SCADA & Telemetry products are listed on the Approved Manufacturers List (AML) at each selected strategic account.
• To ensure Schneider Electric is listed on the Approved Vendors List (AVL) at each selected strategic account.
• To lead and manage Master Service Agreements at assigned accounts.

• To work with key Targeted Customer Decision Making Units top down starting with "C" level contacts (to include contacts covering Finance, IT, Engineering, Purchasing) to ensure the solution is accepted.
• To ensure Schneider Electric is invited to bid on greenfield and brownfield projects for MAC/MIV Projects within PA aligned to the Country expectations.
• To work closely with our District Sales Managers, District Business Development managers and reps identify which accounts need corporate support.
• To work closely with LOB's and key stakeholders in North America, develop and maintain an agreed 'mission critical' PA action plan for Targeted Projects.
• To work with other LOB BDM's and align a single strategy to succeed where possible, across all Schneider Offers, in order to meet targets.
• To liaise internally with the North America Schneider Electric V1s, V2s, CSEs, RSDs and PSEs about the strategic accounts you are assigned to.
• To track and manage all opportunities through BFO.
• To help develop the correct Commercial sales tools and training is provided to support the different industry segments.

Key Responsibilities:

To identify, pursue and close "new business" opportunities for our North America Process Instrumentation, SCADA & Telemetry business. "New business" will be considered as bookings from brand new customers who we have never done FD and/or SAT business with in the past or with accounts that have not purchased from us over the last 3 years. Driving new business will come from a strong focus on the corporate headquarters, branch offices and local customer sites of our top national target & key accounts. The goal is to improve our Approve Manufacturer List position in order to allow us to bid on new greenfield, brownfield projects and open the account for future MRO business. Drive a national strategy for each assigned account across our districts within north America working with the appropriate resources to drive sales. The appropriate resources that should be utilized to drive new business consists of;

Business Development Managers (FD, SAT, AIT)

District Sales Managers (FD, SAT, AIT)

Technical Sales Consultants (FD, SAT, AIT)

Channel Partners (FD, SAT, AIT)

Client Sales Executives (Direct Systems sales team)

Business Development Managers (Direct Systems sales team)

V1s (Global Key Account Managers)

Also need to ensure there is a plan in place to cover all associated System Integrators, Value Added Resellers and EPCs connected to the assigned accounts.

To build agreed Actions to align fully our Country PA vision and strategy with that of the specific Targeted Opportunities across the End User, Specifier, Consultant and other supply chain members.

To execute actions that originate from the agreed Business Plan in order to effectively deploy our strategy with all parts of the Targeted Segments, Customer and supply chain members.

To provide all relevant accurate information and reporting in a timely manner as required by line manager and feedback to marketing. Actively monitor the actions of competitors. Establish and implement dynamic sales plan in accordance with; Best in Sales (BiS) principles, Personal Sales plan (PSP) , Company policy, objectives and strategy & to manage and maintain customer and partner records using the appropriate company tools (bFO)

Working with internal PA colleagues in all LOB's and Countries to ensure effective cross-entity, regional, national and international team co-operation. Work with Schneider Management Team to set strategy for business development growth plan. Liaise with PA Marketing to identify commercial tools and collateral required to support the sales activity

Ensure that customer issues are owned and resolved by the most appropriate owners within the business units. Liaise over customer contact with EMS Solutions Centre and other Schneider entities

Personal awareness of development needs in line with knowledge and skills required for the role

Actively develop core competency in line with personal development plan

Requirements:

5 to 10 years of experience in Business Development Management experience in the Process Automation field.

Minimum of 3 to 5 years sales experience in industrial automation and instrumentation.

Has defined and fulfilled key business development objectives.

Possesses Senior level B2B relationships that will facilitate the development of long term profitable 'partnerships'

The selected candidate is Renowned for Meeting or exceeding targets and objectives

Care. Connect. Challenge. Commit.

Our values define our company. Who we are, our customer approach, how we do business, what it's like to work here, and the kind of people we want to attract and retain. We care for our planet, our customers, our company, our team, and ourselves. We connect to customers and colleagues; we are open and respectful. We challenge others and embrace challenges ourselves. We commit to change by leading the change.

At Schneider Electric, because we value our employees, we offer a competitive benefits package that includes medical, dental and vision and development opportunities and much more. Join Schneider Electric and together, let's make the most of your energy.

SIP Plan = Single LOB, Channel Manager & Services Client Sales Executive

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  • 75% of bonus tied to quota
    
    
    • Target account quota to ensure focus on growing
    
    
  
  

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  • 25% of bonus tied to overall NAM quota
  
  
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    • 1. Collaborate and win 1 strategic FD or SAT opportunity over $25K where a collaborative approach was utilized using corporate influence with V1s, CSEs or other sales teams within SE.
      
      
      • Deliverable = BFO proof of order
      
      
    • 2. Evaluate and win 3 strategic FD or SAT opportunities over $25K where a collaborative effort was implemented with the identified accounts with the District BDMs.
      
      
      • Deliverable = BFO proof of order
      
      
    • 3. Develop standard boiler plate 1-page account plan for each target account upon completion of our account planning for NAM and evaluation of each account.
      
      
      • Deliverable = Need to create a standard template for all BDMs to follow and submit the overview of the target accounts assigned to you. These will be living documents that must be updated and communicated on a monthly basis to the team.
      
      
    • 4. Completion of 60 hours cross training for FD & SAT. Can be a combination Classroom, Learning Link, and Webinars
      
      
      • Deliverable: spreadsheet communicated to your manager on what training to completed via online, in-person, webinar or content review
      
      
    
    
  
  

Requirements:

5 to 10 years of experience in Business Development Management experience in the Process Automation field.

Minimum of 3 to 5 years sales experience in industrial automation and instrumentation.

Has defined and fulfilled key business development objectives.

Possesses Senior level B2B relationships that will facilitate the development of long term profitable 'partnerships'

The selected candidate is Renowned for Meeting or exceeding targets and objectives

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