Area Sales Lead Balikpapan

Schneider Electric; Balikpapan; On-site; IDR 180,000,000 - 240,000,000; Full time

Job summary

Schneider Electric Indonesia seeks a Field Services Outside Sales Representative to promote and sell a broad range of technical services for electrical equipment at customer sites. You will develop relationships, identify opportunities for service plans and turnkey projects, and coordinate with BU managers to maximize revenue.

Ideal candidates have a 4-year degree and 3–10 years of technical sales experience, with strong communication skills and proficiency in MS Office and ERP/CRM tools.

Qualifications

• Requires a 4-year college degree or equivalent work experience.
• 3–10 years of technical sales experience preferred.
• Inside sales or CCC experience is a plus.
• Excellent verbal and written communication skills including C-level customers.

Responsibilities

• Develops account profiles and executes the sales plan.
• Identifies and contacts potential customers, new or existing.
• Secure customer satisfaction overseeing orders and deliveries.
• Provide monthly forecasts and account planning updates.
• Prepare sales quotations and proposals with the help of the quotation team.
• Coordinate with BU account managers to maximize opportunities.
• Educate customers on Schneider Electric services, especially recurring and digital offers.

Skills

Communication skills

MS Office

ERP/CRM tools

Education

Bachelor’s degree or equivalent

Tools

Microsoft Office

ERP/CRM systems

Job description

The Field Services Outside Sales Representative is accountable for the promotion and sales of a broad range of technical services including the start-up, maintenance, testing, retrofit, upgrade and digital Services of all major manufacturer's electrical equipment installed at the customer’s site. The OSSR is also accountable for the selling of turnkey projects ranging from simple replacement of equipment to fully engineered solutions. This position is 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 so as to meet or exceed his/her profitable sales target. The FSS develops new sales opportunities and addresses and services the needs of established accounts, utilizes excellent products/solutions/services and customer knowledge to educate customers on pricing and application advantages, and how they meet customer's needs. Creates FS Service proposals, and close them facing the customer. He/she interacts with the account manager from the BUs, and also with FS ISSR and FS Operational Marketing. He/she will have to increase the mix of Service Plans sales as a top priority.

In mature countries, we can specialize the outside sales representatives per customer type:

• Strategic Accounts FS outside sales: is the specialized sales force (V2) to maximize services revenue with Strategic accounts, supporting the SAE or KAM (V1).
• Targeted Accounts FS outside sales: is the specialized sales force (V2) to maximize services revenue with Targeted accounts, supporting the Account Manager (V1).
• Proximity Accounts FS outside sales (direct): is the specialized sales force to maximize services revenue with the proximity account.
• Proximity Accounts FS outside sales (indirect): is the specialized sales force to maximize services revenue with the partners (Facility Managers, System integrators, Contractors, Distributors, VARs, Pannel Builders) addressing proximity accounts not followed directly by SE.

Essential Responsibilities

• Develops account profiles and executes the sales plan.
• Applies market and account skills necessary for dealing with specific target audiences.
• Identifies and contacts potential customers or prospects, either existing or new.
• Secures customer satisfaction overseeing all ongoing activities with the customer (orders, delivery..)
• Utilizes BFO (Salesforce.com) for sales funnel management and for Account Planning.
• Provides monthly forecasts and summaries in a timely manner.
• Participates in the preparation of analysis and reports on field service performance.
• Prepares sales quotations and proposals with the help of quotation team in respect of FS expected margin.
• Works closely with Inside Service Sales Representatives and the BU account manager to maximize business opportunities.
• Is “feeding” the Field Services Marketing leaders with Offers feedback and needs.
• Educates customers on all SE products and services with special attention on Recurring and digital Offers.
• Provides mentoring, coaching and guidance to other sales employees.
• Coordinates and/or attends trade shows and marketing/sales seminars as needed.

Main interactions

• FS Sales Team, Customers, FSVP, FS Operational Marketing, Inside services sales, BU/Country account managers, Business developers, Services Bureau.

Key Success Factors

• Good working relationship and regular coordination with all Account Managers (incl. GAM/KAM) for opportunities identification and support.

What qualifications will make you successful for this role?

• The successful candidate should have a (4) year college degree or equivalent work experience and (3-10) years technical sales experience.
• Inside sales or CCC experience is a plus.
• 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.

Schneider Electric aspires to be the most inclusive and caring company in the world, by providing equitable opportunities to everyone, everywhere, and ensuring all employees feel uniquely valued and safe to contribute their best. We mirror the diversity of the communities in which we operate, and ‘inclusion’ is one of our core values. We believe our differences make us stronger as a company and as individuals and we are committed to championing inclusivity in everything we do. At Schneider Electric, we uphold the highest standards of ethics and compliance, and we believe that trust is a foundational value. Our Trust Charter is our Code of Conduct and demonstrates our commitment to ethics, safety, sustainability, quality and cybersecurity, underpinning every aspect of our business and our willingness to behave and respond respectfully and in good faith to all our stakeholders. You can find out more about our Trust Charter here. Schneider Electric is an Equal Opportunity Employer. It is our policy to provide equal employment and advancement opportunities in the areas of recruiting, hiring, training, transferring, and promoting all qualified individuals regardless of race, religion, color, gender, disability, national origin, ancestry, age, military status, sexual orientation, marital status or any other legally protected characteristic or conduct.