Services Inside Sales Manager

Job Description - Services Inside Sales Manager (009E9M)

The Inside Service Sales Manager will lead a team of Inside Service Sales Representatives. His focus is to organize, manage, and coach his team to reach the different sales targets given by his manager, who is the Field Services VP.

Service Sales supervised by the Inside Service Sales Manager include:

1. A broad range of technical services including the start-up, maintenance, testing, retrofit, and upgrade of all major manufacturers' electrical equipment installed at the customer’s site.
2. Turnkey projects ranging from simple replacement of equipment to fully engineered solutions.

For the FS Inside Sales part:

1. Coach direct reports regarding prospecting and strategies to drive business closure; monitor and review phone calls and provide coaching for improvement. Secure usage of BFO as the main tool and repository of information.
2. Connect FS Inside Sales to key resources and clear roadblocks, enabling them to achieve and/or exceed their orders goals.
3. Ensure customer qualification and platforming for proximity accounts with the support of the FS Operational Marketing and Outside Sales leaders. Secure IB update as part of the process.
4. Secure customer satisfaction by overseeing all ongoing activities with the customer.
5. Maintain a high level of interaction with Outside Service Sales Manager / BU Account Manager / Product Inside Sales Manager to maximize business opportunities and cross-selling.
6. Report sales activity and maintain a set of metrics weekly, based on KPIs/funnel/pipeline management as defined by GFS, using BFO (Salesforce.com). Identify and make recommendations for improvement in the areas of process, efficiency, and productivity.
7. Participate in the preparation of analysis and reports on global field service performance.
8. Be directly accountable for Capture & Services plan renewal rates for simple contracts.

Globally:

1. Feed the Field Services Marketing leaders with offers feedback and needs.
2. Create a motivating and challenging team spirit based on empowerment, collaboration, and achievement.
3. Ensure efficient and regular communications between the team.

Main interactions:

Key Success Factors:

1. Strong team spirit to motivate the pre-sales & sales teams to achieve targets.
2. Individual & collective sales cadence meetings to closely monitor sales results.
3. Formalized collaboration processes with all stakeholders to secure a high level of team efficiency.
4. Close collaboration with Outside Services Sales to secure short response time to the customer’s request.
5. Close collaboration with BU Sales managers to secure customer coverage alignment & customer satisfaction.
6. Close collaboration with FS Operational Marketing Leader for a thorough understanding of the Country Demand Generation Plan, Installed Base profile, and offers’ catalogue (available and to be launched in the coming months).
7. Regular collaboration with Operations leader to review FSR Lead Generation initiatives.

Qualifications:

1. The successful candidate should have a minimum of a 5-year college degree or equivalent work experience and 5 years of technical sales experience, along with 2 years of leadership experience.
2. Overall understanding of the full sales cycle from prospecting, cold calling through to negotiation and closing experience is needed.
3. Ability to produce sales opportunities and drive pipeline growth.
4. Demonstrate success in leading/managing a team with a sales mindset and a focus on training, coaching, and motivation.
5. Excellent communication and conflict resolution skills.
6. Ability to build a sustainable and reliable relationship with the customer. The concept of Customer Intimacy is critical in Field Services.
7. Deep knowledge of Schneider Electric services offers throughout the Asset Management Life Cycle is a plus.
8. Proficient knowledge in Microsoft Office Suite.
9. Proficient knowledge and utilization of Salesforce.com is necessary.
10. Excellent organizational skills.
11. Knowledge of Social Selling tactics either to develop prospects or to nurture existing customer relationships is a plus.