Senior Services Recurring Sales Representative

Schneider Electric; Fatih; On-site; TRY 600,000 - 900,000; Full time

Job summary

Schneider Electric is expanding its Recurring & Digital Services footprint in TURCA cluster and seeks a strategic leader to drive end-to-end recurring processes across Marketing, Sales, Tendering, Order Management, CSM and Execution. You will orchestrate transformations, optimize renewals, and collaborate with Capex and other business units to scale recurring offerings.

The role requires deep knowledge of recurring business models, strong stakeholder management, and a track record of delivering

Qualifications

• 5 years’ experience in commercial and operational roles, preferably in a services context.
• Strong knowledge of digital or recurring business models.
• Knowledge of Customer Success Management practice.
• Experience in change management or program deployment.
• Asset Performance Management and Industry 4.0 knowledge.
• Excellent communication skills, including with C-level customers.
• Strong organizational and influencing abilities.

Responsibilities

• Deploy an End-to-End Recurring Process in cluster.
• Coordinate/Close the Loop Between All Stakeholders to ensure transformation.
• Collaborate Closely with VSSRs and CSMs to drive on-time renewals.
• Collaborate with Other BU Sales to identify prospects.
• Prepare Commercial Pitches with the Recurring & Digital Services Architect; support quotations with Tendering & Quotation Manager.
• Share Best Practices Across the sales teams and customers.
• Understand Recurring Business Roadblocks; drive action plans to overcome them.
• Support Sales Team: identify clients' pain points and tailor services accordingly.
• Stay in Close Contact with Customer’s Needs; gather country feedback to improve offers.
• Research, Develop, and Maintain Competitive Information Resources.

Skills

Customer Success

Change Management

Recurring Business

Data Analysis

C-level Communication

Tools

ERP/CRM tools

AI solutions

Microsoft Office

Job description

Main Mission

Develop Recurring & Digital Services business by aggressively growing the pipeline, orders and ARR in TURCA Cluster:

• Accountable for E2E (Commercial & Operations) transformation and performance
• Grow Recurring Orders and ARR by leveraging all selling opportunities across End to End

recurring process and Touchpoints

• Deployment of Track > Capture > On-Time Renew recurring processes
• Drive more adoption and attachment with Capex teams
• Develop and replicate Customer-driven value proposition & business cases

Key Responsibilities

Drive the Recurring & Digital Business and Recurring Development:

• Deploy an End-to-End Recurring Process: In cluster.
• Coordinate/Close the Loop Between All Stakeholders: Ensure Marketing, Sales, Tendering, Order Management, CSM and Execution operate efficiency to ensure successful transformation.
• Collaborate Closely with VSSRs and CSMs: Drive on-time renewals, analyze lost/churn accounts, and conduct VoC survey to close the loop.
• Collaborate with Other BU Sales: In prospects identification.
• Prepare Commercial Pitches: With the support of the Recurring & Digital Services Architect & support quotations with Tendering & Quotation Manager.
• Share Best Practices: Across the sales teams and customers.
• Understand Recurring Business Roadblocks: Drive the action plan to overcome them.
• Support Sales Team: Identify key clients' pain points & needs, build best tailor-made and outcome-based service to address those needs.
• Stay in Close Contact with Customer’s Needs: Gather country feedback to challenge offer development team for offer improvement.
• Research, Develop, and Maintain Competitive Information Resources.

General

• Organize and Accelerate Training: Secure Recurring DNA is present with all sales reps, Services, and Non-services.
• Participate in Meetings with Recurring & Digital Team: Understand challenges and act upon agreed actions.
• Action Planning & Follow-Up: Develop action plans based on KPI analysis to address issues or capitalize on opportunities. Implement feedback processes and ensure follow-up with all stakeholders.
• Scope and Lead Process improvement initiatives to improve Recurring KPIs: Basis the analysis trends and VoCs, scope process improvement projects and track to closure

Coordinate Strategic Initiatives for Performance Achievement

• Modernization-to-Recurring & On-Demand to Recurring: Develop strategies with Offer Marketing and Sales leaders to grow business.
• Drive Capex to Opex to Recurring Transformation: Through deployment and opportunity support with Capex Sellers
• Tracked IB-to-Recurring: Identify new recurring opportunities based on the existing Installed Base (IB).
• Renewal: Ensure on-time renewal and expansion of services contracts.

KPI Monitoring & Management of Recurring Goals

• Reconcile the YTD Recurring & Digital Performance: Build and drive growth action plans accordingly.
• Develop a Healthy & Accurate Sales Pipeline: Follow up to conversion.
• Data Analysis: Analyze collected data to identify trends, patterns, and areas for improvement.
• Data Collection & Dashboard Creation: Gather accurate and timely data from various sources to measure performance against KPIs and ensure alignment between local and global dashboards. Design dashboards that visually represent KPI data for easy understanding.
• Performance Review: Conduct regular reviews of KPI performance with stakeholders to discuss results and make informed decisions.

Key Success Factors

• Engagement and influence of Cluster Services leadership members.
• Ability to deploy the end-to-end recurring & digital process, deploy a clear RACI and drive collaborations between stakeholders.
• Ensure successful handover between Sellers, CSMs, Renewal VSSRs and Execution team (Services Reps).
• Strong End User & Segment knowledge to understand and communicate the value of recurring offers.
• Management of multiple KPIs, driving actions to address under performance.

Education / Skills:

• Experience:
• 5 years’ experience in commercial and operational roles, preferably in a Services context.
• Strong knowledge of digital or recurring business models.
• Knowledge of Customer Success Management practice.
• Previous experience in change management or program deployment
• Asset Performance Management, Industry 4.0 knowledge
• General - desire for continual learning & development of technology, analytics, big data, cybersecurity and industry trends
• Excellent verbal and written communication skills including communications to C-level customers and Schneider Electric leaders.
• Excellent organizational skills and ability to influence/convince others.
• 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. Ability to extract and use data from different sources. Knowledge of AI solutions to help with data extraction, analysis and predicting performance.
• Ability to leverage technology for communications and managing own performance.