Business Development Manager - HVAC PUMP Data Center Segment

Schneider Electric; Raleigh (NC); On-site; USD 128,000 - 193,000; Full time

Benefits offered by this job

Medical coverage

Dental coverage

Vision coverage

401(k) + match

Paid time off

Stock purchase plan

Flexible work arrangements

Military leave

Job summary

Schneider Electric is seeking a Lead Business Development professional in the United States to drive industrial automation growth by acquiring and incubating high-potential customer accounts. You will focus on conversion, ecosystem development, and segment advocacy across Buildings, Data Centers, and Energy sectors.

The role requires strong knowledge of drives, PLCs, HMIs, and automation software, plus excellent communication and collaboration with internal teams.

Qualifications

• Proven experience in industrial automation sales or business development.
• Strong understanding of drives, PLCs, HMIs, industrial software, and automation systems.
• Ability to identify and convert competitive solutions.
• Excellent communication and collaboration skills.
• Experience working with cross-functional teams and technical resources.
• Willingness to travel strategically for customer engagement.

Responsibilities

• Lead acquisition and incubation of high-potential new customer accounts in assigned market segments and geographies.
• Identify and maintain target accounts (multi-site and individual).
• Convert competitor products to Schneider Electric solutions.
• Progress opportunities through defined sales stages.
• Document all customer interactions in BFO (Business Field Operations).
• Collaborate with ICO and Marketing to tag and platform new accounts.
• Map ecosystem influencers for each account.
• Collaborate across segments to influence specifications and value chain decisions.
• Attend key trade shows and engage with national segment organizations.
• Travel 2-3 customer visits per trip.

Skills

Industrial sales

CRM tools

Cross-functional collaboration

Travel readiness

Strategic ecosystem development

Tools

ONE PLAN

BFO

Job description

For this U.S. based position, the expected compensation range is $128,480-$192,720 per year, which includes base pay and short-term incentive.

The compensation range for this full-time position applies to candidates located within the United States. Our salary ranges are determined by reviewing roles of similar responsibility and level. Within the salary range, individual pay is determined by several factors including performance, knowledge, job-related skills, experience, and relevant education or training.

Schneider Electric also offers a comprehensive benefits package to support our employees, inclusive of medical (with member reward points), dental, vision, and basic life insurance, Benefit Bucks (credits to apply towards your benefits) flexible work arrangements, paid family leaves, 401(k) + match, well-being and recognition (including service anniversary) programs, 12 holidays per year, 15 days of paid time off per year (pro-rated in the first year of employment based on start date), opportunity to purchase company stock (eligibility depends on start date), and military leave benefits.

Lead the acquisition and incubation of high-potential new customer accounts in assigned market segments and geographies, with a strong focus on competitive conversion, strategic ecosystem development, and segment advocacy. The BDM is accountable for driving industrial automation (IA) growth through targeted prospecting, opportunity development, and collaboration with internal and external stakeholders.

Job Responsibilities

• New Customer Acquisition & Opportunity Development
• Identify and maintain a list of target accounts (multi-site and individual).
• Convert competitor products (drives, PLCs, HMIs, computers, software) to Schneider Electric solutions.
• Progress opportunities through defined sales stages.
• Document all customer interactions in BFO (Business Field Operations).
• Use ONE PLAN templates for top accounts.
• Collaborate with ICO and Marketing to tag and platform new accounts.
• Ecosystem Development
• Map ecosystem influencers (end users, consultants, EPCs) for each account.
• Document ecosystem mapping in ONE PLAN.
• Collaborate across segments (Buildings, Data Centers, Water/Wastewater, Energy & Chemical) to influence specifications and value chain decisions.
• Segment Advocacy & Application Promotion
• Attend key trade shows (e.g., AHR Expo, WEFTEC).
• Engage with national segment organizations.
• Close prior-year active accounts with OEM team support.
• Use the CARNOT Team for inside sales on dormant accounts.
• Promote targeted applications such as:
• M173 Heat Pump
• Duplex Pump Booster Panel
• HVACR Panel
• Industrial Refrigeration Campaign
• Sales Process & Collaboration
• Prospect using distributor lists, referrals, trade shows, marketing leads, and personal network.
• Qualify and incubate leads via virtual and in-person meetings.
• Engage technical resources for demos and evaluations.
• Collaborate with local sales for pricing, prototyping, and conversion strategies.
• Transition accounts to local sales within 60 days of first purchase.
• Travel & Planning
• Travel strategically for lead qualification and incubation (2-3 customer visits per trip).
• Coordinate travel with technical resources only when needed.
• Submit call/visit plans to manager before booking.
• Development Goals
• Skill Development (50%): Complete Richardson's Skill UP program.
• Industry Engagement (25%): Participate in organizations like Hydraulic Institute, ASHRAE, IIAR, SWPA.
• Learning (25%): Complete required corporate modules and one new learning module per quarter.
• Success Metrics
• Volume and progression of new opportunities.
• Pipeline value and closed orders.
• Ecosystem mapping and influence.
• Frequency and quality of customer engagement.
• Completion of development goals and training.
• Accurate and timely documentation in BFO.
• Proven experience in industrial automation sales or business development.
• Strong understanding of drives, PLCs, HMIs, industrial software, and automation systems.
• Ability to identify and convert competitive solutions.
• Excellent communication and collaboration skills.
• Experience working with cross-functional teams and technical resources.
• Willingness to travel strategically for customer engagement.
• Familiarity with CRM tools like BFO and planning tools like ONE PLAN.
• Active participation in industry organizations is a plus.
• Commitment to continuous learning and professional development.

When you are thinking about joining a new team, culture matters. At Schneider Electric, our values and behaviors are the foundation for creating a great culture to support business success. We believe that our IMPACT values - Inclusion, Mastery, Purpose, Action, Curiosity, Teamwork - starts with us.

IMPACT is also your invitation to join Schneider Electric where you can contribute to turning sustainability ambition into actions, no matter what role you play. It is a call to connect your career with the ambition of achieving a more resilient, efficient, and sustainable world.

We are looking for IMPACT Makers; exceptional people who turn sustainability ambitions into actions at the intersection of automation, electrification, and digitization. We celebrate IMPACT Makers and believe everyone has the potential to be one.

€40 billion global revenue

+9% organic growth

150 000+ employees in 100+ countries

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.