Commercial Leader, Complex Projects (Federal / C&I)

Schneider Electric; Gunnison (CO); On-site; USD 180,000 - 260,000; Full time

Job summary

Schneider Electric in the United States seeks a Commercial Leader for Complex Projects to guide the sales team across Federal and Commercial & Industrial markets, delivering turnkey design-build infrastructure solutions. The role drives new business development, market expansion, and sales performance while shaping engagement with customers, consultants, and partners.

The ideal candidate leads a team of account executives, BDMs, and regional coordinators, establishing strategic plans, managing

Responsibilities

• Shape Strategic Business Impact & Accelerate Market Growth: Champion our solutions and lead the sales team to set us apart as a trusted partner in the Federal and Commercial & Industrial markets for energy efficiency, resilience, sustainability, and infrastructure needs.
• Design and execute impactful Complex Projects sales and business development strategies.
• Identify new opportunities and expand our presence across the Federal and Commercial & Industrial markets.
• Monitor customer needs, funding and procurement trends, competitive dynamics, policy changes, and industry innovation, then adjust market strategy accordingly.
• Support the broader Efficiency Business strategic planning initiatives.
• Develop and implement engagement plan for industry and market conferences, trainings, working groups, and other exposure/influence opportunities.
• Conduct Business Development & Maintain Pipeline Health: Maintain a healthy, accurate pipeline with clear qualification standards, stage discipline, next steps, and realistic close dates.
• Establish activity and pipeline‑coverage expectations that reflect the development cycles, technical complexity, and varied buying processes of complex projects.
• Monitor progress against team goals of activity that drives customer engagement, opportunity creation, and pipeline progression.
• Hold sales professionals accountable for pipeline coverage, forecast accuracy, opportunity advancement, and timely follow‑through.
• Coach sellers to prioritize the highest‑value markets, accounts, relationships, and pursuits so their time is focused on productive areas with the greatest likelihood of profitable growth.
• Use regular pipeline reviews to identify gaps, stalled opportunities, and unproductive activity, then implement clear corrective actions and support plans.
• Drive Sales Excellence: Partner with the Market Leaders to shape deal strategy and boost pipeline velocity, including stakeholder mapping, competitive positioning, win themes, teaming strategy, pricing posture, and executive engagement.
• Apply disciplined qualification and go/no‑go governance based on strategic fit, customer commitment, resource demand, probability of award, margin, and risk.
• Co‑own Complex Projects forecasting with the Market Leaders and deliver profitable, sustainable growth.
• Set clear goals, measure success, and help the Region consistently meet/exceed targets.
• Deliver segment‑specific growth: Federal: strengthen agency account strategies, navigate federal acquisition and contracting environments, and support compliant, differentiated pursuits for mission‑critical and energy infrastructure solutions.
• C&I: develop scalable account and vertical strategies that connect energy, decarbonization, resilience, infrastructure modernization, and financial outcomes to customer business priorities.
• Market Leader Partnership: Partner with the Market Leaders in the Complex Projects region to establish annual market business plans and growth objectives.
• Collaborate on opportunity prioritization, resource needs, and go/no go decisions across the Complex Projects markets.
• Support key customer meetings, executive presentations, and development strategies.
• Maintain transparency on pipeline status, constraints, risks, and resource requirements.
• Together, drive profitable growth, customer satisfaction, successful contract awards, and repeatable business across the Complex Projects markets.
• Lead, Develop & Inspire: Grow, mentor, and elevate a consultative sales team across the Complex Projects region.
• Build a culture centered around collaboration, accountability

Job description

Commercial Leader, Complex Projects (Federal / C&I)

Position Summary

The Commercial Leader will guide the sales team (account executives, business development managers, regional client coordinators) to deliver turnkey design-build infrastructure solutions across the Federal and Commercial & Industrial markets. S/he is the primary growth leader within the Complex Projects region and is accountable for driving new business development, market expansion, and sales performance. This role leads the customer acquisition strategy, develops market and account plans, manages the sales pipeline, and ensures execution of market growth objectives.

The Commercial Leader directly manages sales professionals and is responsible for recruiting, developing, and retaining top-performing sales talent required to win large, multi-stakeholder pursuits. Working closely with the Market Leader(s), the Commercial Leader identifies and qualifies opportunities, develops pursuit strategies, influences customer decision‑making, and secures new business aligned with the organization's strategic objectives.

Reporting to the Regional Leader, the Commercial Leader oversees a team who serves as the external face of the business across the Complex Projects markets and leads engagement with customers, consultants, lobbyists, partners, and key market influencers to maximize market share and growth.

Key Responsibilities

Shape Strategic Business Impact & Accelerate Market Growth

Champion our solutions and lead the sales team to set us apart as a trusted partner in the Federal and Commercial & Industrial markets for energy efficiency, resilience, sustainability, and infrastructure needs.

Design and execute impactful Complex Projects sales and business development strategies.

Identify new opportunities and expand our presence across the Federal and Commercial & Industrial markets.

Monitor customer needs, funding and procurement trends, competitive dynamics, policy changes, and industry innovation, then adjust market strategy accordingly.

Support the broader Efficiency Business strategic planning initiatives.

Develop and implement engagement plan for industry and market conferences, trainings, working groups, and other exposure/influence opportunities.

Conduct Business Development & Maintain Pipeline Health

Maintain a healthy, accurate pipeline with clear qualification standards, stage discipline, next steps, and realistic close dates.

Establish activity and pipeline‑coverage expectations that reflect the development cycles, technical complexity, and varied buying processes of complex projects. Monitor progress against team goals of activity that drives customer engagement, opportunity creation, and pipeline progression.

Hold sales professionals accountable for pipeline coverage, forecast accuracy, opportunity advancement, and timely follow‑through.

Coach sellers to prioritize the highest‑value markets, accounts, relationships, and pursuits so their time is focused on productive areas with the greatest likelihood of profitable growth.

Use regular pipeline reviews to identify gaps, stalled opportunities, and unproductive activity, then implement clear corrective actions and support plans.

Drive Sales Excellence

Partner with the Market Leaders to shape deal strategy and boost pipeline velocity, including stakeholder mapping, competitive positioning, win themes, teaming strategy, pricing posture, and executive engagement.

Apply disciplined qualification and go/no‑go governance based on strategic fit, customer commitment, resource demand, probability of award, margin, and risk.

Co‑own Complex Projects forecasting with the Market Leaders and deliver profitable, sustainable growth.

Set clear goals, measure success, and help the Region consistently meet/exceed targets.

Deliver segment‑specific growth:

Federal: strengthen agency account strategies, navigate federal acquisition and contracting environments, and support compliant, differentiated pursuits for mission‑critical and energy infrastructure solutions.

C&I: develop scalable account and vertical strategies that connect energy, decarbonization, resilience, infrastructure modernization, and financial outcomes to customer business priorities.

Market Leader Partnership

Partner with the Market Leaders in the Complex Projects region to establish annual market business plans and growth objectives.

Collaborate on opportunity prioritization, resource needs, and go/no go decisions across the Complex Projects markets.

Support key customer meetings, executive presentations, and development strategies.

Maintain transparency on pipeline status, constraints, risks, and resource requirements.

Together, drive profitable growth, customer satisfaction, successful contract awards, and repeatable business across the Complex Projects markets.

Lead, Develop & Inspire

Grow, mentor, and elevate a consultative sales team across the Complex Projects region.

Build a culture centered around collaboration, accountability