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

Schneider Electric; United States; Sur place; USD 188 000 - 282 000; Plein temps

Avantages offerts par ce poste

Total Rewards package

Résumé du poste

Schneider Electric is seeking a Commercial Leader 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, reporting to the Regional Leader and coordinating with market influencers to maximize growth.

The ideal candidate leads a growing sales organization, recruits and develops top talent, and crafts strategic plans with Market Leaders to

Qualifications

• 5+ years of sales experience in complex, solution-based sales; Federal/CI or Water/Wastewater markets preferred.
• 3+ years of leadership or supervisory experience (preferred).
• Experience driving cross-functional collaboration and team coaching.
• Excellent written and verbal communication skills; ability to engage multiple stakeholders.
• Familiarity with procurement, contracting approaches, and complex sales cycles.

Responsabilités

• Shape strategic business impact and accelerate market growth by guiding the sales team in Federal and Commercial & Industrial markets.
• Maintain pipeline health with qualification standards, stages, and realistic close dates.
• Drive sales excellence through deal strategy, governance, and forecasting with Market Leaders.
• Partner with Market Leaders to prioritize opportunities and ensure profitable growth across Complex Projects.

Connaissances

Sales leadership

Complex sales

Cross-functional collaboration

Consultative selling

Executive communication

Organizational skills

MS Office proficiency

Procurement knowledge

Formation

Bachelor’s degree (4-year)

Outils

Microsoft Office

Description du poste

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 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, and continuous learning.
• Recruit, onboard, and coach top‑tier sales talent who have an ability to drive growth.

Success Metrics

• Orders growth
• Pipeline health (coverage, quality, diversification, stage progression) & forecasting accuracy
• Gross margin and profitability
• Employee engagement and retention
• Customer satisfaction and Net Promoter Score (NPS)

Qualifications

• Bachelor’s degree (4-year degree required).
• 5+ years of sales experience in complex, solution-based sales; experience in Federal, Commercial & Industrial, and/or Water/Wastewater markets preferred.
• 3+ years of leadership or supervisory experience (preferred).
• Experience driving cross‑functional collaboration.
• Excellent communication skills—both written and verbal.
• Strong organizational, leadership, and coaching abilities.
• Experience with consultative, relationship‑based selling.
• Proficiency with Microsoft Office.
• Familiarity with procurement and contracting approaches, complex sales cycles, or ESCO/energy efficiency solutions relevant to Federal and Commercial & Industrial markets is preferred.

Looking to make an IMPACT with your career?

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.

Our Total Rewards package outlines all the benefits and support you’ll enjoy as part of the Schneider Electric team:

Care for Yourself and Your Family. We ensure you feel secure with benefits that help you and your family thrive: 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, well‑being programs, 12 holidays per year, 20 days of paid time off per year (pro‑rated in the first year of employment based on start date).

Invest and Plan Your Future. We help you plan and invest for the future with competitive pay and programs: your base salary, short‑term incentives or sales incentives, opportunities to own company shares (eligibility depends on start date), and 401(k) + match.

Grow Your Skills and Career. We commit to helping you grow with ongoing performance and development conversations, Senior Talent Program, global career opportunities, access to our Schneider Career Hub for new positions, projects, and mentors, and learning platforms like Coursera to equip you with the skills for today and tomorrow.

Team Up in the Workplace. We encourage teaming up through project opportunities on the Schneider Career Hub, smart ways to collaborate, celebrating contributions via a recognition program (including service anniversary), sharing your voice in our engagement survey, and fostering an inclusive, caring workplace.

Support Your Community. We make a difference in your community with volunteer leave, programs through the Schneider Electric Foundation, initiatives that support youth education, and military leave benefits.

For this U.S. based position, the expected pay range is USD 188,000 - USD 282,000 per year. This pay range includes base pay and short‑term incentives. The compensation range for this full‑time position applies to candidates located within the United States.

€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 the 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.