Senior General Manager - VSSR

The Virtual Service Sales manager is leading a team of Virtual Service Sales representatives. His/Her focus is to organize, manage and coach the team in order to reach their order and revenue targets, by selling broad range of each LoB technical services primarily maintenance, spare parts, training, testing etc. electrical equipment installed at the customer's site.

Essential Responsibilities:

• 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 main tool, and leverage other SE digital tools.
• Ensure effective and accurate usage of bFO by VSSR, monitor pipeline review through bFO dashboards.
• Define clear sales quota.
• Deliver accurate forecasting.
• Deliver on-time renewal of contracts , meet renewal target goals set by organization.
• Secure capture of assets coming out of warranty. Meet Capture target goals set by organization.
• Provide key resources and clear roadblocks of VSSRs, enabling them to achieve and/or exceed their orders goals.
• Ensure customer qualification and platforming for customer accounts with the support of the Services Operational Marketing and Outside Sales leaders.
• Secures customer satisfaction overseeing all ongoing activities with the customer
• Maintain a high level of interaction with Outside Service Sales Manager / BU account manager to maximize business opportunities and cross-selling
• Localize all sales productivity KPIs which are defined by GS Virtual Sales playbook, and periodically monitor the trends to share the evolutions in the sales team meetings.
• Report sales activity and maintain a set of metrics through 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.
• Analyze pipeline and hit rate evolution through sales dashboards, detect improvement areas of each VSSR performance.
• Participate in the preparation of analysis and reports on global service performance.
• Develop and grow key relationships with customers and channels.
• Deploy GS Virtual Sales Playbook, all the new initiatives, ambitions and business strategies (sales operating models) which are shared by GS Inside Sales team.
• Create a motivating and challenging team spirit based on empowerment, collaboration and achievement
• Ensure efficient and regular communications between the team
• Transform the business from reactive to proactive & sustainable by leveraging the platforming and coverage processes with a strong focus on recurring revenues.

People Management:

• Lead by example in ensuring safety and cyber security standards are applied.
• Attract, recruit, onboard, develop, motivate and manage a robust and high performing Services team while controlling voluntary attrition.
• Prepare the leadership pipeline of the future by scouting and nurturing a diverse pool of Services Virtual Sales talent.
• Manage team skills & behaviors to match with business needs and market evolution.
• Drive a lean and agile organization.
• Detect improvement areas of each VSSR on technical skills, offer knowledge, communication, relationship management, account management, telephone&virtual selling, and assign new trainings to develop them.
• Ensure each VSSR has a clearly defined career plan, and monitor his/her development throughout the plan.
• Coach VSSR's phone selling skills.
• Support VSSRs on Terms&Condition discussions of contracts by having internal discussion with country legal department.
• Ensure VSSRs embrace Schneider Electric core values by informing them about SE company culture.
• Support VSSRs on phone-call conflict resolution and help them to manage any customer objections.
• Enhance VSSRs social selling ability and digital presence on LinkedIn.
• Build an open-communication environment for the team

Main interactions:

Virtual Sales Team, Customers, Services Operational Marketing, CCC, Outside services sales, Order Management, BU sales manager, IB Champion.

Key Success Factors

Strong team spirit to motivate the sales teams to achieve order ambitions

Individual & collective sales cadence meetings to monitor closely sales results

Formalized collaboration processes with all stakeholders to secure high level of team efficiency

Close collaboration with Outside Services Sales to secure short response time to the customer's request

Close collaboration with BU Sales managers to secure customer coverage alignment & customer satisfaction

Close collaboration with Services Operational Marketing Leader:

• for thorough understanding of Country Demand Generation Plan, Installed Base profile and offers catalogue (available and to be launched in the coming months)
• to build and update customer platforming & qualification

Regular collaboration with Operations leader to review FSR Lead Generation initiative.

BE/B.Tech

The successful candidate should have a minimum of 15 years work experience including 5 years technical sales experience as a minimum.

Overall understanding of the full sales cycle from prospecting, cold calling through to negotiation and closing experience is needed.

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.

Become an IMPACT Maker with Schneider Electric - apply today!

36 billion global revenue
+13% organic growth
150 000+ employees in 100+ countries
#1 on the Global 100 World's most sustainable corporations

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