Senior Principal, End Users and Strategic Customers Field Sales

Mission
You will be responsible for driving growth in the Real Estate Segment for all of Schneider‘s Technology stack, promoting the true value of fully integrated solutions which meet specific tailored outcomes to solve the challenges of different personas who operate in the Real Estate Segment. This role plays an advanced support country leadership role, influencing the growth of Real Estate account growth across multiple regions and countries such as Canada, East Asia, DACH, Nordics, MEA, India and the UK&I. You will evidence the capability to build a long-term strategy with targeted MCTAs and leverage all possible actions to reach their targets, establishing the best tactic to achieve their goals. They shall be able to develop their network into the customer environment and build a long-term partnership across the complete company, aligned with the strategy.

Responsibilities

• Select Segment & Set Strategy – Local Country Target account selection process through PAM assessment and coverage locally.
• Allocate & Upskill Teams – provide training to local country teams on Unique Value Proposition and other sales materials to enable the local workforce to take a segment led approach to the market.
• Engage with customers & Communicate – Develop customer relationships globally, coach regional country segment leaders to communicate and amplify the segment message locally.
• Activate Partners – Work with local EcoXpert teams to create ‘ambassadors’ for Real Estate – identify the most influential partners in the market and engage, coach, and help local leaders to build relationships.
• Target Projects – Target the most iconic, the biggest impact projects, the largest opportunities which will move the dial towards extensive growth for the teams.
• Develop, manage, and implement a global commercial strategy for several Multi-Country Targeted Accounts (MCTAs) and their key supply chain members.
• This role is focused on global retailers with headquarters in France.
• Animate and ensure profitable growth of the Real Estate segment business in the Europe region, including all necessary actions to ensure that success is there.
• Build and present the 3-5 years MCTAs strategic plan, aligned with Schneider Electric’s & the Building Segments’ overall strategy.
• The prerequisite is to understand well the strategy of the customers and the outcomes in terms of investments.
• Build and implement annual strategy-to-action account plan to satisfy the customers’ needs & pain points, aligned with the long-term strategy.
• Decide & communicate the account plan strategy and local action plan to key account managers, responsible for the accounts’ business in various countries, and secure that the teams stay focused on the right actions.
• Detect opportunities (RFQs/RFPs) and drive the quality & competitiveness of the answer, by engaging the right people internally.
• Identify best practices to be deployed, across all segments and LoBs (best practices will be shared by marketing leaders and Solution Specialists in the team).
• Grow the business through active management of all investment opportunities and projects worldwide, and proactively develop the business related to the installed base.
• Create customer intimacy by building a network at all levels inside the customers’ global organization and the customers’ supply chain.
• If appropriate, help to identify co-development opportunities with the customers.
• Construct, deploy and animate global agreements, if required, utilizing Multi Country Commercial Agreement processes.
• Develop & animate an international network in all the countries where the accounts covered are doing business with Schneider Electric in order to secure quality and competitiveness of the solutions provided.
• Take part in the selection, target setting and annual appraisal of their main account managers’ counterparts.
• Establish annual revenue targets for their accounts by country.
• Be responsible for the consistency of their accounts’ global orders figures.
• Report worldwide business development quarterly through orders figures (direct & indirect sales), activity reports, Executive Sponsor activity, and C‑Level visits.
• Supervise the key account managers’ reporting (actual & forecast).
• Travel: In a regular year, this position would travel at least twice a month. Travel locations likely to include other Schneider Electric locations across the world.

Skills & Experience

• Excellent customer relationship skills.
• Ability to create relationships quickly across customers’ organizations.
• Strong capacity to foster collaboration & networking, and work transversally across the organization.
• Organization and project management skills; structured way of working; Good attention to detail.
• Strong analytical skills: ability to screen and quickly absorb information on various topics from multiple sources and synthesize it to make meaningful recommendations.
• Financially literate: able to review and interpret financial statements / reports.
• International, multi‑cultural mind‑set and approach.
• Business Developer – Resourceful and a self‑starter who will push the organization to deliver.
• Team Player – Passionate and dynamic professional with the energy and ability to build trust and foster collaboration across a complex matrix environment; Collaborative team‑oriented style.
• Role Model – Demonstrates strong personal leadership in line with Schneider Electric values.

Benefits

• Competitive salary & Bonus Scheme
• 28 Days Annual Leave + Public Holidays
• Holiday Buy & Sell programme
• Pension Scheme
• Employee Share Ownership Programme
• Various Health & Wellbeing Support Options
• Gym Flex
• Open Talent Market (internal mobility opportunities + access to mentors & projects globally)
• Shopping & Dining Discounts
• Learning Portal and much more.

Equal Opportunity
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.