Outside Sales Services Representative - Zambia

Please note that this is a Zambia-based role

The Services Outside Sales Representative is accountable for the promotion and sales of a broad range of technical services including the start-up, maintenance, testing, retrofit, upgrade, and digital services of all major manufacturers' electrical equipment installed at the customer’s site. The Outside Service Sales Representative is also accountable for the selling of turnkey projects ranging from simple replacement of equipment to fully engineered solutions. This position is responsible for developing and maintaining relationships with new and existing Schneider Electric customers to identify the scope of work, estimate and sell system adds/modifications, and maintenance agreements to meet or exceed his/her profitable sales target. The Field Service Sales develops new sales opportunities and addresses and services the needs of established accounts, utilizes excellent products/solutions/services and customer knowledge to educate customers on pricing and application advantages, and how they meet customer's needs. Creates Field Service proposals and closes them facing the customer. He/she interacts with the account manager from the Business Units, and also with Field Service Inside Service Sales Representatives and Field Service Operational Marketing. He/she will have to increase the mix of Service Plans sales as a top priority.

Essential Responsibilities:

• Develops account profiles and executes the sales plan.
• Applies market and account skills necessary for dealing with specific target audiences.
• Identifies and contacts potential customers or prospects, either existing or new.
• Secures customer satisfaction overseeing all ongoing activities with the customer (orders, delivery).
• Utilizes BFO (Salesforce.com) for sales funnel management and for Account Planning.
• Provides monthly forecasts and summaries in a timely manner.
• Participates in the preparation of analysis and reports on field service performance.
• Prepares sales quotations and proposals with the help of the quotation team in respect of Field Services expected margin.
• Works closely with Inside Service Sales Representatives and the BU account manager to maximize business opportunities.
• Is “feeding” the Field Services Marketing leaders with offers feedback and needs.
• Educates customers on all SE products and services with special attention on recurring and digital offers.
• Provides mentoring, coaching, and guidance to other sales employees.
• Coordinates and/or attends trade shows and marketing/sales seminars as needed.

Main interactions:

Field Services Sales Team, Customers, Field Services Vice President, Field Services Operational Marketing, Inside services sales, BU/Country account managers, Business developers, Services Bureau.

Key Success Factors:

Good working relationship and regular coordination with all Account Managers (incl. GAM/KAM) for opportunities identification and support.

Regular collaboration with Field Services Operational Marketing team for thorough understanding of country Installed Base.

Minimum Requirements:

• The successful candidate should have a (4) year college degree or equivalent work experience in the sale of winders and (3-10) years technical sales experience.
• Inside sales or CCC experience is a plus.
• Ability to build a sustainable and reliable relationship with the customer. The concept of Customer Intimacy is critical in Field Services.
• Excellent verbal and written communication skills including C-level customers.
• Thorough knowledge of Schneider Electric services offers throughout the Asset Management Life Cycle of the product.
• Proficient in Microsoft Office suite and ERP/CRM related tools. Excellent organizational skills.