Senior General Manager - VSSR

Overview

Lead virtual service sales team to drive orders, revenue, renewals & customer satisfaction.

Key Responsibilities

• bfo usage
• forecasting
• pipeline management
• customer qualification
• kpi monitoring
• renewals

Tasks

Formalized collaboration processes with all stakeholders to secure high level of team efficiency 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. Individual & collective sales cadence meetings to monitor closely sales results Regular collaboration with Operations leader to review FSR Lead Generation initiative. Close collaboration with BU Sales managers to secure customer coverage alignment & customer satisfaction Close collaboration with Outside Services Sales to secure short response time to the customer’s request -to build and update customer platforming & qualification -Enhance VSSRs social selling ability and digital presence on LinkedIn. -Ensure customer qualification and platforming for customer accounts with the support of the Services Operational Marketing and Outside Sales leaders. -Provide key resources and clear roadblocks of VSSRs, enabling them to achieve and/or exceed their orders goals. -Deliver accurate forecasting. -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. -Build an open-communication environment for the team -Ensure efficient and regular communications between the team -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. -Lead by example in ensuring safety and cyber security standards are applied. -Secure capture of assets coming out of warranty. Meet Capture target goals set by organization. -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. -Prepare the leadership pipeline of the future by scouting and nurturing a diverse pool of Services Virtual Sales talent. -Ensure effective and accurate usage of bFO by VSSR, monitor pipeline review through bFO dashboards. -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. -Attract, recruit, onboard, develop, motivate and manage a robust and high performing Services team while controlling voluntary attrition. -Define clear sales quota. -Develop and grow key relationships with customers and channels. -Ensure each VSSR has a clearly defined career plan, and monitor his/her development throughout the plan. -Deploy GS Virtual Sales Playbook, all the new initiatives, ambitions and business strategies (sales operating models) which are shared by GS Inside Sales team. -Maintain a high level of interaction with Outside Service Sales Manager / BU account manager to maximize business opportunities and cross-selling -Transform the business from reactive to proactive & sustainable by leveraging the platforming and coverage processes with a strong focus on recurring revenues. -Ensure VSSRs embrace Schneider Electric core values by informing them about SE company culture. -Create a motivating and challenging team spirit based on empowerment, collaboration and achievement -Secures customer satisfaction overseeing all ongoing activities with the customer -Analyze pipeline and hit rate evolution through sales dashboards, detect improvement areas of each VSSR performance. -Manage team skills & behaviors to match with business needs and market evolution. -Participate in the preparation of analysis and reports on global service performance. -Deliver on-time renewal of contracts , meet renewal target goals set by organization. -Support VSSRs on Terms&Condition discussions of contracts by having internal discussion with country legal department. -Support VSSRs on phone-call conflict resolution and help them to manage any customer objections.

Requirements

• technical sales
• 15+ years
• sales cycle
• team spirit
• phone selling
• demand generation

What You Bring

Overall understanding of the full sales cycle from prospecting, cold calling through to negotiation and closing experience is needed. Strong team spirit to motivate the sales teams to achieve order ambitions The successful candidate should have a minimum of 15 years work experience including 5 years technical sales experience as a minimum. You must submit an online application to be considered for any position with us. This position will be posted until filled. 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. -for thorough understanding of Country Demand Generation Plan, Installed Base profile and offers’ catalogue (available and to be launched in the coming months) -Coach VSSR’s phone selling skills.

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Benefits

€36 billion global revenue+13% organic growth150 000+ employees in 100+ countries#1 on the Global 100 World’s most sustainable corporations

About Schneider Electric

-Evolved from a steel and armaments business into a leading digital energy solutions provider. -Pioneered programmable logic controllers and circuit breakers, growing through iconic acquisitions like Square D and APC. -Typical projects include intelligent buildings, smart factories, resilient infrastructure, and future-proof data centres without specific numerical data. -Its EcoStruxure platform delivers AI-enabled digital twins and lifecycle management. -Expertise spans electrification, automation, digitization, smart industries, buildings, and data centre cooling. -Unusual ventures include offshore cruise-ship charging systems and innovative tax-credit swaps to fund solar projects.

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