Building Automation Systems Sales Professional - Dynamic Team

SE Federal - A Schneider Electric Company

Under direction of the Directory of Sales, this role is responsible for the sale of Schneider Electric Building Automation Systems (BAS) solutions to building owners, end-users and the contracting community (i.e., general contractors, mechanical contractors, designers and consulting engineers). Target customer base is the United States Federal Government across all agencies in the D.C., Northern VA and MD geographies.

The chosen candidate will be responsible for initiating, establishing and building profitable business through new construction and service relationships between new customers and SE Federal. The salesperson will work within an assigned geographic territory and part of the local SE Federal HQ office team of sales professionals. 

The candidate will execute SE Federal sales process to aid in encouraging and leading long-term relationships and in seeking out, targeting, qualifying and closing new sales opportunities. Uses sales tools to plan and document sales progress as well as increase business opportunities across all lines of businesses in assigned accounts.

Primary Responsibilities:

• Promote the SE Federal – EcoStruxure™ for Buildings value proposition to Federal Agencies, Consultants and Contracting communities by providing business solutions, technical solutions and operational expertise.
• Positively and credibly present SE Federal – EcoStruxure™ building automation solutions to the contracting community. Build competitive, high quality and timely estimates, proposals and cost/benefit analysis. Competently write, present, negotiate value-based proposals, address resistance and close the sale.
• Build and manage long term customer relationships and partnerships with target Federal agencies.

• Seeks to expand the depth and breadth of SE Federal offerings sold within assigned accounts. Actively participate as a member on select account teams for key and target customer accounts using account management practices and concepts.
• Continually seeks to develop sales skills and to improve knowledge of the Schneider Electric EcoStruxure™ products and service solutions.
• Sell with minimal supervision, SE Federal – EcoStruxure™ for Buildings, BAS solutions for new construction and service offerings, persuasively, persistently and confidently to customers while reaching optimal profit levels.
• Consistently maintain face-to-face contact and interaction with the customers who most directly influence business to business relationship. 
• Actively listens, probes and identifies opportunities. 

• Develop credibility, loyalty, trust and commitment.
• Responsible for overall customer satisfaction.

• Demonstrate building system(s) application and technical knowledge through interpretation and/or writing the specification(s) that match Schneider Electric proposed solutions that provide value to the customer and a favorably winning position for SE Federal.
• With assigned consulting engineers, drive specifications that include Schneider Electric building automation solutions and products. 
• With assigned owner accounts, drive a preference for Schneider Electric building automation solutions, products and offerings.
• Recommend solutions and link customer objectives to total value solution and competitive advantage. Differentiate SE Federal services and products from competitors by applying creativity, resourcefulness and innovation in a valuable sales approach.
• Utilizes applicable sales tools effectively to plan and document progress as well as increase penetration into assigned key and target accounts.

• Utilize Schneider Electric CRM tool: Bridge Front Office “bFO™” built on Salesforce platform.
• Participates in industry related professional organizations.
• Build relationships with current customers while increasing sales growth year-over-year.
• Create goals and forecasts for each account. Working with your sales leader to communicate any needs that are necessary to achieve these goals.
• Conduct quarterly business reviews with your assigned key accounts.
• Set appropriate customer expectations on solutions provided.
• Act as the customer’s advocate in interactions with SE Federal team to ensure the customer obtains the best value from Schneider Electric offerings.
• Participate in project reviews and final project inspection.

Minimum Qualifications:

• Bachelor’s degree in engineering or business with related discipline.  
• Minimum of 2-5 years of solution sales experience related to commercial HVAC and Building Automation Systems.
• Prior knowledge of Schneider Electric EcoStruxture™ for Buildings solutions is a plus.
• Must have strong presentation skills and demonstrated experience of pricing solutions for customers.
• Working knowledge of Microsoft Office products.
• Demonstrates a commitment to integrity and quality in business.
• Excellent initiative and interpersonal communication skills.
• Demonstrates the ability to influence the market at key levels.
• Ability to define problems, collect data, establish facts and draw conclusion.

At SE Federal – A Schneider Electric Company, our teams are uniquely positioned to support a multitude of solutions direct to the Federal Government across the globe. You will have the opportunity to develop yourself through meaningful work projects and learning opportunities. We strive to provide our employees with an experience focused on supporting their physical, financial, and emotional wellbeing