Job Description
Our client is the global specialist in energy management and automation with 160,000+ employees serving customers in over 100 countries, helping them to manage their energy and process in ways that are safe, reliable, efficient, and sustainable. From the simplest of switches to complex operational systems, our technology, software, and services improve the way our customers manage and automate their operations. Our connected technologies reshape industries, transform cities and enrich lives. Our clients' capabilities in the solar market segment include complete electrical systems and power conversion solutions along with the intelligent controls needed for the most competitive smart grid integration, and lifecycle Operation and Maintenance services. Services are a key differentiator and growth avenue for our clients' Solar solutions. The Solar Services Sales Manager will be part of the Country front office team, and responsible for service-related activities, from developing opportunities, to quotation, to closing orders, and lastly transfer into execution.
Mission: The Solar Services Sales Manager is responsible for the sales of solar services to customers in North America for their PV projects.
Day To Day:
- Services Selling:
- Understand customer O&M schemes and service expectations, and demonstrate the value of Schneider proposition
- Promote reference service offers, and adapt them to elaborate a solution in line with customer expectations, while re-using to save time, optimize costs and reduce risks
- Prepare service pricing and customer offerings
- Negotiate contracts while managing risks and ensuring long term profitability
- Identify add-on services opportunities on existing customer base
- Services Marketing, in close cooperation with Service Global Marketing
- Interact with solar marketing and local execution teams to understand/adapt reference architecture to customer needs, and validate related prices
- Benchmark competitors' services package and pricing, identify and share trends in customer expectations
- Contribute to development of services offer configuration / pricing tools
- Services Execution, in close cooperation with Operations Managers
- Transfer deals and signed contracts to execution centers
- Value Services execution results to customers
- Follow up contracts and ensure contracts renewal/adaptations leveraging results and benchmarks
Performance indicators
1. a) Business indicators (Order Intake, Sales, Profitability)
2. b) Attach rate of service contracts
3. c) Customer satisfaction
Required Skills & Experience
Must Haves:
- 3-5 years of experience in Utility Service Sales with a focus on: renewable energy, good knowledge of customer vocabulary, pain-points, expectations, and deliverables
- Utility Scale experience preferably in the Solar or Wind space
- Strong sales aptitude - ability to influence and convince
- Communication skills and networking capabilities (internal & external)
- Engineering Degree aligned with industry -- Mechanical, Electrical, Electronics & software OR relevant experience
Benefit packages for this role will start on the 31st day of employment and include medical, dental, and vision insurance, as well as HSA, FSA, and DCFSA account options, and 401k retirement account access with employer matching. Employees in this role are also entitled to paid sick leave and/or other paid time off as provided by applicable law.