Enterprise Services Sales Representative (ESSR)

The Enterprise Services Sales Representative (ESSR) operates in a consultative mode and deploys all sales actions in order to maximize the installed base Services within a portfolio of key customers (typically Strategic Accounts/Targeted Accounts).

The ESSR is responsible for building relationships at all levels of the customers organization to ensure recurring, consulting, modernization and digital Services related to the industrial and electrical equipment installed at the customer is fully comprehended by the customer's organization.

Focused on medium to long term growth strategy & relationship development with their accounts, the ESSR is accountable for the promotion and sales of a broad range of cross-BU technical services (Power, Secure Power & Cooling, Digital Power and Industry Services) with special attention on recurring and digital services offers to support the full customer assets' lifecycle.

The ESSR addresses and services the needs of his own assigned national & multi-site accounts, or in support to Key Account Managers by ensuring the Services value proposition is developed for and understood by our key large accounts.

Reviews and reports on customer retention, business opportunity and market trends.

Collaborate closely with Marketing leaders to share feedback and needs on current & future strategic offers.

Key Responsibilities

• Manage assigned accounts :



* Develop and execute annual sales plan for key customers in their account portfolio (Platforming & Coverage Execution).


* Develop and maintain relationship with existing customer and Services Partners at all levels


* Apply market and account skills necessary for dealing with specific segments or target audiences.


* Work and strategize closely with the BU account managers to maximize business opportunities & services attachments.


* Cross sell the entire Services portfolio - Power, Secure Power & Cooling, Digital Energy, Industry Services with special attention on strategic recurring and digital services offers.


* Secure customer satisfaction overseeing all ongoing activities with the customer (Order, Delivery etc)


* Utilize Bfo (Salesforce.com) for sales funnel management, account planning, performance and opportunity detection via Account Cockpit


* Keep updated Accounts data & Installed Base data in bFO/bFS o Provide monthly forecasts, using bFO, and summaries in a timely manner.


* Participate in the preparation of analysis and reports on service performance.


* Provide precise and timely information to Tender team to prepare sales quotations and proposals


* Monitor margin to be at or above country thresholds.

Use DOA process to escalate opportunities below thresholds.


* "Feed" the Services Marketing leaders with Offers feedback and needs


* Coordinate and/or attend trade shows and marketing/sales seminars as needed General

• Build and manage Services Opportunity Pipeline :



* Analyze & qualify o...