Job Description

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The Schneider Electric GMP Senior Global Pursuit Leader Pursuit Leader has overall responsibility for assigned pursuits and the executive relationship with the client. The Pursuit Leader sets the strategic objectives and winning strategy for strategic pursuits and must leverage GMP team and processes to increase win probability and eventually win the pursuit.
It is the responsibility of the Pursuit Leader to collaborate with rest of GMP team, regional leadership team and sales teams covering customers at various locations to develop sales strategy, customer mapping, decision making process, timelines and mobilize internal resources to win strategic sales pursuits

Responsibilities

The Pursuit Leader is primarily accountable for driving strategic deals to closure. The Pursuit Leader works closely with the other members of GMP team to identify sales opportunities considered strategic by the Company. The Pursuit Leader is responsible for the acquisition of new client accounts/sites and for the establishment and maintenance of the sales relationship with each client/prospect, particularly at the executive level. They target potential leads, qualify them, and lead the GMP pursuit team in crafting and positioning the deal. To this end, they leverage their industry and financial business knowledge to create demand and persuade through the development and presentation of compelling purchasing rationales in a highly competitive environment.
The Pursuit Leader works closely with a dedicated team that provides marketing and project scope and sourcing support. Manage pursuits using bFO tool and maintain opportunity data and provide accurate assessment of each sales opportunity within the sales process, including indicating those opportunities that should be forecast for closure.
The Pursuit Leader works closely with management and internal teams to constantly refine both the account targets and the associated sales strategy being pursued. The Pursuit Leader must also work closely with the Regional Sales Managers and Client Sales Executives to affect a smooth transition of new accounts to the regional account management team following successful order attainment.
Regularly interacts with executives and senior management both internal to Schneider Electric and with major clients. The Pursuit Leader is viewed as an elite sales leader by the company and in the market. Reports to the VP, Global Major Pursuits and is part of a highly experienced team of leaders and professionals in a fast-paced environment.

Job Essential Functions

The Schneider Electric GMP Senior Global Pursuit Leader for driving key pursuits to closure and increasing Schneider Electric win rates on strategic pursuits.
Job essential functions include, but are not limited to, the following:Involves in early phases of Prospect and Development of an opportunity. With the other members of the Sales team, qualify opportunities against GMP guidelines Utilize business and financial knowledge to create value propositions Execute highly-developed, proven competitive sales tactics to win business Coordinate deal crafting and positioning Lead the contract negotiation process Make presentations to promote Schneider Electric Develop and maintain positive relationships with clients/potential clients, particularly at the executive C-suite level Participate in the knowledge capture/management process Work closely with the Sales Leaders and Client Sales Executive, joins them in customer meetings as required to ensure all elements of the order are addressed and documented Develops a detailed pursuit milestone plan and manages it daily to ensure all tasks and activities are on track for completion by their assigned due dates Works with the Bid Team to generate technical and commercial proposals in support of assigned opportunities including scope development, costing, pricing and terms, conditions negotiation/resolution, execution plans and creative solutions Interface with clients, suppliers/partners, affiliates, and other Schneider Electric functional personnel, as needed to ensure the delivery of a thorough, professional proposal to the client Arranges all GMP Reviews and ensures meeting materials are ready for review, and that all meeting attendees are on notice to attend these reviews as scheduled Manage all Technical and Commercial Clarifications with team, ensuring all information are well documented Provide regular updates to management on pursuit status.

Career Development

The career development opportunities for GMP Senior Global Pursuit Leaders are outstanding. Opportunity to deepen and broaden their skills to move into the GMP leader role or to move into a regional Sales leadership role within Schneider Electric.


Qualifications:

Education:

Bachelor's degree preferred in Engineering, Business, Finance, or Economics. MBA preferred.

Experience:

Minimum 5 years of proven success in solutions sales Past experience in closing deals of $5-10 Million in contract value Ability to establish CXO level relationships and relate to C-suite executives in a consultative way, serving as a trusted partner Experience working with an internal team throughout the sales process Travel up to 50%


Significant experience and proven ability in one or more of the following fields:Proven experience driving major sales pursuits within a sales organization at a major services organization Strategic sales, relationship, and account management experience at a major services organization, preferably on a global basis

KNOWLEDGE / SKILLS

Knowledge and Professional Skills:Management - Well developed management skills. Ability to assemble, direct, coach, motivate and coordinate pursuit teams, in different locations and from different parts of Schneider Electric and partner firms, engaged in multiple simultaneous sales initiatives Process Automation Project/Program/Budgetary Management - A strong background and proven track record in the construction and management of complex large-scale projects/programs/budgets for process automation services to or within large institutions Industry and Technology Expertise - A deep understanding of the impact of automation on a firm's business. Strong appreciation and understanding of key current and emerging technologies, third party solutions and packaged software applications of importance to the global markets. Industry and Technology Insight - Strong appreciation and understanding of key current and emerging technologies, third party solutions and packaged software applications of importance to the global markets. Partner management - Strong partner management skills including inter-divisional, external business partner and supplier management skills in the services arena Process Automation Services - A strong knowledge and understanding of the predominant firms, products, services and solutions that are most important to large global firms. Insights into emerging players and key trends in the Process Automation marketplace. Market Expertise - Ability to understand and apply industry/market knowledge in client communications and dialog in terms of macro drivers, significant trends and strategic directions Innovation - Capacity for creativity regarding the design of technical, business and financial solutions; intellectually bright and open-minded to diverse technical solutions; conversant in state-of-the-art and industry technologies.

Personal Attributes:

? Leadership - Possesses key leadership attributes: Strong personal conviction, vision, strong emotional bonds, inspirational, team orientated, risk taker, and driven to excel.
? Stature and presence - the ability to command the attention and respect of senior industry executives.
? Communication - Strong communications skills, both written and oral. Ability to present at an executive level.
? Planning - Ability to develop, communicate and execute both tactical and strategic sales plans.
? Cultural sensitivity - Ability to bring together highly diverse teams to achieve superior results
? Decisive - appropriately pursues business objectives with a bias for action and getting things done. Able to handle technical challenges tactically as well as take strategic decisions
? Judgment - Ability to think and act independently and exhibit consistently sound business judgment and an action-oriented ability to take measured risks and take responsibility for the consequences.
? Organized - Works in a systematic and structured manner to ensure tasks are performed efficiently with a minimum use of resources, time or effort.
? Team player - Being committed, dependable and reliable in collaboration, engaging and coordinate tasks well with other team members.
? Change Resilient/Adaptable - highly organized, disciplined, and handles complex, ambiguous, or stressful situations in a calm, professional manner.

Let us learn about you! Apply today.

You must submit an online application to be considered for any position with us. This position will be posted until filled.

About Our Company:

Looking to make an IMPACT with your career?

When you are thinking about joining a new team, culture matters. At Schneider Electric, our values and behaviors are the foundation for creating a great culture to support business success. We believe that our IMPACT values - Inclusion, Mastery, Purpose, Action, Curiosity, Teamwork - starts with us.


IMPACT is also your invitation to join Schneider Electric where you can contribute to turning sustainability ambition into actions, no matter what role you play. It is a call to connect your career with the ambition of achieving a more resilient, efficient, and sustainable world.


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.


Become an IMPACT Maker with Schneider Electric - apply today!


EUR36 billion global revenue

+13% organic growth

150 000+ employees in 100+ countries

#1 on the Global 100 World's most sustainable corporations



You must submit an online application to be considered for any position with us. This position will be posted until filled. Schneider Electric aspires to be the most inclusive and caring company in the world, by providing equitable opportunities to everyone, everywhere, and ensuring all employees feel uniquely valued and safe to contribute their best. We mirror the diversity of the communities in which we operate, and 'inclusion' is one of our core values. We believe our differences make us stronger as a company and as individuals and we are committed to championing inclusivity in everything we do.

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Schneider Electric is an Equal Opportunity Employer. It is our policy to provide equal employment and advancement opportunities in the areas of recruiting, hiring, training, transferring, and promoting all qualified individuals regardless of race, religion, color, gender, disability, national origin, ancestry, age, military status, sexual orientation, marital status, or any other legally protected characteristic or conduct.