PELCO by Schneider Electric Business Development Manager, End User and Architect/Engineer (A&E)
PELCO by Schneider Electric is a global leader in the design, development, and manufacture of predictive video security solutions including cameras, recording and management systems, software, and services. Our personal engagement with customers, resellers and technology partners drives the development and deployment of surveillance and security solutions with meaningful innovation. It's the foundation PELCO built its brand upon for over 25 years. From the recently introduced VideoXpert video management platform to our industry-leading selection of IP cameras and accessories, PELCO is committed to designing and delivering a broad range of high-quality, IP video security products and systems, making the world a safer place. PELCO.com.
Mission: The Business Development Manager is responsible for prospecting and qualifying new key End User and Consulting Engineer Accounts. The Business Development Manager systematically ensures that account plans are in place, executes the growth strategy for his/ her accounts and executes the sales process to achieve growth target and customer satisfaction objectives.
End User Business Development and Account Management
Responsible for developing new business in designated market for end-users. Act as primary business development person in assigned territory
a. Identifies key end-users
b. Identifies development/sales opportunities and engages prospecting and qualifying actions with end users
c. Defines the growth strategy for his/her accounts and drives its implementation
Build Relationships with key end users in assigned territory.
Support local requests from partners to visit potential end users
Follow up on any potential leads or opportunities that come from marketing activities.
Conduct demos of products for any requested customers in assigned territory.
Execute local key end-user events and within assigned territories
Consulting Engineer Business Development and Account Management
Develops a strategic plan in conjunction with End-User/ A&E Manager for the territory assigned and executes to achieve annual objectives. Primary responsibility is to work closely with Tier 1 and 2 relevant security specifiers (A&E's) with the express goal of creating new sales opportunities that will drive growth in assigned territory.
Creates and maintains strong relationships with key decision makers in the consultant and A&E community. Meets frequently with key personnel to discuss Pelco solutions, opportunities and strategies for project success, ultimately growing the Pelco business
Be an expert on the Pelco product portfolio, including how our offer fits in a wide variety of vertical markets, and examples of key successes.
a. Conducts product demonstrations for consultants and A&E's. Has the ability to assist in project value engineering, product placement, and specification reviews
Effectively design video security systems that are appropriate for the application and written in such a way to increase the odds of the winning bidder installing a Pelco solution and assist Sales Organization in business strategies to insure success.
a. Participation in local/regional/national industry association events as required.
b. Conduct demos of products for any requested Specifiers in assigned territory.
c. Follow u on any potential leads or opportunities.
Execute local key End-User events and within assigned territories
Design Pelco into BOMs
Conduct joint calls with partners and end users.
Work closely with Product Management to insure all collateral is available for security specifiers and the sales organization.
Work with Partner managers to identify any end user opportunities that channel partners bring to us.
Establish and maintain a working relationship with key product owners within Pelco to exchange information on new product needs, competitive threats, and new release updates.
Uphold Pelco's commitment to excellence standards at all times.
Perform other related duties as assigned.
POS Sales and direct bookings for all accounts in assigned territory
Total Pipeline in assigned territory
Individual KPI's as assigned by manager.Qualifications
Education and experience
Bachelor's degree in a technical area
Minimum 5 years experience working as a Sales Manager/ Account Manager
Established contacts with decision makers from different segments of the local markets
Candidate must have experience calling on End User clients, A&Es, consultants, and specifier channels.
In depth knowledge of the video security industry and specifically Pelco product lines and technologies.
Proven competencies in business development and account management
Soft skill competencies
Strong communication skills, both oral and written, ability to communicate with all levels of the organization
Strong communication and presentation skills; tailoring the approach according to customer needs. high level of empathy
Ability to simplify and clarify complex problems to broad and diverse audiences and to influence appropriately
Ability to establish and maintain effective working relationships with customers, company management, and fellow employees.
Demonstrate good personal and project leadership, including the ability to positively challenge in a solution finding framework
MS Office Suite. Word, Excel, Power Point, Office
English is mandatory
Other languages (Spanish, French) would be useful
40% of the time meeting with end-users
30% of the time meeting with Consulting Engineers
15% of the time to be spent on properly planning any customer visits & prospecting new opportunities
15% of the time is expected to be spend on collaboration/Informing the local sales team about progress and transfer of opportunities identified and collecting information within Pelco