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As a global specialist in Energy Management with operations in more than 100 countries, Schneider Electric offers integrated solutions across multiple market segments, including leadership positions in Utilities & Infrastructures, Industries & Machine Manufacturers, Non-residential Buildings, Data Centers & Networks and Residential.

Focused on making energy safe, reliable, efficient, productive and green, the company’s 130,000 plus employees achieved sales of about 25 billion EUR in 2020, through an active commitment to help individuals and organizations make the most of their energy.

The mission of the Field Services Virtual Service Sales Representative – Recurring Business is to protect, renew and grow the recurring services business by proactively managing the contract renewal cycle, identifying expansion opportunities and developing long-term relationships with an assigned portfolio of customers.

The VSSR Recurring is responsible for driving on-time contract renewals, retention and recurring business growth, while identifying opportunities to expand the recurring footprint through contract extensions, additional services, installed base coverage and other recurring offers.

Working remotely through phone, e-mail, digital tools and other communication channels, the VSSR acts as a key commercial contact throughout the renewal lifecycle and collaborates closely with the wider Services organization to maximize recurring revenue and customer retention.

Essential Responsibilities

Build and manage the Recurring & Renewal opportunity pipeline

• Proactively manage the contract renewal pipeline for the assigned portfolio.
• Anticipate upcoming expirations and initiate renewal activities with sufficient lead time to maximize Renewal On Time.
• Prepare and manage renewal proposals / contract offers and follow them through to closure.
• Proactively follow up open renewal opportunities and minimize late renewals and contract leakage.
• Identify contracts at risk and take appropriate commercial actions to protect recurring revenue.
• Analyze, qualify and proactively progress renewal and recurring opportunities in BFO.
• Maintain accurate opportunity status, expected closing dates and customer interactions.
• Coordinate internally with Services teams to ensure renewal opportunities are properly supported and delivered.
• React quickly to customer requests related to existing contracts and recurring services.

Develop and expand Recurring Business

• Identify cross-sell and upsell opportunities within the existing contract portfolio.
• Expand recurring coverage across the customer's Installed Base.
• Identify customers, assets or services currently outside existing contracts and develop opportunities to bring them into a recurring model.
• Promote relevant recurring offers and contract extensions aligned with customer needs.
• Convert transactional service relationships into long-term recurring relationships whenever appropriate.
• Support targeted recurring campaigns based on Installed Base, contract maturity and identified customer potential.
• Generate new recurring business opportunities from existing customers and Installed Base.

Manage assigned customer and contract portfolio

• Develop a clear understanding of the assigned customers, contracts and Installed Base.
• Act as a key commercial point of contact for contract renewals and recurring services.
• Build and maintain strong customer relationships throughout the contract lifecycle.
• Ensure customers understand the value and scope of their service contracts and relevant opportunities for expansion.
• Maintain accurate customer, contract and Installed Base information.
• Document relevant customer interactions and commercial activities in BFO.
• Monitor the evolution of the assigned recurring portfolio and identify risks and growth opportunities.

Drive Recurring Business performance

• Deliver assigned renewal and recurring sales targets.
• Drive high levels of Renewal On Time.
• Protect the existing recurring base by reducing churn, late renewals and lost contracts.
• Grow recurring order intake through renewal, upsell, cross-sell and expansion activities.
• Maintain a healthy and accurate renewal pipeline with sufficient visibility on future expirations.
• Report on renewal performance, recurring order intake, pipeline and key risks within the assigned portfolio.

Key Success Factors

• Strong ownership of the assigned Recurring & Renewal business portfolio.
• Customer-focused mindset with a clear focus on retention and long-term relationships.
• Strong commercial discipline to anticipate renewals and drive opportunities to closure.
• Ability to identify and develop upsell, cross-sell and recurring expansion opportunities.
• Strong pipeline management and commercial forecasting discipline.
• Close collaboration with the Services community, CSMs, sales teams and other stakeholders to maximize renewal and recurring opportunities.
• High level of knowledge of Services contracts and recurring offers.
• Strong focus on Renewal On Time, retention and recurring growth.
• Accurate and consistent management of commercial activities and opportunities in BFO.

Requirements:

Bachelor / Associate degree in Electrical Engineering, Business Management, Sales or equivalent experience.

Previous experience in Sales, Inside Sales, Renewals, Customer Service or Account Management.

• Experience managing customer portfolios and/or contract renewals is highly valued.
• Experience in Services or recurring/subscription-based business models is preferred.

Soft Skills

• Strongly customer-oriented.
• Sales and results driven.
• Strong business ownership mindset.

Language Skills

• Spanish mandatory
• Fluent in English, with strong professional communication skills in listening, speaking, reading and writing.