Territory Manager - Service Sales

Territory Manager Service Sales

The Territory Manager Service Sales is responsible for developing, executing, and sustaining the market strategy to grow the Segment business within the assigned region. This role is highly external-facing, relationship-driven, and focused on influencing market stakeholders, expanding Schneider Electric's visibility, and accelerating growth across recurring, digital, and strategic service offers. This individual brings proven sales leadership, strong commercial acumen, operational rigor, and the ability to leverage a broad internal and external network to drive outcomes. Success in this role requires a strategic mindset, resilience, exceptional communication skills, and the ability to inspire, coach, and collaborate across business units in a matrixed environment.

This job might be for you if:

• You excel in collaboration—with internal teams, cross-Business Unit partners, customers, and market influencers.
• You are a proven sales leader with success in relationship-centric, strategic selling environments.
• You naturally leverage your internal network to solve problems, drive alignment, and teach others.
• You thrive in matrixed, cross-Business Unit environments and know how to orchestrate stakeholders.
• You are deeply familiar with market dynamics and can spot opportunities in external trends.
• You are a strong communicator—written, verbal, and in negotiation settings.
• You are a problem solver able to navigate ambiguity and develop solutions quickly.
• You bring operational rigor and discipline to pipeline reviews, forecasting, and sales cadence.
• You manage your time effectively, respond quickly, and stay highly organized.
• You are a strong customer advocate, active listener, and trusted partner.

Core Responsibilities

Market Strategy & Development

• Increase market visibility and pursue new business outside of named accounts.
• Build long-term partnerships with key customers and multiple stakeholders.
• Ensure specifications differentiate Schneider Electric in the market.
• Access high-level decision-makers and understand customer buying journeys.
• Partner with the Technical Competency Center (TCC) to develop cross-Business Unit solutions.
• Build a long-term regional strategy, including evaluation of channel partners to add or drop.

Pipeline Management & Operational Rigor

• Actively manage the sales pipeline and maintain discipline in opportunity progression.
• Use Salesforce and other platforms to monitor pipeline health and key deal advancement.
• Follow up on leads with the appropriate services teams.
• Conduct regular pipeline reviews, forecasting, and structured management cadences.

Customer Engagement & Positioning

• Target key personas such as Directors of Facilities and Property Managers.
• Lead service positioning during bid stages and support client decision-making.
• Co-develop regional strategies and execution paths with local stakeholders.
• Prioritize recurring and digital services along with strategic offers.
• Conduct in-person customer conversations to drive renewals and gather feedback.
• Leverage relationships to meet full customer needs across lifecycle stages.

Required Qualifications

Minimum 3 years of commercial sales experience with a strong track record of success. Ability to work independently in a remote environment. Must live in the region/market served. 75% customer-facing time expected. Valid U.S. driver's license. Demonstrated proficiency with digital tools, CRM platforms (e.g., Salesforce), and data-driven decision-making. Incentive structure aligned to Sales Incentive Plan (SIP) Regional travel: 25%–50%.