Senior Manager - End User Sales

Responsibilities

• Utility Account Ownership & Business Development
• Own and manage key end-user electric utility accounts across AP & Telangana
• Develop and execute structured account plans for DISCOMs, TRANSCOs, GENCOs, SLDCs
• Identify and track utility CAPEX programs , grid modernization initiatives, and technology upgrade opportunities
• Build strong relationships with technical, commercial, planning, and decision-making stakeholders within utilities
• Sales Execution & Opportunity Management
• Promote, specify, and sell Schneider Electric Power & Grid solutions , including:
• Substation Automation & Protection
• Power Systems & Energy Management
• Digital Grid solutions (SCADA / DMS / ADMS / DERMS - where applicable)
• Drive opportunity qualification, bid participation, techno-commercial alignment, and order closure
• Coordinate closely with tendering, application engineering, project, and BU teams
• Negotiate commercial terms in line with company policies and governance
• Consultants, Standards & Influencer Engagement
• Engage with utility consultants, standard committees, engineering consultants, and key influencers
• Drive specification positioning and technology adoption for Schneider Electric solutions
• Develop working knowledge of utility standards, grid codes, and procurement norms applicable to AP & Telangana utilities
• Market Intelligence & Competitive Strategy
• Track state and central utility investment plans, regulatory developments, and policy changes
• Monitor competitor activities, project awards, and loss/win analysis
• Provide structured market feedback to influence offer evolution, pricing strategy, and go-to-market plans
• Ecosystem & Stakeholder Management
• Work closely with EPCs, system integrators, OEM partners, and consultants involved in utility projects
• Act as the customer advocate within Schneider Electric
• Ensure seamless coordination between internal stakeholders to deliver a strong customer experience
• Reporting & Governance
• Maintain opportunity pipeline, account plans, and forecasts in CRM / BFO tools
• Ensure accuracy of sales funnel, hit ratio, and order intake forecasts
• Participate in internal reviews and governance processes as required
• Job Environment
• High engagement with state utilities and government-driven organizations
• Role requires field orientation, structured planning, and strong ownership mindset
• Focus on complex solution selling , not transactional product sales
• Key Performance Indicators (KPIs)
• Order Intake & Revenue Growth - Power & Grid segment
• Market Share within Utility Accounts
• Opportunity Conversion / Hit Ratio
• Depth of Account Penetration & Stakeholder Coverage
• Knowledge & Competencies
• Strong understanding of:
• Transmission & Distribution systems
• Utility substations and grid modernization
• Digital Energy and Digital Grid concepts
• Familiarity with:
• Utility tendering processes and procurement frameworks
• State utility organizational structures and decision cycles
• Ability to understand utility business drivers, regulatory context, and long-term planning horizons

Requirements

• Strategic account management
• Solution & consultative selling
• Strong communication and negotiation skills
• Stakeholder management across technical, commercial, and regulatory teams
• High ownership, resilience, and execution discipline
• Qualification
• Bachelor's degree in Electrical / Power / Electronics Engineering
• MBA (Sales / Marketing) - preferred
• 8-10 years of progressive experience in sales / key account management
• Mandatory experience selling to Electric Utilities - DISCOMs, TRANSCOs, GENCOs, SLDCs
• Proven exposure to Power & Grid / T&D / Substation / Grid Modernization solutions
• Looking to make an IMPACT with your career?
• 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!
• 40 billio

Additional Information

Designation Sales Manager - Electric Utilities (Power & Grid Segment) Mission / Purpose of the Role To drive profitable order intake, market share growth, and long-term account penetration for Schneider Electric's Power & Grid portfolio by managing end-user electric utility accounts in Andhra Pradesh & Telangana, leveraging solution selling, digital grid offerings, and strategic stakeholder engagement .

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