Regional Business Development Engineer

Eaton

What You ll Do

As a Business Development Engineer you will develop sales of Eaton DPQ core portfolio (1-phase UPS and IT accessories) in the Middle East and North Europe regions through Eaton Sales Organizations.

The position is part of the Eaton DPQ EMEA central organization, a 250 MUSD Business Unit based in Grenoble (France), delivering consistent growth over more than 10 years. This line of Business is marketed by Eaton EMEA sales organisations to a variety of customers, ranging from small IT users to large Data Centers, served through the IT Channel or Electrical channels or directly for selected Large Accounts.

Core historical products are Single-phase UPS (a category where DPQ EMEA holds a solid Nr 2 position), complemented by fast growing lines of Rack PDUs (Power Distribution Units), IT Racks and IT Connectivity/Accessories (Tripp Lite Series).

• He/she reports/analyses/explains performance and lead corrective actions on a monthly basis.
• Sales being mainly achieved through channels (IT channels and Electrical channels) and animated by channel marketing activities, the position secures that relevant and widely-used market approaches (channel policy, channel programs, commercial policy) are in place.
• The DPQ Regional Business Development Engineer is the relay between the DPQ EMEA Business Unit and the Sales organizations. He/she is accountable for the maturity of assigned regions (Product knowledge, organizational capability, channel ecosystem) and the coordination of the regional activities with the DPQ EMEA Business Unit, including funneling and follow-up of escalations. He/shes contributing to Market Intelligence for the DPQ Business Unit.
• Promotes Eaton assigned portfolio to Eaton salesforce, to channel partners and in customer/industry events. This includes deployment ol launch plans for New Products & Solutions, as well as special promotional activities and participation to industry/customer events as speaker or expert support.
• Uses Eaton CRM (SalesForce) to follow up largest existing opportunities and engage with appropriate stakeholders within Eaton (Sales persons, Sales managers, Country managers) and at customer level when needed in order to increase win rate. This activity includes actions to make the CRM pipeline relevant and up-to-date.
• Is accountable for the Sales organisations knowledge and maturity by delivering trainings, identifying organizational gaps and adjusting routes du market / use of the relevant ecosystem, whatever the channel, in order to identity and boost growth opportunities
• Relay DPQ EMEA Business unit offer and commercial strategy, promotional actions, short or mid-term priorities. This activity includes animation and follow-up of cadence calls between Sales organizations and Business Units.
  
  
  

Qualifications

• Engineering bachelors degree
• Knowledge of IT Infrastructure & applications is a big plus
• 5 years+ in Sales support or Business Dev roles, preferrably in IT or Data Centre industry
  
  
  

Skills

• Knowledge of IT applications / ecosystems
• Sales skills in international environnement
• Ability to navigate through complex situations
• Coordination capabilities
• Presentation and Training skills
• Customer intimacy
• Good Communications, capabilities in English