Job Description Summary
Customer facing staff responsible for winning business Owns/influences commercial business operating guidelines and has ownership/influence over budgets. Guided by functional policy. There is autonomy within the role to enter into/execute Commercial arrangements. High levels of Commercial judgment are required to achieve outcomes required.
Job Description
Strong Line reporting to the Europe and SSA Regional Leader
Scope:
Lead Orders and CM% Plan for Grid Automation in SSA.
Cover the complete GA portfolio: PAC – Protection, PAC Automation & Control, M&D, Industrial Communication, Utility Communication, Services & AAA.
Support APM (Asset Performance Management) Pipeline & business development with the integration of the activity in GA starting January ‘23
Prime GA interface for Sales and Commercial within the SSA perimeter
Lead the GA Sales Force within the SSA Region, all GA PSS (Product Sales Specialist) reporting strong line to him (her): total 8 Product Sales Specialist + 1 Marketing & Channel individual
Drive the overall Sales Strategy in the region, Go to market and key account plan
Manage Pipeline, ensure visibility and volume of Opportunities in line with the Budget
Drive strategy to close the large deals in the region
Interfaces with other GS Business Lines within the Region
Dotted Line reporting to the Global GA Sales Leader
Proposed the right delivery model: Europe (Massy for telecom and Montpellier for Automation), India and China depending on the EPC involved
Major Responsibilities:
Deliver on major business goals for the portfolio, incl. financial metrics: orders, CCM%, market share objectives
Develop customer connections & intimacy to ensure business growth. Understand customer touch points & impacts from the beginning of the ITO process
Drive the Account Planning and Key Account Plan with the region with a special focus on the strategic accounts
Build strategy to win the large GA deal within the region
Manage the channel strategy within the region
Coordinate among the various Grid Automation Regions for the cross-regional deals
Drive the Orders opportunity forecast, risks and opportunities
Lead the Pacing calls both with Region and PL when needed
Work collaboratively with Global Commercial, Regions leaders and PL on the development and execution of sales, channel and services strategies.
Monitor and follow-up Action Plans for strategic key accounts, GE2GE channels
Communicate and cascade the value proposition to the various Grid Automation and Account managers & ACS Sales within the Region.
Actively contribute to deployment and promotion of customer tools and interfaces such as the On-Line Store.
Provide Input to the Market Sizing exercise for the PL, analysis of gaps coming from Regions business requests and PL NPI Plan. Participate in Priorities definition with PL Product Management and R&D
Define and monitor Sales objectives for the Sales team members within the regions in line with the Sales incentive plan
Develop and accelerate GA growth actions for the complete GA portfolio in the region
Qualifications:
Bachelor’s degree in Engineering from an accredited university or college
Knowledge of sales and account management 10 years+ in grid automation or adjacent business (Grid, Industry: Oil & Gas, mining, electro-intensive industries)
Good connection with Africa leaders in our industry
French and English language mandatory
Overview of Power System and Protection Applications for Transmission, Distribution and Industry segments.
Previous experience in People management (successful), clear successful track record in managing remote teams
Ability to understand and improve processes in a cross-functional environment.
Willingness and ability to travel >30% of the time
Experience in carrying out market assessments and subsequently developing and implementing relevant commercial strategies
Written/oral communication, customer focused, enthusiastic.
Interpersonal and leadership skills, capable of influencing
Working knowledge in Sales Force/SPEAK environment
Financial acumen, knowledge of pricing, costing and product accounting.
Apply via :
jobs.gecareers.com
