Upgrade Sales Managers is responsible for driving strategic and key deals for Upgrades with a clear focus and accountability to create/define customer value combining technical and commercial levers to create a compelling value story for front end sales team to close the deal in respective regions.
Create a framework to run through the regional pipelines working with Sales Directors, Upgrade Sales leaders and Operations team to narrow down the focus deals for targeted conversion and live through the life cycle of the deal with a focus to grow services business in the region.Job Description
Partnering with regional Account Manager and Sales Director, Upgrade Sales Managers is responsible for driving strategic and key deals for Upgrades with a clear focus and accountability to create/define customer value combining technical and commercial levers to create a compelling value story for front end sales team to close the deal in respective regions.
Create a framework to run through the regional pipelines working with Sales Directors, Upgrade Sales leaders and Operations team to narrow down the focus deals for targeted conversion and live through the life cycle of the deal with a focus to grow services business in the region.
Attributes:
Motivated and accountability in achieving commercial objectives within operating budgets and operating guidelines. High levels of commercial judgment are required to achieve outcomes required, such as pipeline generation, create focus area, grow regional upgrade business and good understanding of cost for pricing strategy.
Requires specialized knowledge across product lines, markets, sales processes, or customer groups. Requires strong commercial awareness and is expected to influence the development of strategy for their broad sales territory.
Based on clear understanding of the regional market & customer dynamics (PPA, merchant, financials, strategic view), develop customer values via creative upgrade solution development across HGP, Combustion, Control, Rotor, Generator, Flexibility as well as decarb initiatives.
Influencing skills is critical because this role is required to manage a small to medium team of senior professionals as well as others. May lead functional teams or projects with minimal resource requirements, risk, and/or complexity. Use of data to communicate difficult concepts and influence others on particular topics and guide others to consider a different point of view such as influencing upgrade with additional performances and benefit.
Drive the deal from prospecting stage to discovery, advocating, shaping, proposing and closure. Working closely with regional Account Managers, Commops and RAEs, own the upgrade related deal management and accountability holding upgrade KPIs and deliverables for APACSA and China.
Good engineering and commercial knowledge to assess quality of information given. Uses high level of judgment to make decisions and handle complex tasks or problems within projects, product lines, markets, sales processes, campaigns or customers.
Sustainable pipeline development / Solution portfolio management & growth.
Given the cycle time of upgrade deals, ensure the development and maintenance of future upgrade pipeline (3 year outlook).
Feedback the market reality and voicing the solution requirements internally. In parallel, communicate competitive intelligence and activity to business unit to ensure we keep ahead of opportunities, obstacles and challenges.
Qualifications/Requirements
Bachelor's Degree in Engineering, Marketing or Business from an accredited university or college
10 -15 years of experience in industry-related field such as engineering, sales, operation and maintenance, including minimum 3+ years in a customer-facing role.
Experience on service & good knowledge/experience in Gas Turbine & Combined Cycle Power Plant Services.
Deeper understanding of available upgrades of F Class & HA platform is highly desirable.
Understanding of the Key Markets of APACSA and China region as well as competitor will be critical to success of the role.
Desired Characteristics
Strong accountability & high say-do ratio in achieving the target set
Ability to think strategically about upgrade deals, as well as the longer term pipeline build
Ability to communicate complex issues in simple terms via written and oral communication
Determination to win in the market against competition. Ability to manage multiple projects simultaneously
Prior sales experience and knowledge of energy/industrial products market economics, competitive issues, technology and projects
Understanding of GE’s and customer financial drivers/needs
Those with a background in Sales Engineering, Techno-Commercial approach and O&M experience would be preferred
Relocation Assistance Provided: No
