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Commercial Manager, GE Mining Latin America

  • GE Transportation
  • Experienced
  • Posted 1/31/2017 10:01:28 AM
  • 2832634
  • Job Function: Sales
  • Business Segment: GET Transportation
Location(s): Chile ; Santiago

About Us:
GE is the world's Digital Industrial Company, transforming industry with software-defined machines and solutions that are connected, responsive and predictive. Through our people, leadership development, services, technology and scale, GE delivers better outcomes for global customers by speaking the language of industry.

Role Summary:
The Commercial Manager leads a team of Sales Leaders and is accountable for business and sales growth leadership for the entire GE Mining portfolio - consisting of physical and digital products, services and solutions - across the region.

Essential Responsibilities:
The role represents GE Mining to “C” level executives within key mining accounts and identifies opportunities to help customers meet their objectives and solve key problems by proposing tailored and innovative solutions from the full product portfolio across all GE businesses (GE Store).

• Lead the Sales team to achieve annual targets for the entire GE Mining portfolio within region
• Grow revenues from the Mining segment through:
 development and execution of a regional sales strategy, growth playbook for key accounts and tactical sales plans
 full understanding of customers' total expenditure, business objectives and key challenges
 integrated account planning
 identification of opportunities to solve customer problems
 development of innovative and high value solutions leveraging the entire GE portfolio (GE Store) and the use of EPC’s
 communication of the value of sales proposals to customers and
 closure of negotiations that satisfy customer and GE requirements.
• Assign Account Management responsibilities across the Sales team
• Lead, coach and support Sales team members to achieve assigned priorities including, understanding customer business models, developing product knowledge across the full GE Mining portfolio, achieving IOP targets and developing account relationships.
• Ensure Sales team members develop strong and sustainable relationships with assigned customers at all levels to:
 understand customer business models and objectives
 capture up to date information about customer business decisions and their current GE portfolio and
 explain the value of GE products and services.
• Work closely with and influence a range of stakeholders (e.g. Marketing, Commercial Operations, P & L teams, Application Engineers, Supply Chain, other GE businesses and EPC’s) to identify opportunities to solve customer problems and present high value proposals within tight timeframes.
• Drive growth through the EPC sales channel
• Identify opportunities to develop new products (NPI’s) to support customer needs
• Utilize Fastworks methodologies to drive improvements for the customer
• Prepare meaningful and targeted reports for a variety of stakeholders

• Bachelor’s degree in Engineering, Business or related fields from an accredited university

• Minimum of 5 years’ sales experience to senior levels of major corporations
• 15+ years of direct sales or account leadership experience will be well regarded
• Experienced People Leader with a record of coaching and developing team members to achieve and exceed expectations

• Strong knowledge of the mining market and the regional local market

• Fluent in written and spoken English and Spanish
• Demonstrated ability to develop and maintain customer relationships at the CEO staff level and at least the next four levels down
• Proven ability to lead a Sales team to achieve targets and grow sales across a complex product portfolio
• Customer-centric mindset, able to translate customer issues/needs into innovative and profitable business solutions
• Demonstrated ability to lead, drive change and influence a variety of stakeholders to deliver innovative customer proposals in a timely manner
• Excellent interpersonal, communication, presentation and facilitation skills and
• Ability to prepare and present meaningful reports targeted to specific audiences including executive and ‘C’ suite stakeholders
• Demonstrated commercial acumen
• Well developed organizational and priority management skills
• Proven ability in business development and/or building growth plans
• Demonstrated ability to adapt to changing environments and deliver results

Desired Characteristics:
Strong oral and written communication skills. Strong interpersonal and leadership skills. Demonstrated ability to analyze and resolve problems. Demonstrated ability to lead programs / projects. Ability to document, plan, market, and execute programs. Established project management skills.

Locations: Chile ; Santiago

GE offers a great work environment, professional development, challenging careers, and competitive compensation.  GE is an Equal Opportunity Employer.  Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.
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