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Senior Staff Commercial Excellence Manager

  • GE Oil & Gas
  • Experienced
  • Posted 5/8/2017 3:12:51 PM
  • 2850548
  • Job Function: Sales
  • Business Segment: Oil & Gas Digital
Location(s): Australia; Jandakot, Brisbane


About Us:
GE {NYSE: GE} works on things that matter. The best people and the best technologies taking on the toughest challenges. GE operates in over 160 countries and employs more than 300,000 people worldwide, finding solutions in energy, health and home, transportation and finance to build, power, move and cure the world. Not just imagining. Doing.

At GE Digital, we are creating technology and solutions to enable social, mobile, analytical and cloud capabilities for the Industrial Internet. The Industrial Internet is an open, global network that connects people, data and machines. It’s about making infrastructure more intelligent and advancing the industries critical to the world we live in. At GE, we believe it’s about the future of industry—energy, healthcare, transportation, manufacturing. It’s about making the world work better. Stay connected with us. Join our Talent Community!

Role Summary:
You will drive all aspects of the Commercial Excellence framework. Work closely with Sales Representatives, Sales Managers, and Commercial Leadership to optimize commercial processes, analytics and systems to increase sales productivity and growth. Provide strategic viewpoints and actions to leadership, in partnership with marketing, finance, and other functional teams to drive change and growth in the assigned region.

Essential Responsibilities:
In this role, you will:
• Own pipeline reporting process, partnering with commercial finance and sales management/commercial leadership.
• Work with sales managers to optimize:
o Account prioritization & classification
o Prospecting effectiveness
o Market/Account Coverage
o Pipeline throughput/yield and cycle time
o Won/Loss Analytics
• Work with sales teams to create targeting models that will increase sales efficiency and productivity. Basic knowledge of the following modeling frameworks is required:
o Account & opportunity profiling utilizing regression analysis.
o Fair Share & Share of Wallet assessments utilizing index modeling.
• Aid sales managers in forecasting, opportunity based budgeting (setting of quotas) and optimized deployment of sales resources to increase sales productivity.
• Partner with sales managers and field sales personnel to evaluate and improve functional processes.
• Work closely with marketing and inside sales to measure and improve Key Performance Indicators (KPIs)Identify and communicate skill gaps in the sales teams to the enablement leader.
• Assist in the roll-out of new concepts and processes.
• Act as a strategic partner of Commercial Leadership to provide business/market insights and defined actions, based upon interactions with field and interpretation of data.
• Utilize reporting stack (Salesforce.com, DOMO, and Alpine Metrics currently) to design/utilize reports and dashboards to provide commercial intelligence and insight.
• Key Subject matter expert for how the business utilizes Salesforce.com.
• Identify and champion upgrade enhancements for sales team.
• Partner with the SFDC business analyst – assess need and complete use cases for use by the Commercial Platforms Leader (items include process enhancements, new fields, new screens, new functionality, and new reports).
• Utilize knowledge of reporting systems to close training/knowledge gaps identified in interactions with staff in region.
• Support Region VP by acting as the Region liaison for internal administrative and operational functions related to Finance, Legal, IT Services, Sales Automation, Global Support and Marketing. Perform the role of Region liaison for interaction with organizations outside the Region to include partners, and advise the Region VP on specific requirements and issues that affect the Region’s ability to operate successfully.
• Customer Satisfaction: Work with Sales Management, sales teams and Finance to monitor and resolve all customer related operational activities and tasks to ensure Region maintains a high level of customer satisfaction
• Assume role of Region VP in specific operational or internal facing Region discussions.

Qualifications/Requirements:
• BS/BA degree in Business, Marketing, Computer Science, Engineering or other technical field.
• 7+ years’ experience in marketing, business/sales operations/analytics, or other strategic commercial role.
• GE Leadership Program Graduates will get credit towards relevant work experience, commensurate to the program they have completed

Desired Characteristics:
Desired Characteristics:
• Proven ability to be both strategic and tactical.
• Aptitude in critical thinking and problem solving.
• Strong teamwork and communication skills.
• Customer Satisfaction: Work with Sales Management, sales teams and Finance to monitor and resolve all customer related operational activities and tasks to ensure Region maintains a high level of customer satisfaction

Technical Expertise:
• Proficient with Microsoft Office software.
• Experience working with Salesforce.com.
• Experience with Business Intelligence or Data Visualization tools (SAS, DOMO, Wave Analytics)

Business Acumen:
• Background in influencing cross-functional teams toward execution of a strategic initiative. Experience working with a field sales force.

Leadership:
• 3+ years’ experience leading small teams in a rapidly evolving organization (Preferred).

Personal Attributes:

• Exhibited capability to break down complex issues with the goal of mitigating/eliminating barriers.
• Independent, self-directed, with a strong attention to detail.
• Strong intellectual curiosity—a desire to identify the “why” in a situation.

Locations: Australia; Jandakot, Brisbane
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