DP Sales Manager - Asia
- GE Power
- Posted 7/18/2017 4:52:24 PM
- Job Function: Sales
- Business Segment: Power Gas Power Systems
Location(s): Indonesia; Other Indonesia
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.
DP Sales Manager J920 plays a critical role in developing potential orders pipeline, prioritizing opportunities and converting them to sales to meet business objectives. The DP Sales Manager J920 has responsibility for selling Jenbacher J920 and large reciprocating gas engine equipment as well as semi-turnkey / turnkey solutions in the assigned region.
He/She will target perspective customers and balance his/her time between longer-cycle deals to grow the pipeline, develop projects and identifying those to close shorter-term to meet OP target. As the expert, he/she will understand the value drivers of customers, their economic value propositions tailored to their specific requirements.
As part of the Distributed Power Commercial team, the DP Sales Manager J920 will work closely with Product Line Management, Marketing, Application Engineers, Commercial Operations and Global Growth & Operations. He/She will also establish and maintain relationships and communication with customers, influencers, EPC’s on all levels.
•Develop opportunities, negotiate and conclude contracts and frame agreements across the assigned region and interfaces directly with the customer base and channel partners in the region (incl. presentations, trade & fairs and conferences)
•Lead generation of proposals, prepare standard offers, coordinate with the Commercial Operations team the preparation of non-standard offers and offers based on tenders
•Take ownership of tendering process in assigned region
•Drive LCV (Life Cycle Value) selling to our customers and execute and own J920 and large reciprocating equipment sales strategy for assigned region.
•Own orders OP for the year for large reciprocating equipment in dedicated region and own related weekly/quarterly forecast.
•Provide input for conducting market analysis for target customers (target list, strategic accounts, key influencers), competitors, prices, product portfolio, installed base of technologies used, potential revenue value and segment share
•Understand customers value drivers, build and continuously verify economic value propositions tailored per customer type (Total Cost of Ownership)
•Be knowledgeable and understand customer’s industries, business drivers and incentive mechanisms that customers may be eligible for, incorporating those into economic value proposition scenarios and facilitating/supporting the process of application
•Provide input and support development of tangible business opportunities delivering clear value to customers and work with product line management and commercial operations to deliver profitable business in line with Operational Plan and long term pipeline value objectives
•Maintain ownership of the target accounts. Build relationship value with customers by continuing to mine for unmet needs and linking them to other solutions within the broad GE portfolio, through co-operation with other GE Businesses.
•Monitor and report out on progress versus operating plan and implement corrective actions for plan realization
•Develop strategic alliance agreements & project structures that drive incremental and long-term business for GE, explore new creative business models
•Provide input to build and develop way to market to target vertical: direct/indirect, distributors, EPCs, engineering companies and other influencers of the sales process
•Continue to build technical skill set around GE DP J920 and Large Reciprocating Equipment products to be recognized as “the Distributed Power large reciprocating equipment Solutions expert” by the customers
•Provide feedback to commercial functions such as Product Management, Marketing and Commercial Operations to maximize penetration of customers’ marketplace
•Follow GE policies, procedures and operating mechanisms, ensure knowledge of compliance of integrity and company policies
•Business or technical degree, MBA would be an advantage
•At least 5 years’ experience in Turbine or Reciprocating Engine Sales and in closing large and complex contractual agreements.
•Profound understanding of the Energy Industry environment in the assigned region
•Customer focus mindset with proven ability to respond quickly to customer needs
•Excellent communication and interpersonal skills
•Fluent in English. Any other local language skills will be an advantage
•Persuasive skills to influence decision-making process; Ability to clearly present and articulate a value proposition
•Willingness to travel extensively
•Ability to effectively identify and qualify prospects in new market areas
•Strong technical aptitude and proven ability to sell a technical solution
•Working knowledge of business finance and experience selling products that require capital budgeting. Ability to quickly assess the financial willingness of a customer to undertake a project
•Ability to develop and grow relationships at multiple levels internal and external
•Self-confident, creative thinker who can contribute to overall sales development strategy
•Self-starter; ability to work with little direction and within a team environment where the performance of others affects success
•Results-driven with a sense of urgency and strong follow up skills
•High level of integrity
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: Indonesia; Other Indonesia