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Director - Digital Inside Sales

  • GE Digital
  • Experienced
  • Posted 7/26/2017 5:18:08 PM
  • 2933447
  • Job Function: Sales
  • Business Segment: Digital Services
Location(s): United States; California; Pleasanton


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.
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.

Role Summary:

The Director– Digital Inside Sales is responsible for managing a team of Inside Sales Associates globally. He/she maximizes external sales selling time and efficiency via qualification of leads, prospect identification, qualification and appointment setting, resolving sales force issues, and driving direct sales. This position is an integral part of the Sales Team and requires collaborating with regional Sales leaders, Commercial Operations leaders, and Marketing.

Essential Responsibilities:

  • Vision and Mission – Provide clear vision and mission to Inside sales team to ensure all members of the organization under clear, simple objectives and priorities.
  • Lead & Support – Provide the necessary leadership, support and guidance to ensure the inside sales strategy is aligned with business direction and supports accomplishment of the overall business objectives.
  • Coach and mentor direct reports globally - Direct reports are responsible for Lead Qualification and Routing, Appointment Setting, Quoting & Sales for specified Product Lines.
  • Hold Team Accountable for High Say/Do Ratio on all activities as measured by agreed upon time, quantity and quality metrics.
  • Deliver at the highest possible speed and quality is critical in this role, as is consistent process execution, and identification and elimination of process inefficiencies. Success is measured via adherence to stated service levels, conversion rates, and orders volume.
  • Build efficient processes & tool / identification and elimination of process inefficiencies.
  • Provide regular feedback to stakeholders within the business.

    Qualifications/Requirements:

    Basic Qualifications:


    • College Degree or equivalent
    • 7+ years in B2B Inside Sales, Outside Sales, or Commercial Operations roles of increasing responsibility
    • 7+ years managing a sales team – B2B Sales Leadership Experience

    Eligibility Requirements:


    • Legal authorization to work in the U.S. is required. We will not sponsor individuals for employment visas, now or in the future, for this job
    • Any offer of employment is conditioned upon the successful completion of a background investigation and drug screen
    • Must be willing to work out of an office located in Pleasanton, CA


    Desired Characteristics:
  • Previous experience in high volume lead generation and qualification environments
  • Experience in Software Sales either Industrial or Commercial
  • Experience in business-to-business sales
  • Specific Industry Experience - Knowledge of or experience with Oil/Gas, Power/Utilities, Manufacturing (Food, Consumer Packaged Goods), Automotive, Chemicals.,
  • Experience with Databases and/or Customer Relationship Management Systems (as a user)

    Technical Expertise:


    • Trains others to effectively use digital environments to collect market knowledge; Coaches people on how to listen, participate, and leverage influence in digital settings; Establishes a large following and expansive digital network of contacts.
    • Proactively identifies pipeline risks and develops mitigation plans; Proactively shares 'best practices' to improve pipeline efficiency; Helps to develop sales team relationships with key contacts; Communicates pipeline issues to sales team; Identifies key issues with sales forecasts and focuses resources/ assistance where appropriate.
    • Coaches and trains other team members on risk management and regulatory compliance issues

    Business Acumen:

    • Communicates the importance of understanding customer's business strategies to become an advocate for profitability on behalf of the customer - actively reviews accounts, meets with customers, observes sales force, etc.
    • Coaches and mentor’s others on how to collect, analyze, and share information about market trends and competitors to increase customer retention and attract new business; Proactively identifies trends via data analysis and makes strategic recommendations as appropriate.
    • Coaches and mentor’s others on how best to leverage the GE portfolio to create value for the customer and create competitive advantage; Identifies and prioritizes critical GE resources needed to further the sales effort, negotiating with stakeholders for utilization.

    Leadership:

    • Leads the process of developing a clear and winnable strategy to deliver the vision of what the GE-customer relationship can be; Goes beyond conventional modes of thinking and approaches problems, and creatively develops innovative, alternatives possibilities beyond the obvious.
    • Turns problem into an opportunity by making both customer and GE view end result as a win for both organizations; Proactively uses systems, data, and tools to help shape thinking of customer issues solved by GE solutions; Builds a deeper understanding of the problem, root cause and probably solutions; establishes strong credibility throughout all discussions; Deeply connected to GE business leaders and can quickly communicate the customer issue with a potential resolution.
    • Trains others on how to design and create the winning deal content that result in successful deal closure; An expert in compiling the correct information in the fastest and most cost effective manner that would include the formatted content and structure of winning proposals.

    Personal Attributes:

    • Develops executive relationships and ensures knowledge of GE’s capabilities are understood; Identifies the challenges faced by their customers; Presents in a manner that conveys expertise and intuition; Develops listening skills; Quickly provides answers to customer inquiries when information regarding the customers’ business may not be available.
    • Leads customers to take ownership of explaining their business problems through mutual understanding; Engages customers by creating exciting dialogue; Uses active listening techniques to diffuse tense collaboration and decision-making situations in teams.
    • Explores new strategies and offerings to creatively drive account growth; Generates new concepts and ideas to overcome challenges; Takes every opportunity to further refine and/or enhance solutions; Facilitates open environment for the generation of bold and unique ideas/approaches.

    #DTR

    Locations: United States; California; Pleasanton

    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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