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 Regional Sales Manager, GT Cross Fleet Solutions (CFS) will be responsible for developing, with the Global Sales Leader GT Cross Fleet Solutions and in conjunction with the Product Line and region, the strategy to grow the Cross Fleet volume while driving sales results in the region. You will work closely with region teams to ensure financial goals are met and exceeded as you drive growth to establish GE’s positioning in this critical space.
Essential Responsibilities: As the Regional Sales Manager – GT CFS, you will: • Deliver on regional operating plan – deliver profitable orders, sales, margins, share within reasonable, manageable risk • Provide region CFS domain knowledge for opportunity identification, market price and competition • Provide region communication path to the CFS product line and sales leadership • Create close working relationships with Regional Services Sales Leaders and Product Sales Managers and develop and maintain a thorough understanding of their customer base, business strategies, and customer CTQs (Critical to Quality) towards the CFS fleets • Develop and implement capture plans, in conjunction with the regional and product line teams, for the key accounts within your region – this will be based on key factors such as fleet size, age, and known fleet issues to maximize growth opportunities within this key segment • Participate and be vocal in the ‘R’ process for the CFS opportunities and provide key inputs to regions to shape overall strategies to drive wins within these fleets • Liaise closely with your other CFS regional counterparts to share best practices and learning • Work closely with the Steam & Gas Plants Global Sales organization to ensure seamless coordination on other product opportunities within the segment • Collaborate with product and services management to assess competitors and to position to win • Support Power Services and region-led efforts to develop regional market growth opportunities, product strategies, and special programs • Work with key stakeholders to identify New Product Introduction (NPI) opportunities and programs that will lead to CFS growth • Leverage the suite of sales tools including segmentation tools, plant studies, measurement campaigns and discovery session data in to winning solutions for customers • Work effectively with Regional Product Sales to drive best solutions for both the customer and GE where both product and services sales are being delivered through defined sales campaigns • Provide PLL with critical information regarding CFS customer inputs & purchasing needs • Aggregate win / loss and pricing data for the CFS fleets, and Regions Sales KPIs (Key Performance Indicators) • Work effectively in a team environment with Regions, PL and functions including Technical Operations, Engineering, Finance, Sales and OTR (Order to Remittance) to ensure the most efficient use of all resources • Support the maintenance of accurate and current project and opportunity information in Salesforce.com
Qualifications/Requirements: • Bachelor's Degree in Engineering, Marketing or Business from an accredited university or college • Minimum of 7 years of experience in industry-related engineering, sales and/or marketing of gas turbine products, including a minimum of 3 years in CFS space ELIGIBILITY REQUIREMENTS: • Ability and willingness to travel 50% of the time, as required
Desired Characteristics: • Proven technical depth & knowledge in gas turbine and o-OEM • Proven technical depth in Gas / Steam / Generator product knowledge • Extensive knowledge of how a power plant works • Understanding of competitor products and positioning • Persuasion skills to convince customers that going with GE (outside their OEM) is the best path to take • Broad and deep understanding of the commercial cycle – including product line / marketing / sales / commercial operations / engineering • Strong financial skills • Strong ability to work in a matrix environment to accomplish goals • Customer, service and “solutions’ mindset • Strong presentation skills at the executive level
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