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.At GE Transportation, we move the world. We are a global digital industrial leader and supplier to the rail, mining, marine, stationary power and drilling industries. Our solutions help customers deliver goods and services with greater speed and greater savings using our advanced manufacturing techniques, industry expertise and connected machines. Established more than a century ago, GE Transportation is a division of GE that began as a pioneer in passenger and freight locomotives. That innovative spirit still drives GE Transportation today. It's the engine of change that puts us at the forefront of transportation technology, software, and analytics. And it's why we continue to find-and realize-the potential that keeps our connected world moving forward. The GE Transportation Global Headquarters is located in Chicago, Illinois. There are over 65 service sites worldwide.
Role Summary: The Regional Commercial Leader will provide leadership for commercial activity related to GE Transportation locomotive, services and parts P&Ls in Russia/CIS region. This will include sale of locomotives, modernizations, multi-year service agreements (MSAs), long-term parts agreements and digital solutions.
Lead institutionalization of Outcome selling across regional commercial team. Drive team’s development /training and adherence to sales effectiveness tools and processes
Build and maintain influential relationships with assigned customers at all levels and develop strategies to win profitable business from these customers
Develop customer strategies, campaign plans, and leadership in their execution
Drive development and execution of regional operating plan and sales targets
Lead commercial team and determine /create customer needs, solve business problems through consultative approach, develop marketing, sales and strategic business plans and be responsible for delivering revenue commitments
Work across the organization to lead a cross-functional /matrixed team of product managers, country sales managers, finance, commercial operations, Global Growth Operations (GGO) and others to scope, negotiate, sign and deliver product/service outcomes for our customers
Lead and build within vast network… across GE Store, country, region, other businesses
Along with the team and other key functions provide accountability for customer satisfaction, evaluation, plans and follow through
Demonstrate commercial and technical expertise in specific market.
Own input for Growth Playbook and SII planning.
Provide leadership to regional Sales and Commercial Operations teams
Build and execute organization strategy including resource/skills requirements, team development, training, people reviews
Bachelor’s degree from an accredited college or university
Minimum 8 years of experience in Commercial/Sales roles in Rail or any other heavy equipment (gas turbines, aircraft engines, mining equipment, etc) industries
At least 5 years of experience managing direct reports
Experience covering Russia/CIS region would be an advantage
Fluent in English and Russian languages (writing, speaking, reading)
Willingness and ability to travel within assigned region 50% of time
Experience in Rail industry is advantage
Experience working with national, state-owned companies
Proven success at pursuing and closing complex sales (including multi-year service agreement) and big deals ($50-500 mln)
Capable of providing thought leadership to client, with the ability to think outside the box for ways to create and deliver value to the client
Proven ability to help shape client’s business and CAPEX investment priorities and decision-making
Demonstrated ability to pull together enterprise solutions vs point solutions to maximize customer value
Willingness to challenge the client and take risks to optimize business value for customers, with the ability to anticipate client reactions and actions through customer intimacy and keen understanding of the client political map
Proven experience in selling complex, integrated technology-based business solutions
Entrepreneurial attitude, willing to experiment with new idea, take smart risk
Must have a proven track record demonstrating GE Beliefs in leading teams
Confidence to deal with Executive level and C suite
Strong financial and business acumen
Strong verbal and communication skills
Demonstrated ability to work in matrixed environment
Strong people management skills including managing remote employees
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