Japan Strategic Accounts Leader - Tokyo/Osaka Gas, Oil/Steel
Posted 12/10/2016 8:48:37 PM
Business Segment: Power Global Strategic Accounts
Location(s): Japan ; Minato-ku
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 Japan Strategic Accounts Leader will be responsible for direct management of large and market leading customer accounts - Tokyo Gas, Osaka Gas, Oil/Steel, operating at a strategic and tactical level; proactively developing and executing a One GE sales strategy that capitalizes on a strength of GE broad portfolio, by coordinating related P&L’s to maintain a consistent high level of service delivery whilst identifying new business opportunities.
Essential Responsibilities: The Global Strategic Accounts organization covers approximately 80 end users and 65 EPCs globally across Power, Renewable Energy, Energy Connections. Our customers expect us to understand their business models and markets, advance technology based on their needs and drive thought leadership, all while making it easier to do business with us. For GE, we are investing in a strategic account program which creates customer value and lasting partnerships, through demand creation, early positioning and relationship management all while driving successful outcomes for our customers. Each strategic account leader will also represent GE as a whole at every account they cover to ensure we provide our customers with the opportunity to take full advantage of the “GE Store”. Strategic Account Leaders will be responsible for the development of an account strategy, including a capture/closure strategy on key defined transactions, and coordinate with the P&L Sales Teams in the regions.
Essential responsibilities include: • Owns the Customer Relationship from the C-suite down, and facilitates senior GE leadership engagement to win business and develop deep ties within the customer's organization. Builds effective relationships across PWR P&Ls and GE businesses to ensure alignment on priorities; navigates across organizational boundaries to optimize results. • Has deep understanding of the customer’s vision, business model, regional market and competitors, as well as PWR's business unit priorities and growth initiatives. • Proactively presents new, value based solutions to drive commercial growth, expand share, and increase revenues with account. Assists the business to develop non-traditional value offerings including disruptive technologies, software and analytics. • Leverages the entire GE store to develop comprehensive solutions that improve customer outcomes • Leads strategic account plan which includes proactive growth objectives and clearly articulated value propositions, developed jointly with the customer and P&L account teams. • Leads pre-positioning of key opportunities, influences customer needs and drives pre-ITO activities • Guides development of capture plans to drive growth across the portfolio with GE account teams/businesses • Develops customer intimacy programs (ie technology development), as appropriate; is a visible part of the customer's teams • Keeps abreast of developments in GE software capability to develop new solutions and identify opportunities to enhance customer outcomes. Effectively leverages GE software commercial resources to pre-position customer solutions. • Proactively engages in business issues across the lifecycle; deeply understands the customer’s fleet. Responsible for issue resolution and working with the P&L execution teams to ensure timely communication of customer and business execution concerns. • Leads internal GE account teams and businesses to drive penetration across the portfolio; connects key constituents across P&Ls and functions, pushes the P&L’s to drive growth • Can own one large account, or multiple accounts as assigned within the region
Qualifications/Requirements: • Bachelors degree in a technical or business discipline from an accredited college or university • Minimum 10 of additional experience in direct sales or account management with end users and/or EPC’s • Minimum 5 years of experience in the energy and power generation industry • At least 5 years Previous experience leading cross-functional teams
Desired Characteristics: • Previous experience leading teams of direct reports • Demonstrated success in developing and maintaining effective customer relationships at C-suite level • Proven success at influencing and leading P&L and cross-functional teams in a matrix organization • Previous experience leading the enterprise relationship with a designated customer account • Demonstrated capability to penetrate and expand the customer’s account by creating new growth opportunities for GE • Working experience in multiple power business segments • Minimum of three years of direct sales experience • Previous experience in a commercial executive role • Experience as the lead account manager/ leading an account team with customers who have broad product portfolios • Experience as the lead account manager/ leading an account team with customers with complex global footprints • Customer-centric mindset: demonstrated ability to translate customer needs into profitable business solutions • Previous experience with in-depth lifecycle economic analysis and project financing in the Energy industry. • Demonstrated strength in interpersonal, written and presentation skills
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