Business Segment: Energy Connections Grid Solutions
Location(s): Mexico ; Mexico City
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: Customer facing staff responsible for winning business. Develop client contacts, identify customer needs and promote/coordinate the sales activity of GE Grid Solutions in the Country. Support KAM structure, Industry, Smart Grid, and Channels and distributors, across all product lines to reach the order intake objectives.
Essential Responsibilities: Within a geographic area responsible for selling product(s), services, parts, solutions, or projects. Develops midterm vision own function in relation to the business. Major contribution to the strategic plan of higher unit (be it function or business unit). Complex products and systems requiring technical knowledge and knowledge of the environment where the products or systems will be used. Products and systems are client specific and require technical analysis and system design to fit client conditions. Department is involved in big sales.
Key Individual Accountabilities
Act as the commercial leader of his/her country.
Act as Account Manager for the country's main account
Contribute to the regional commercial strategy and deploy a customer- and results oriented account management organization in the country, centred on customers, which ensures listening and exchange, flexibility to customers' demands and provides solutions in order to foster long-term relationships for sustainable business. Run customer intimacy activities.
Contribute to the definition and execution of Commercial Actions Plans (Yearly Mutual Commitment Agreement / YMCA)
Prepare the Account Management budget for the country.
Decide and manage Account Managers resources (incl. Key Accounts Managers)
Define coverage strategy for customers in the country and list of accounts by account manager
Set individual objectives for each account manager and ensure their alignment with each Product Line’s objectives.
Drive customer intimacy and customer relationship management
Foster the identification of new business opportunities, develop business and identify new opportunities to grow market share.
Ensure the implementation of main initiatives of change in the sales force organization and processes as per 3YP (Key Accounts, Indirect Channels, Industry Segments, SHINE, SPEAK …).
Key Shared Accountabilities
Budget preparation in link with Units/PLs
Contribution to the definition and execution of Commercial Actions Plans (CAP)
Contribute to tendering process and negotiations with customer
In particular advise sales specialists in region or in PLs on target-winning price, based on market conditions (competition, customer budget …).
Validate Gross Margin on Orders
Comply with Quality Procedures, work instructions and Processes in ebook and on site
Report or resolve any non-conformances and process in a timely manner
Health and Safety
Demonstrate EHS leadership and ensure Zero Deviation Plan is implemented within the team
Takes responsibility to reward and encourage direct reports to take proactive steps toward all matters related to EHS in the workplace.
Identifies and evaluate EHS risks in own area and implements practical measures.
Participates in hierarchical/ team safety visits and leads EHS improvement initiatives
Sets objectives and measures results to encourages EHS performance as a contributing factor to reach business objectives
Sets the example by demonstrating the proper acts and actively observes work conditions and behaviours, giving constructive feedback and celebrating EHS effective prevention.
Actively participates in defining corrective actions when work is unsafe or when an uncontrolled risk is observed.
Routinely observes routines and behaviours of others and provides immediate feedback regarding unsafe behaviour and celebrates achievements or safe behaviours.
Actively and routinely promotes the identification of hazards and near misses to their team/s
Bachelor's degree from an accredited university or college. Minimum of 5 additional years of experience in Sales Origination.
University Degree (Engineering: electrical or electromechanical)
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.
Desired Knowledge & Experience
Sales & tendering experience with good understanding of sales business.
Good knowledge of Electrical transmission business (at least 5 years at similar position)
Technical knowledge in Transmission and Distribution products.
Fluent in English
Lead and manage the team to ensure performance standards, annual objectives, policies and procedures are met
Ensure the team has the right level of know-how and competency to perform their responsibilities through coaching and development
Regularly manage and review performance of employees according to Alstom Performance Management cycle (PMC)
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