Location(s): United States ; Nevada, California; Other
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Role Summary: This Western Sales Leader is created to drive tighter regional team focus on discovery, advocating and closing of sales opportunities involving Asset Condition Monitoring, Diagnostics and Performance Optimization (Bently Nevada Product line) to all clients throughout the region.
Essential Responsibilities: In the role of Western Sales Leader you will:
Work with the Region Sales Direct to establish orders and sales target for region. Grow region revenue and profitability to an agreed target year over year
Work with the Region Sales Director / Sales Leaders and Sales Managers (RMs) to establish orders and sales targets for strategic accounts. Grow defined accounts revenue and profitability to an agreed target year over year
Develop an annual account strategy by sales manager through deep account understanding and specific drivers for growth including budgets per year and timeline for key projects
Lead region sales team growth strategy by understanding account strategies and product value positioning. Ownership in all product company and regional growth campaigns
Leverage deep outcome selling experience and skills to lead GE’s outcome selling approach throughout the region to drive growth in region orders, sales and operating profit
Support and drive outcome selling account planning process with each regional sales manager and their accounts to establish a deep understanding of their business outcomes and needs, and align and quantify our value proposition with our customer’s specific business outcomes
Mentor and support regional sales team to understand product offering and value vs. competitor’s products and sales strategy to drive awards throughout region
Work closely with regional sales team and lead customer engagement at the C-level to introduce our vision, link customer business objectives to KPI and align KPI to measurable outcomes and quantifiable value
Build partnership with Regional Account teams to maximize revenue opportunities aligned with maximizing customer outcome value (i.e. outcome selling, subscription, HW / Services / SW upsell opportunities, etc.)
Leverage Regional Account teams’ deep knowledge of customer organizational dynamics (i.e. key decision-makers and influencers)
Drive development of growth strategy for NPIs / GPB initiatives with regional sales team. While also developing critical commercial information such as business cases, presentation tools, proposal delivery, proposal templates, and selling support
Define account strategy including recommendations of future NPI investments and leads cross-territory initiatives to grow market share
Leverage sales successes to generate quality opportunities for account managers while supporting GE’s integrated account selling
Lead weekly, monthly and quarterly sales manager reviews and report to Region Sales Director
Meet quarterly and yearly predefined dollar amount of orders, sales, and contribution margin for region
Identify new market opportunities and cross-selling GE products
Actively participate in Demand to Inquiry (DTI) process, establishing a systematic business-scouting program with the purpose of identifying existing and new market opportunities
Leverage cross-functional and cross business resources in order to maximize market penetrations
Bachelor’s Degree in Business, Engineering, Computer Science or Marketing discipline
Minimum 5 years of experience in condition monitoring
Minimum 3 years of experience in team management
Ability and willingness to travel by car or air 40% of the time, as required
Minimum 3 years of practical / progressive sales work experience, including prior success with key account ownership, “C” level suite sales experience, etc.
Professional experience in Power Generation, Oil & Gas and/or Petrochemical Industries
Client oriented mindset
Effective team contributor and member
Proactive work style, creativity, high energy
Proficiency in the use of personal computers and Microsoft applications
GE works on things that matter. The best people and the best technologies taking on the toughest challenges. Finding solutions in energy, health and home, transportation and finance. Building, powering, moving and curing the world. Not just imagining. Doing. GE works. Looking for a challenge where your experience is valued? Come see what you can achieve as a leader with GE Oil & Gas!
Locations: United States ; Nevada, California; Other
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