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Western Sales Leader

  • GE Oil & Gas
  • Experienced
  • Posted 1/23/2017 5:27:15 PM
  • 2819295
  • Job Function: Sales
  • Business Segment: Oil & Gas Regions
Location(s): United States ; Nevada, California; Other


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.

GE Oil & Gas fuels the future. We push the boundaries of technology to bring energy to the world. We are inventing the next industrial era in the oil and gas sector. In our labs and factories, and in the field, we constantly push the boundaries of technology to solve today’s toughest operational & commercial challenges. We have the skills, knowledge and technical expertise to bring together the physical and digital worlds to fuel the future. GE Oil & Gas is a “fullstream” company, working from exploration and production to downstream. A $19 billion leader designed for a world of complex resources. The deeper, the hotter, the more remote, the more logistically difficult or environmentally sensitive the challenge – the more GE Oil & Gas can help.

Through project management expertise and technology innovation, we work to help lower costs, make things faster, simpler and more productive for our customers.

In today’s era of complex resources, the deeper, the hotter, the more remote, the more logistically difficult or environmentally sensitive the challenge – the more we can help. The GE scale helps us bring new solutions to market quicker to help our customers adapt to the industry’s changing environment.

We go where you go and operate side-by-side in 120 countries. The closer we are to our customers, the quicker we can anticipate and solve their challenges.

We’re at work today, to ensure the next generation is equipped and empowered to go further and deeper, helping to
fuel the future.

Follow GE Oil & Gas on Twitter @GE_OilandGas.
GE offers a great work environment, professional development, challenging careers, and competitive compensation. GE is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.

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

    Qualifications/Requirements:
  • 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

    Eligibility Requirements:

  • Ability and willingness to travel by car or air 40% of the time, as required

    Desired Characteristics:
  • 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

    GE offers a great work environment, professional development, challenging careers, and competitive compensation.  GE is an Equal Opportunity Employer.  Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.

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