Sr Sales Manager 1 - Sales and Proposal at GE Energy Connections

Role Summary/Purpose

• Managing the offers process and mutually agree the strategy with the Account Managers to achieve the budget objective and the margin of the Region for the given product lines
• Contributing to building project specific, technically & commercially attractive offers based on Account Manager advices, technical department support and customers’ needs, in accordance to GE Ethics and Compliance policies

Essential Responsibilities

• Market knowledge and vision: explore opportunities, define strategy and shape demand
• Drive commercial activity for a specific Product Line in the region/ sub-region within Order Intake and Gross Margin on Order Intake targets
• Keep abreast of competitor product portfolio
• Meet the customer regularly together with the Account Manager in charge
• Explore and propose strategy to cover all channels to the market
• Deploy and adjust answer strategy taking in account the input from the end user requirements, the Account Manager, Contractor(s) when applicable (including Grid Solution units) and Products unit
• Build the knowledge of market prices, competitors, and user specific requirements.
• Build and Close Offer
• Assess project complexity and define a project strategy with the input of Account Manager
• Understand the RFQ / Customer's demand & actual needs and develop the value proposition for each offer
• Conduct spec-in, spec-out, products qualification
• Trigger tendering process (Go/No Go + RFQ to PL Tendering) and follow up on tender progress
• Build with the PL tendering the more relevant Technic-commercial offer for its Product, taking into account the different parameters & stakeholders involved (product portfolio & competitiveness vs. competitors’ vs. customer needs / factory constraints/ Solutions).
• Set target price, with input from Account Manager and PL Commercial.
• Build the Risk & Opportunities analysis and the associated mitigation plans.
• Validate and challenge Estimate Analysis Sheet and set the price, in liaison with the Account Manager and the PL Commercial.
• Launch and follow Tender approval process (TAC/BUSTAM)
• Prepare and submit the offer through Account Manager
• Lead technical clarification process, listen to & resolve open concerns
• Negotiate contract (price, terms and conditions) in coordination with the Account Manager
• Order booking and other
• Prepare and conduct hand over to project / contract execution
• Bring market technical feedback to PL R&D
• Conduct Win / Loss analysis with the Account Manager & participate in Return of Experience
• Participate to the definition of Commercial Action Plan at Region level
• Interface with PLs for load forecasting
• Feed management with market data
• Comply with Quality Procedures, work instructions and Processes in e-book and on site
• Report or resolve any non-conformance and process in a timely manner
• Health and Safety
• Demonstrate commitment to safety through participation in formal and informal discussions
• Adhere to all safe working procedures in accordance with instructions
• Ensure safety work instructions are complied
• Participate in the resolution of safety issues.
• Initiate actions to improve health and safety where needed

Qualifications/Requirements

• Bachelor’s degree in Electrical Engineering or graduated from a Business School from an accredited university or college
• Min 3 years of experience in sales and tendering experience preferred with good understanding of sales basics
• Good knowledge of Electrical transmission business (in the given area)
• Technical knowledge in PL product portfolio is a must
• Willingness to travel
• Must have valid authorization to work full-time without any restriction in the role’s location

Desired Characteristics

• Expertise required in the Energy sector
• Experience in business development in coverage area (i.e. specified markets) in SSA
• Knowledge of the structure and organization of target companies in the region
• Ability to prioritize and effectively handle multiple opportunities, consistently meeting deadlines
• Excellent interpersonal and communication skills
• Ability to work in international and matrix organizations
• Fluency in English. Other languages would be appreciated