Sales Director at GE - General Electric

Job code: 3276735
Location: Lagos

Role Summary

• The Anglophone (English Speaking) Sub-Region Sales Director (SSA) will expand and execute Grid Solutions (GS) portfolio sales and business development towards external (third party customers) and internal (GE2GE / GS Product Lines / GS Cross Region / GS HQ) customers and deliver relevant Order Intake and CCM% as targeted in the Operations Plan (OP) for the entire dedicated Sub Region of SSA Region.

Essential Responsibilities

• Explore opportunities, define strategy, business development and demand creation (50-60%):
• Expand and execute GS portfolio sales and business development towards external (third party customers) and internal ( GE2GE / GS Product Lines / GS Cross Region / GS HQ ) customers and deliver relevant Order Intake and CCM% as targeted in OP
• Keep abreast of competitor product portfolio
• Meet the customer regularly together with Region Sales Directors / Specialists in charge
• Explore and propose strategy to optimize channels to the market
• Deploy and adjust answer strategy taking in account the input from the End Users, Contractors
• Coordinate and collaborate with all Product Sales Directors / Sales Specialist to prepare their offers and submit it to the customers, customer follow-up, negotiations, contract preparation support, cash collection (20-30%):
• Support market intelligence on Grid Solution Offers in terms of offering and price strategies
• Assess project complexity and define a project strategy with the input of Account Managers / Product Sales Specialists
• Understand the RFQ / Customer's demand & actual needs and develop the value proposition for each offer from Product Sales Specialists
• Conduct spec-in, spec-out, products qualification process together with Product Sales Specialist
• Trigger tendering process (Go/No Go + RFQ to Product Sales Specialists) and follow up on tender progress
• Build with Product Sales Specialist the best techno-commercial offer, considering the different parameters & stakeholders involved (product portfolio & competitiveness vs. competitors vs. customer needs / factory constraints/ AC Solutions)
• Set target price, input from Customer
• Validate Estimate Analysis Sheet and set the price, in liaison with the Sales Specialist
• Monitor launching and follow-up Tender approval process (RAM/TAC/BUSTAM) to be done by Product Sales Specialists
• Ensure the best preparation and submission of the offers to the customers
• Lead clarification process listen to & resolve open concerns
• Down Payment and Cash (including Overdues) collections
• Reinforce customer engagement across in Sub-region / Region level through targeted actions (PL days, seminars, customer events etc) (10 20%)
• Quality
• Comply with Quality Procedures, work instructions and Processes and on site
• Report or resolve any non-conformances 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
• Performance Measurement
• Frequency of customer contacts
• Number of opportunities identified
• Achievement of order intake and margin objectives
• Market share in the region
• Quality of techno-commercial offers
• Number of tenders submitted both in volume and numbers
• Hit rate and order conversion ratio
• 100% tenders meet customer requirements
• Customer Satisfaction
• CRM (SPEAK) data accuracy and 100% data completeness including opportunities identified
• Compliance to Quality processes and procedures and policies
• Strict adherence to ethics and sales compliance
• Safety performance; no safety non-conformances

Qualifications/Requirements

• Engineering degree (electrical preferred) or equivalent knowledge or experience
• Min 10 years’ experience in a Commercial / Sales / Tendering Environment of a Multinational Company
• Good knowledge of Electrical transmission business (in the given area)
• Technical knowledge in PL product portfolio is preferred
• Excellent command of English is must, second language is preferable (French / Spanish / Portuguese)
• In Nigeria: a valid NYSC discharge or exemption certificate will be required (please indicate clearly on your resume)
• In Nigeria: must have valid authorization to work full-time without any restriction in Nigeria
• In countries other than Nigeria: must have valid authorization to work full-time without any restriction in the role’s location