Senior Account Manager at GE - General Electric

Job ID: 3284359
Location: Abuja

Role Summary

• The Senior Account Manager 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).

Essential Responsibilities

• Explore opportunities, define strategy and shape demand (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 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
• Support Sales Specialists to prepare offers and submit to customers (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 Sub Region 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 , taking into account 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 followup 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
• Reinforce customer engagement across in Sub-region / Region level through targeted actions (PL days, seminars , customer events etc.) ( 20%)

Quality:

• Comply with Quality Procedures, work instructions and Processes and on site
• Report or resolve any non-conformance issues, 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
• Repeat Business
• 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-conformance

Qualifications/Requirements

• Minimum of 10 years’ experience in a Commercial / Sales / Tendering Environment of a Multinational Company
• Engineering degree (electrical preferred)
• Good knowledge of Electrical transmission business (in the given area)
• Technical knowledge in PL product portfolio is preferred
• 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

Desired Characteristics:

• Excellent command of English and French are must, third language is preferable (Spanish / Portuguese)
• 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.