Sales Roles at General Electric (GE)

Ref No: 2929758
Location: Lagos
Job Function: Sales
Business Segment: Energy Connections Grid Solutions

Role Summary

• The Software Solutions Sales Director, SSA is responsible for managing the overall Grid Software Sales effort within GE Energy Connections supporting our Sub Sahara Africa region to ensure attainment of growth targets.

Essential Responsibilities
In this role, you will:

• Develop a world-class team focused on meeting the Customer and shareholder objectives
• Lead and motivate a team of sales professionals to solicit new business and / or retain and penetrate existing business in order to drive growth
• Ability to develop and execute on growth plans while meeting short term business objectives
• Responsible for earning customer trust through solid execution – establish win/win partnerships and deepen relationships
• Focus on programs that are aligned with business strategy and ensure resources are aligned properly
• Develop and drive the strategic growth vision and objectives, including participating inessential operating rhythm processes with product management, engineering and services
• Implement the execution framework on identified opportunities, which includes the orders forecasting to deal closure
• Manage assigned initiatives to maximize long-term to maximize profitability
• Create processes to seek new and / or additional income / business developmentopportunities
• Establish, cultivate and maintain customer relations at appropriate decision-maker levels
• Monitor, analyze, and understand market activities to continuously update the business on all region dynamics including in-depth competitive assessments
• Develop effective market and transactional strategies inline with the business objectives
• Lead the development of sales opportunities and coordinate with the business lines sales support groups
• Drive Commercial process improvements and leverage tools for growth (SFDC, etc.)

Technical Expertise:

• Trains others on how to thoroughly analyze market data and present findings and recommendations in a way that is easy and simple for management to make decisions and act quickly; Links analysis to overall business objectives and strategies
• Independently creates an effective digital engagement strategy that collects market knowledge and engages others; Develops processes to measure effectiveness of efforts in terms of using market knowledge to predict buying decisions and trends

Business Acumen:

• Coaches and mentor’s others on how to collect, analyze, and share information about market trends and competitors to increase customer retention and attract new business; Proactively identifies trends via data analysis and makes strategic recommendations as appropriate
• Leads the implementation of economic value selling throughout customer organization; Offers assistance and input to others across GE on this topic
• Invited by clients to participate in C-level strategic planning sessions to help create solutions related to critical business needs; Leads initiatives to understand and quantify unrealized value in offerings across products, services, and customer segments

Leadership:

• Able to consistently lead the process to develop winnable strategies; Creatively uses resources to anticipate and solve problems, resulting in innovative solutions that result in customer and GE satisfaction, and finds alternatives beyond the obvious
• Develops and executes integrated, multi-faceted communications that provide the audience with concise facts; Addresses business concerns and presents the implications of various alternatives; Presents in a manner that is compelling, engaging and relevant to senior leadership and customers

Personal Attributes:

• Communicates effectively with multiple levels of a customer’s business; Understands where to have less interaction once high level relationships have been established; Earns the trust of customers’ executive managers after advancing through the ranks of mid to low level managers; Possesses the ability to glean information from a variety of non-executive level stakeholders to spawn new conversations at the executive level

Qualifications/Requirements

• Bachelor's Degree in business, science, engineering, technology or related discipline
• 10+ years experience in sales, management consulting, or strategic planning in software organizations
• 5+ years experience in software sales leadership

Eligibility Requirements:

• Legal authorization to work in any of the countries job posting is advertised in Sub Sahara Africa.
• Any offer of employment is conditioned upon the successful completion of a background investigation and drug screen.
• Must be willing to travel 50-75%
• A valid NYSC discharge or exemption certificate will be required (please indicate clearly on your resume) For Nigerians only.
• Must have valid authorization to work full-time without any restriction in the roles location.

Desired Characteristics:

• Manages and possesses working industry knowledge and skillet in Grid Software
• Strong interpersonal skills, including creativity and curiosity with ability to effectively communicate and influence solution direction to both technical and non-technical audiences alike across all organizational levels
• Proven track record of account management and sales success
• Understand the various financial instruments used by customers to conduct business
• Strong negotiation and sales leadership skills
• Prior experience selling contracts / products with technical content of substantial value is preferred
• Six Sigma training

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Job ID: 2929664
Location: Lagos

Role Summary

• The Product Sales Specialist, Turnkey Solutions (ACS - Alternative Current Substations) is responsible for: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 advice, Technical department support and customers’ needs, in accordance to GE 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 technico-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 mitigations 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-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

Qualifications/Requirements

• Bachelor’s degree in Electrical Engineering or graduated from a Business School from an accredited university or college
• Minimum 5 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
• A valid NYSC discharge or exemption certificate will be required (please indicate clearly on your resume)
• Must have valid authorization to work full-time without any restriction in Nigeria

Desired Characteristics:

• Strong oral and written communication skills
• Strong interpersonal and leadership skills
• Ability to influence others and lead small teams
• Lead initiatives of moderate scope and impact
• Ability to coordinate several projects simultaneously
• Effective problem identification and solution skills
• Proven analytical and organizational ability