Sr Sales Manager - Sales and Proposal

General Electric

About Us:

GE (NYSE:GE) drives the world forward by tackling its biggest challenges. By combining worldclass engineering with software and analytics, GE helps the world work more efficiently, reliably, and safely. GE people are global, diverse and dedicated, operating with the highest integrity and passion to fulfill GEâs mission and deliver for our customers. www.ge.com 

Role Summary/Purpose:

The Senior Manager, Sales & Proposals will manage the inquiry to order (ITO) phase in conjunction with the Account Managers to achieve the budget objective and the margin of our region for High Voltage Switch Gears. The incumbent will also contribute to building project specific, technically and commercially attractive offers by partnering with Account Managers and ultimately the customer. 

Essential Responsibilities:

•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 optimize channels to the market. •Deploy and adjust answer strategy taking in account the input from the Customer, the Account Manager, and Contractor(s) when applicable (including Grid Solution units). •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 and follow up on tender progress •Build with the PL tendering the best* techno-commercial offer for its Product, taking into account the different parameters & stakeholders involved •Set target price, with input from Account Manager and PL Commercial. •Prepare and submit the offer through Account Manager •Negotiate contract in coordination with the Account Manager •Lead clarification process, listen to & resolve open concerns •Prepare and conduct hand over to project/ contract execution •Participate to the definition of Commercial Action Plan for respective product portfolio •Conduct Win / Loss analysis with the Account Manager & participate in Return of Experience •Participate to the definition of Commercial Action Plan at Region level •Participate to opportunity detection with Account Managers •Interface with Product Lines for load forecasting •Opportunity management in CRM SFDC •Comply with Quality Procedures, work instructions and Processes in GE and on site •Demonstrate commitment to safety through participation in formal and informal discussions 

Qualifications/Requirements:

•Engineering degree from an accredited university or college, preferably in electrical engineering. •Minimum of 10 additional years of customer facing sales experience in Gas Insulated Switchg\Gear (GIS) industry. •The position can be based in any country in the MENAT region but will entail frequent travel including travel to Iraq, Pakistan, Qatar and Turkey. 

Desired Characteristics 

•Strong oral and written communication skills.•Strong interpersonal and leadership skills. •Demonstrated ability to analyze and resolve problems. •Ability to document, plan, market, and execute programs. •Either Technical knowledge in High Voltage Switch gear products or extensive industry customer contacts in the region