Responsible to execute major strategic bid strategies in the North America region and supporting / coaching other Regions for High Voltage major market segments covered but not limited to include Oil & Gas (LNG), Renewables (Onshore and Offshore Wind), Transmission & Distribution (IOUs and Public Power sectors), and traditional Generation plants.
In this role you are also responsible for education, transformation, and innovation of our current strategic opportunities bid process and team to accelerate the Service growth. Responsibilities will cover all aspects of major strategic bids including go to market channel strategy, GE value proposition definition, identification, and implementation of potential external partnerships as well as GE2GE key account management.Job Description
Essential Responsibilities
• Customer focused mindset with proven ability to respond quickly to customer needs.
• Develop business opportunities and deliver major strategic bids to win new business orders at the required profitability and margins per the annual operations plan.
• Negotiate and close very complex and high value deals in concert with direct sales staff.
• Communicate, coach, and enable the regional sales and bid team on strategic deals practices and processes.
• Identify new opportunities by combining GE portfolio and potential external partnerships.
• Lead and support site investigations at customer sites to define added value solutions from GE.
• Establish commercial contracts and agreements with customers to support our Long-Term Service Agreements (LTSA).
• Lead proposal team to develop innovative and creative bid solutions to benefit the business and the customers.
• Responsible for managing Opportunities in SFDC, pipeline governance, ensure opportunities forecasts is accurately reflected in sales force system.
• Support the ACS strategy in meeting segment orders operating plan, Sales, margin and hit rate
• Develop customer centric solutions to resolve customer challenges and build long term mutually beneficial relationships.
• Define market price levels, evaluate opportunities’ risk, manage timely delivery and accuracy of offers, follow-up on offers and help to negotiate contracts with customers.
• Ensure regulatory compliance in all activities.
• 50% domestic & international travel as needed to meet job requirements.
Qualifications/Requirements
• Bachelor’s Degree or equivalent Industry Experience
• Significant years of experience in the Generation & Transmission market segments
Desired Characteristics
• Proven experience in a senior services, sales, and tendering roles with multi-million-dollar budgets
• Preference for a background in Generation and Industrial Market segments.
• Preference for Electrical Balance of Plant (eBOP) products and services; including power transformers, high voltage switchgear, and protection & control systems.
• Demonstrated success in negotiation, deal closure and contract development to achieve significant multi-product, multi-year contracts with customers.
• Excellent communication and interpersonal skills, including the ability to build and maintain relationships with a range of internal and external stakeholders, gain acceptance and negotiate successful outcomes with customers. Strong executive presence with outstanding communication skills.
• Proven leadership of teams with members based in multiple locations.
• Ability to work flexibly at times when bids are in progress under significant time and commercial pressure, remaining focused with sustained leadership influence and able to respond creatively to rapidly changing competitive inputs, and influence senior internal stakeholders to adopt positions needed to be successful
• Demonstrated ability to research and analyze data to develop bid strategies including potential partnerships.
• Proficient in the use of Information Technology applications to manage workflows and reporting.
• Accepting and adhering to high moral, ethical and personal values in decisions, actions and when dealing with others. Including ability to be transparent with management on issues that develop.
• Experience developing strategy for bid execution.
• Ability to interact and influence cross-functionally at all levels both internally and externally.
• Strong mentoring and coaching skills.
• Master’s degree in business administration is a plus.
• Strong project or bid management and organizational skills.
• Knowledge of customer financial drivers/needs.
• Able to effectively lead and energize a multi-functional team to meet sales plan.
• Ability to utilize analytical software and sales tools (MS Office, Sales Force)