Sales Manager-service Value Selling

2 days ago

Kuala Lumpur, Malaysia GE Gas Power Full time

**Job Description Summary**: Partnering with Account Managers and Sales Directors, the Value Selling Sales Manager will create additional customer values through the use of various upgrade solutions. This will require clear understanding of the local market and customer business model, and value creation potential based on technical understanding of our solutions.

Location is flexible to be based within APAC region countries.

**Sales Manager - Service Value Selling (APAC)**

Partnering with Account Managers and Sales Directors, the Value Selling Sales Manager will create additional customer values through the use of various upgrade solutions available. This will require clear understanding of the local market and customer business model, and value creation potential based on technical understanding of our solutions.

The Key focus areas will include not limited to Gas Turbine Upgrades such as Advance Gas path, Combustor, Rotor management programs, Controls, Mid-Tier upgrades, Decarb solutions as well as Generator and Steam turbine upgrade solutions.

The Value Selling Sales Manager will support Account Manager in any upgrade related deals, and drive the effort from prospecting to deal closure.

Change the way we sell upgrade solutionfrom “product sales” to “Value Selling”, with close collaboration & interaction with customers. Engaging business planning of targeted customers, build close relationship to work as consultants.

**Value development**
- Based on clear understanding of the market & customer dynamics (PPA, merchant, financials, strategic view), develop customer values via creative upgrade solution development across HGP, Combustion, Control, Rotor, Flexibility as well as decarb initiatives. Generate detailed models to enable the articulation of the solution & value for the discussion and development with customers.

**Deal development & closure**
- Drive the deal from prospecting stage (direct Account Managers) to discovery, advocating, shaping, proposing and closure.
- Working closely with Account Managers, own the upgrade related deal management and accountability holding upgrade KPIs and deliverables for South Asia and China.

**Sustainable pipeline development / Solution portfolio management & growth**
- Given the cycle time of upgrade deals, ensure the development and maintenance of future upgrade pipeline (3 year outlook). Working closely with Fleet Manager, raise the future upgrade solution requirement and continuously monitor and drive the development of the opportunity pipeline in the assigned territories, and ensure pipeline health vs. OP.
- Feedback the market reality and voicing the solution requirements internally. In parallel, working to expand the solution portfolio beyond what we have been selling traditionally
- In order to enable these, the Value Selling Sales Manager will need to partner with the wider organization:

- Partnering with the CommOps, Application Engineering and Global Threads team to deliver value to our customers via our Upgrade offerings.
- Sales Director partnershipneed close collaboration/partnership as well as AMs, to drive the right focus and resource allocation.
- Ensuring understanding of customer needs and drive quality interactions and sales outcomes; leveraging the Value Selling Process.
- Communicating market intelligence and activity to manager and business unit to ensure we keep ahead of opportunities, obstacles and issues.

**Qualifications/Requirements**
- Bachelor's Degree in Engineering, Marketing or Business from an accredited university or college
- 7+ years of experience in industry-related engineering, sales and/or marketing
- Experience on service & good knowledge/experience in Gas Turbine & Combined Cycle Power Plant Services.

**Desired Characteristics**
- Strong accountability & high say-do ratio in achieving the target set
- Ability to think strategically about upgrade deals, as well as the longer term pipeline build
- Ability to communicate complex issues in simple terms via written and oral communication
- Resolve to win in the market against the opposition. Ability to manage multiple projects simultaneously
- Prior sales experience and knowledge of energy/industrial products market economics, comparative issues, technology and projects
- Understanding of GE’s and customer financial drivers/needs
- Ability to travel more than 50%
- Integrative team working style

**Additional Information**:
**Relocation Assistance Provided**:No

LI-Remote - This is a remote position

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