Summary

Within Grid Solutions, the Grid Systems Integration (GSI) Business Line, is accountable for the Product Development, for the Business Development, for the Sales, for the Project Execution and for the Services of high voltage Alternative & Direct Current complete solutions, including Engineering, Procurement, and associated Construction.
Typical customers of GSI are worldwide Transmission, Distribution, Power Generation Utilities and Developers, as well as a wide range of Industrial customers. Typical project values range from a couple of hundreds of thousand dollars, up to the billion-dollar range.

Industrial market is expected to grow faster than other segments over the next years, and GSI ambition is to grow faster than market on this segment.
Reporting hierarchically to the MEA GSI Sales & Tendering Leaser, the GSI Industry Account Director is responsible to ensure that the GSI Business line secures a significant share of this growing Industrial market across the MEA region, in coordination with the GSI Sales & Tendering teams, with the Marketing teams, and with the Global Industry Commercial Leader.
In this role, the GSI Industry Account Director is strongly contributing to the Definition of GSI Business line strategic positioning on the Industrial market and to the Industry Pipeline creation & management, and he/she is accountable to develop Customer Intimacy with regional Industry Key Accounts, to personally involve in critical negotiations, and to ensure Commercial return of experience across the GSI Region.

Essential Responsibilities Contribute to the Definition of the GSI Business Line strategic positioning on Industry:

• In coordination with the GSI MEA Sales & Tendering Cluster Directors and with the account directors, and thanks to continuous collection of information and interaction with the market stakeholders (GE others businesses especially but not limited to Power Conversion, customers, macro-economics, etc.) he/she gets a comprehensive and structured view of the Industrial market in MEA, its segmentation, its volume, and its trends.

• Based on this market knowledge, under the leadership of the GSI Sales & Tendering Leader, he/she contributes to the definition of a vision and a strategy to maximize profitable growth for GSI on the Industrial market, influencing market and customer trends, proposing disruptive business models and solutions to increase GE value added to the market.
• He/she supports the GSI Sales & Tendering Leader to translate the validated Industrial Commercial vision and strategy into concrete commercial action plans, including pro-active contribution to the definition of Commercial Strategy(ies) on the Industrial tenders developed by the Region.

Develop Customer intimacy across the Region:

• Across the MEA Region, and in close coordination with the GSI Regional team, he/she is accountable to develop knowledge of and relationship with the Industry Key Accounts, as well as deep understanding of their organization, and of their key players.
• He/she supports the GSI Sales & Tendering teams in charge of the preparation of Industry offers to gain clear understanding of Industry customer needs and decision processes & drivers.
• Thanks to his intimacy and knowledge of Industry customers, he/she guides and supports the Regional Sales & Tendering teams through the most sensitive and difficult part of Industry tender negotiations, involving personally in such negotiations.
• For target Industry customers, together with the GSI Regional Sales & Tendering teams, he/she ensures we provide top of the class support, and we become their preferred point of contact to support developing their solutions.

Industry Pipeline creation & management:

• He/she owns industry pipeline identification, management, and for demand creation, ensuring engagement with customers from early stages of demand definition. Under the leadership of the GSI Sales & Marketing Leader, he/she supports the prioritization of the most interesting Industry opportunities in terms of winning chances, chances of materialization, profitability, cash, and risk profile, while also ensuring that the industry pipeline generation is continuously aligned to deliver the defined strategy, budget, and latest forecasts on a quarterly basis.
• He/she supports the GSI Sales & Tendering teams in charge of offer preparation to ensure similar alignment, involvement, and support on the definition of Commercial Strategies on a deal-by-deal basis.

Code of Ethic, EHS and processes:

• He/she is accountable to comply with the Grid Solutions Sales & Tendering process and associated Delegation of Authority, as well as with the GE Code of Ethics and EHS.

Qualifications/Requirements

• Min. Bachelor\'s degree or equivalent knowledge or experience
• 15+ years of work experience in commercial, sales and/or marketing functions
• Experience in large and complex technical B2B sales in international environment
• Experience of Energy & Industry market
• Fluent in English and Arabic

Desired Characteristics

• Customer-centric mindset, able to translate customer issues/needs into profitable business solutions
• Strong negotiation skills and leadership
• Excellent strategic thinker who can translate business development challenges into opportunities
• Self-starter, strong team player and ability to maintain can-do attitude all cycle of business
• Successful experience of working with multi-cultural teams, displaying inclusive behavior with success in remote relationship

Additional Information