Summary

GE Digital Power Generation Oil and Gas (PGOG) is looking for an experienced, transformational Commercial Leader for the EMEA (Europe Middle East Africa) region, accountable to drive profitable growth and new revenue streams across the organization. The role is to lead the Commercial Sales teams with PGOG organization across the EMEA. The role's primary mission will be to expand the penetration of digital solutions across energy verticals.

Reporting Chief Commercial Officer for PGOG the EMEA Commercial Leader will lead a team of digital sellers and work in close partnership with other functions across GE GED PGOG to build sales capabilities, plan and forecast regional orders, help manage key accounts and analyze/improve sales performance.

The EMEA Digital Commercial Leader will own the cultivation of a customer-focused business rooted in value selling behaviors with C-suite customers. He/she will be responsible for transforming the existing sales organization and developing best practices and operations that facilitate the development of strong revenue projections/pipeline and customer acquisition for both existing and new solutions.

The EMEA Digital Commercial Leader will be a champion for the commercial organization as the visible face with key customers in the EMEA region on critical pipeline opportunities across various energy segments, in external markets/events, and with external talent acquisition.

The EMEA Digital Commercial Leader will leverage the depth of expertise in the connected industrial and software industry to evangelize the business value proposition; to develop a strategic, focused plan to create that market; and deploy a team of value selling resources to methodically execute on key priorities.

Roles and Responsibilities

• The ideal candidate will have a minimum of 10 years of experience in direct sales, sales operations, business development and / or strategic sales leadership. Additionally, experience in or with Tier 1 enterprise software companies in the evolving industrial, Big Data, Mobile or Cloud space.
• Champion messaging and educate key stakeholders on how to evolve and position enterprise solutions and our integrated offering effectively with respective target markets and to partner with cross-functional teams in the evolution of new GE capabilities.
• Develop a robust vision and strategy and provide leadership and direction to the EMEA sales team to ensure alignment with key accounts and partnership with other Channels, 3rd Parties and /or GE BU partners. This will include creating the right mix of commercial talent to win today’s business and to scale for tomorrow. Additionally, develop strong rapport with key stakeholders, including Region-level sales leaders.
• Build strong, productive relationships with Partners and other GE BUs (exe. Gas Power, Steam Power and Renewables organizations and commercial teams)
• Active participant in building and implementing a global PGOG commercial strategy and GTM. Execute in collaboration with business teams, customers, and partners
• Drive margin expansion through more effective value selling and setting of customer expectations.
• Obtain and maintain a strong business understanding of our technology, value propositions and future development roadmaps, and foster close relationships with key stakeholders internally and externally
• Create and develop new markets for services and products; lead and set the tone for the industry
• Drive collaboration with other regional sales leaders to deliver comprehensive solution sales across the vertical lines of business
• Help develop and drive a talent acquisition, enablement, management and measurement strategy in the sales organization.
• Provide coaching, performance management, and development activities for the sales organization to ensure leadership development and successful execution of business plans
• Lead the next generation of sales performance management and develop new innovative sales models to drive increased efficiency and effectiveness
• Lead system and process development to ensure customer satisfaction goals are achieved
• Drive global coordination for the effective management of Strategic Accounts
• Create a fun and competitive work atmosphere to motivate employees and create winning teams

Required Qualifications

• This role requires significant experience in the Sales & Digital Sales Direct. Knowledge level is comparable to a Master's degree from an accredited university or college ( or a high school diploma with relevant experience).

Desired Characteristics

• Strong oral and written communication skills. Strong interpersonal and leadership skills. Demonstrated ability to analyze and resolve problems. Demonstrated ability to lead programs / projects. Ability to document, plan, market, and execute programs. Established project management skills. Data collection and analysis. Lean experience a plus.

Additional Information