Job Description Summary
As part of the MENAT Commercial team the Grid Automation Sub-Regional Sales Leader will be responsible for the Grid Automation Orders and CCM% within the assigned Sub-region
Cover the complete Grid Automation portfolio : Substation Protection,
Substation Automation, M&D, Industrial Communications and Services
Prime GA (Grid Automation) interface for Sales and Commercial within the assigned sub-region
Lead the GA Sales Force within the sub-region, all GA PSS (Product Sales Specialist) reporting strong line to the Director.
Drive the overall Sales Strategy in the region, Go to market and key account plan
Manage Pipeline, ensure visibility and volume of Opportunities in line with the Operating Plan
Drive strategy to close the large deals in the region
Interfaces with other Grid Solutions PL and Region Grid Solutions Sales within the Region.
Roles and Responsibilities
Deliver on major business goals for the portfolio, incl. financial metrics : orders, CCM%, market share objectives
Develop customer connections & intimacy to ensure business growth. Understand customer touch points & impacts from the beginning of the ITO process
Build strategy to win the large GA deals within the region, leverage the broader organization : KAM, Sales Leaders
Manage the channel strategy within the region in coordination with the MENAT Channel team
Coordinate among the various Grid Automation Regions for the cross-regional deals
Drive the Orders opportunity forecast, risks and opportunities
Lead the Pacing calls both with Region and PL when needed
Work collaboratively with Global Commercial, Regions leaders and PL on the development and execution of sales, channel and services strategies.
Monitor and follow-up Action Plans for strategic key accounts, GE2GE channels
Communicate and cascade the value proposition to the various Grid Automation and Account managers & ACS Sales within the Region.
Actively contribute to deployment and promotion of customer tools and interfaces such as the On-Line Store.
Provide Input to the Market Sizing exercise for the PL, analysis of gaps coming from Regions business requests and PL NPI Plan.
Participate in Priorities definition with PL Product Management and R&D
Master’s degree in Engineering from an accredited university or college preferred
Expert knowledge of sales -min 10 years- in grid automation in the Middle East & North Africa region
Overview of Power System and Protection Applications for Transmission, Distribution and Industry segments.
Ability to work effectively across functions. Proven mentoring and coaching abilities, demonstrated ability to motivate & inspire others.
Financial acumen, knowledge of pricing, costing and product accounting.
Ability to understand and improve complex processes in a cross-functional environment.
Ability to speak French fluently is preferred
Relocation Assistance Provided : No