Senior Sales Manager
General Electric GE
Lagos, NG
3d ago
source : NGRJobs

Roles and Responsibilities

  • Establish a deep understanding of the territory and customers’ business needs by creating value to customers for our Digital Solutions footprint.
  • Prospect and drive business prospects and / or retain and penetrate existing customers in order to drive growth.

  • Responsible for earning customer trust through value driven engagements and solid execution establish win / win partnerships and deepen relationships.
  • Develop and execute an Account Playbook that formalizes the go high / go low strategy for the Enterprise account. Where applicable, develop a joint Governance process with executive sponsorship that aligns along the following pillars Commercial, Product / Technology, Implementation and Support.
  • Develop a world-class account management strategy. Develop a value selling framework for GED Digital business in O&G and Chemicals tailor deal lifecycle, deliverables, required resources, technology support, maturity model, sales methodology etc.
  • all focused on meeting the Customer and shareholder objectives.

  • Develop and drive the strategic growth vision and objectives, including participating in essential operating rhythm processes with sales leadership, product management, engineering and services.
  • Implement the execution framework on identified opportunities, which includes the orders forecasting to deal closure.
  • Establish, cultivate and maintain customer relations at appropriate decision-maker levels. Lead the development of sales opportunities and coordinate with the business lines sales support groups.
  • Drive Commercial process improvements and leverage tools for growth (SFDC, etc). Analyzes sales pipeline and maintains an array of opportunities to ensure that sales goals are achieved
  • Actively grow and maintain a multi-year account plan that will be shared globally with parts of our business including Marketing, Product Management, Sales, Professional Services, and the Development teams to ensure coordination across the business.
  • Ensuring a Professional Sales Experience for customers during all aspects of sales process and touch points including : Formal meeting agendas, formal follow-up stating sequence of events and next steps in writing, and issue resolution in a timely fashion.
  • Formulates the winning proposals based on a cohesive strategy that leverages deep knowledge of the O&G, Chemicals and Petrochemicals industries, customer and GE product.
  • Has and maintains a working knowledge of competition and the factors that differentiate them in the market.
  • Expectation of a willingness to travel to customer locations and GE offices at a minimum of 60% of the year to fulfil duties.
  • Required Qualifications

  • Bachelor’s Degree in Business, Science, Engineering, Technology or related discipline.
  • 5+ years’ experience in enterprise software sales, management consulting, or strategic planning in Oil & Gas, Chemicals, Petrochemicals.
  • Proven track record of value selling.
  • Proven track record of sales success, achievement and enterprise account management.
  • Understand the various financial instruments used by customers to conduct business.
  • Strong negotiation and sales leadership skills.
  • Proactively identifies market trends via data analysis and makes strategic recommendations as appropriate.
  • Manage account relationships to proactively identify and address client needs and converts competitive installs to GED solutions;
  • Seen by client as strategic partner who brings values and solutions to address clients’ business needs.

  • Identifies and prioritizes critical resources needed to further the sales effort, negotiating with all client and internal stakeholders
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