Lead Sales Specialist 2 - Sales

• Sales Manager for services (regular maintenance, outages, spare parts, repairs, upgrades) for rotating equipment (turbines, compressors, pumps, generators) and automation and control in Belgium within Steam Power Service, as part of the ITR cycle (Inquiry To Remittance) in close cooperation with the execution functions
• Covers all customers: Nuclear power station, Fossil power stations and Industrial sites

• Identification and categorization of contract opportunities: outages, spare parts, repairs upgrades, retrofit with increase performances in all types of Steam Power Service customers in Belgium
• Sales Effectiveness: leverage initiatives & digital tools to implement and operate processes & reporting to drive visibility & accountability towards achieving established goals:
  • Outages & Opportunities forecasting in CRM tool (NEX)
  • Drives weekly Pacing with Finance and ensure the information provided is aligned with NEX
  • Manage the R-Process (gated process ensuring appropriate deal/offer risk management) with Commercial Operation team and ensure deal reviews are appropriately manager Lead the Sales process from opportunity identification to deal closure and handover to execution together with Commercial Operation team, and especially prepare necessary support for deal reviews
  • Be the voice of the customer : challenge all functions to ensure best offer is released to the end customer (field service costing, technical scope definition, repair make of buy strategy, etc.)
  • Be the voice of GE within the customer:
    • Map, build and maintain intimacy with key decision customer makers: sourcing department, purchasers, project manager, technical prescribers, users, etc.
    • Defend GE offer and positioning to best differentiate it
  • Secure order intake in a timely manner with maximum margin
  • Ensure offers are delivered to the customer on-time through appropriate project management support

• Forecasting: ensure accuracy in forecasting information in CRM (from creation of opportunity to closing, including post-mortem analysis)
• Campaign / outage Development: Work with the CSL Team and Product line to implement rigor to the process for campaign/outage definition (segment, pipeline, financial case). Monitor the subsequent financial performance of the campaign and ensure maximse extra works capture
• SIC programme: ensure accuracy of target and opportunities allocation for each participants (CSL, Sales) in Belgium team in the Sales Incentive Programme
• Compliance: Ensure a high level of compliance with GE standards in particular in the fields of Integrity, EHS and Quality

Authority

• Refer to the POA / DOA of GE / Local Legal Entity

Performance Measurement

• Order intake in mUS$ measured on a quarterly rhythm
• Profitability (as-sold margin) and cash for the segment in mUS$ measured on a quarterly rhythm
• Contribution to customer satisfaction

Education

• University degree or other equivalent higher education (Master’s level including engineering, business school)

Experience

• Long cycle industrial sales in power generation or similar industrial environment;
• Significant experience and skills in the commercial function with deep knowledge of market/customer dynamics, negotiation techniques, contractual terms and conditions

Behavioural and/or Technical Know-how

• Proven interpersonal skills and ability to build trust with all internal and external stakeholders;
• High autonomy, energy and capacity to self-motivate to reach assigned targets and beyond ;
• Positive thinking, openness and problem-solving attitude in the face of difficulties ;
• Basic IT tools (Office Suite)

Language skills

• Proficiency in English / French / Dutch