Aero Services CM&U Global Sales Leader

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Requirements:

• Bachelor's Degree in Engineering
• 4 or more years of experience in the commercial functions in the power generation or gas power industrial industries, knowledgeable of the upgrade commercial (ITO) process, comfortable with technical and commercial discussions with customers, and demonstrated ability to identify what is critical in ambiguous commercial situations.
• 10 or more years of experience in the power generation or gas power industrial industries with both strategic and operational experience.
• Deep expertise in understanding the financials of Power Generation and/or Industrial customer businesses in a variety of market structures, and how GE upgrade product technical characteristics can improve their profitability.
• Strong data analysis skills, comfortable using and building detailed spreadsheet or similar models
• Strong presentation skills, able to clearly communicate complex topics to management and customers

Responsibilities:

• Develop and implement the sales strategy, aligned with the product strategy, to maximize the profit potential of the product.
• In collaboration with the Pole and Regional Sales Teams, provide input based on backlog, active commercial opportunity pipeline, targets, and expertise into the Sales, Inventory, and Operation Planning (SI&OP) process for upgrade and parts product orders and sales volume and associated margin estimates for future year planning.
• Support the Product Line as the primary sales representative in the cross-functional product development (NPI) team.
• Build customer economic models to predict customer value generated by an upgrade product, including sensitivity studies for various upgrade product technical characteristic levels and market conditions, at installed base fleet and deal levels.
• Based on understanding customer economics, fleet operational characteristics, and market characteristics in which the units operate, identify likely targets for the upgrade product to enable building a robust opportunity pipeline.
• Provide expertise to guide the account sales teams by investigating identified targets, understanding full set of customer needs (KPIs), refining deal-level customer value model, positioning the best GE products to meet customer needs, and providing strategic guidance in the initiation of the ITO process (R0-R1).
• Based on understanding of customer economics, product strategy, and volume expectation, set price for the upgrade product and provide guidance to the Pricing Team for the associated parts and repairs.
• Oversee the commercial opportunity pipeline to ensure needed sales velocity to meet order goals by supporting deal teams in removing internal obstacles, adjusting deal strategy, aligning senior leadership support, and other tasks as needed.