APAC GridBeats Strategy & Growth Leader - Grid Automation

Job Description Summary

The APAC GB Strategy and Growth Leader will be responsible to identify and to develop the main strategic Opportunities to grow our GridBeats, Grid Automation’s latest software defined solutions, within the APAC region. He will be part of our GA regional leadership team with a direct reporting line into the Regional P&L Leader.

The scope covers the whole APAC Region: Target of $25M GB Orders in 2025 with an objective to grow to more than $50M in 2030. The GridBeats portfolio consists of:
- GridBeats Integrated Digital Substation (iDS)
- GridBeats Asset Performance Management (APM)
- GridBeats Device Management (DvM)
- GridBeats Monitoring & Diagnostics (M&D)
- GridBeats Substation Monitoring
- GridBeats Cyber Security

The Strategic Growth Leader is directly managing a team of growth leaders for each GridBeats portfolio, a team of TAEs and solution architects.

Job Description

Responsibilities

Drive Commercial Strategy:

• Define GA commercial strategy for the region
• Define and implement GA Growth Levers with alignment with segment leaders in the region
• Support countries to define their commercial strategies
• Drive sales team on account planning and value selling with key customers
• Collect, validate, maintain and update relevant information about markets and competitors. Supply market share data, perspectives on market trends and competitor activities, market forecasts, and pricing information. Provide analyses to support strategic thinking and operational decision making.

Coordinate Business Processes

• Actively participate to order intake budget planning and reviews
• Coordinate with team on monthly order intake forecast in the most accurate manner, identify risks and opportunities and possible mitigation plans, and submit the forecast level with the appropriate management view.
• Define and implement Sales processes for GA CEAP region
• Participate to deal reviews for complex or high value offers and provide risk assessment / approvals on deals

Develop Commercial Organization

• Define the appropriate GA Commercial organization including required skills for the region, in alignment with the commercial strategy of the region
• Train and support the sales community (account managers and Sales specialists) on the GA offering
• Coordinate commercial discussions with Regions commercial teams, key account managers and PL to support account strategies and close orders.

Monitor Commercial Activity

• Monitor each sales person’s performance regularly, ensuring his/her monthly targets is achieved.
• Drive pipeline/opportunities creation, achieving 365 days pipeline rolling target.
• Review growth actions with growth/segment leaders regularly, ensuring actions progress and monthly targets are met.
• Ensure the commercial tools such as SPEAK, IB etc… are properly used

Coach and support GA commercial teams

• Bring expertise to the teams on the most complex or innovative offers
• Coach sales talents in the region
• Support or lead negotiations of major contracts

Qualifications

• Bachelor's Degree in Electronic or Electrical Engineering, Control & Instrumentation Engineering or other technical field
• Minimum of 10 years’ experience in selling, preferably in the Energy industry
• Minimum of 5 years of commercial experience at management level and leading a regional team

Desired Characteristics

• Good exposure to energy, transmission & distribution, oil & gas, and industrial markets.
• Excellent communication and presentation skills.
• Strong interpersonal skills with emphasis on relationships/team building. Must be a team builder and team player.
• Customer orientated. Growth mindset.
• Proactive work style, creativity, energetic, self-motivator who keeps current with industry trends and knowledge.
• Unyielding commitment to integrity and GE values.
• Relocation Assistance Provided: No
• Customer orientated. Growth mindset.
• Proactive work style, creativity, energetic, self-motivator who keeps current with industry trends and knowledge.
• Unyielding commitment to integrity and GE values.
• Relocation Assistance Provided: No

Additional Information