Job Description Summary

Job Description

Position Title: Grid Systems Integration North South Europe Service (SER) Segment Leader

Context

Within Grid Solutions the Grid Systems Integration (GSI) Business Line is accountable for the Product Development for the Business Development for the Sales for the Project Execution and for the Services of high voltage Alternative & Direct Current complete solutions including Engineering Procurement and associated Construction (EPC).

Typical customers of GSI are worldwide Transmission Distribution Power Generation Utilities and Developers as well as a wide range of Industrial customers. Typical project values range from a couple of hundreds of thousand dollars up to the billion-dollar range. GSI Profit and Loss accountability is being structured around geographical Regions among which the North & South Europe (NSE) encompasses Denmark Finland Iceland Ireland Norway Sweden United Kingdom France Spain Portugal Italy Greece Israel and Romania. Average order intake of GSI in NSE is in the range of 1b$ to 2 b$ captured by a Commercial & Tendering Team of around 30 people.

Role Summary/Purpose

SER market is growing faster and is expected to grow faster than other segments over the next years and GSI ambition is to grow faster than market on this segment.

Reporting hierarchically to the GSI NSE Commercial and Tendering Leader the GSI NSE SER Segment Leader is responsible to ensure that the NSE Region secures a significant share of this growing SER market across the Region in coordination with the GSI Sales & Tendering teams with the GSI NSE Service Leader with the Marketing teams and with the Global Account Managers.

This role will have commercial responsibility for GSI Services activities in the NSE region including:
Orders Intake (O/I)
Services strategy growth and business development
Development of the Services portfolio with a strong customerfacing component
Close coordination with the NSE Services Leader and a strong focus on Installed Base opportunities

In this role the NSE SER Leader is strongly contributing to the definition of GSI NSE Region strategic positioning on the SER market and to the SER Pipeline creation & management and he/she is accountable to develop Customer Intimacy on SER pipeline with regional Key Accounts to be personally involved in critical negotiations and to ensure Commercial return of experience across the Region and the GSI BL.

Essential Responsibilities

Contribute to the definition of the GSI NSE Region strategic positioning:

In coordination with the GSI SER Segment Leader and the GSI NSE Service Leader and thanks to continuous collection of information and interaction with the market stakeholders (GE others businesses especially but not limited to Offshore Wind HVDC FACTS ACS customers macro-economics etc.) he/she gets a comprehensive and structured view of the SER market in the NSE Region its segmentation its volume and its trends.

Based on this market knowledge under the leadership of the GSI NSE Commercial and Tendering Leader he/she contributes to the definition of a vision and a strategy to maximize profitable growth for GSI NSE on the SER market influencing market and customer trends proposing disruptive business models while leveraging on our reference solutions to increase GE value added to the market.

He/she supports the GSI NSE Commercial and Tendering Leader the GSI NSE Service Leader to translate the validated SER vision and strategy into concrete commercial action plans including pro-active contribution to the definition of Commercial Strategy(ies) on the SER tenders developed by the GSI NSE Region.

In addition for the Services segment key operational responsibilities include:
Managing Services opportunities in Salesforce ensuring strong pipeline governance and accurate forecasting
Developing managing and reporting progress against the Services Operating Plan
Identifying and driving initiatives for Services growth

Develop Customer intimacy with Key Accounts across the GSI NSE Region:

Across the GSI NSE Region and in close coordination with the GSI NSE Commercial and Tendering Leader and the GSI SER Segment Leader he/she is accountable to develop knowledge of and relationship with the Key Accounts following SER projects as well as deep understanding of their organization and of their key players.

SER Pipeline creation & management:

He/she supports the GSI NSE Commercial and Tendering Leader and the GSI NSE Service Leader SER pipeline identification management and for demand creation ensuring engagement with customers from early stages of demand definition. As such he/she is responsible for handling the Requests For Information (RFI) as well as cooperating with all necessary NSE Functions for all demand shaping / business development activities.
Under the leadership of the GSI NSE Commercial and Tendering Leader he/she supports the prioritization of the most interesting SER opportunities in terms of winning chances chances of materialization alignment with our reference solutions profitability cash and risk profile while also ensuring that the SER pipeline generation is continuously aligned to deliver the defined strategy budget and latest forecasts on a quarterly basis.

Code of Ethic EHS and processes:

He/she is accountable to comply with the Grid Solutions Sales & Tendering process and associated Delegation of Authority as well as with the GE Code of Ethics and EHS.

Qualifications/Requirements

• Min. Bachelors degree or equivalent knowledge or experience
• Significant years of work experience in commercial sales and/or marketing functions
• Experience in large and complex technical B2B sales in international environment
• Experience of Energy & Industry market will be an advantage

Desired Characteristics

• Customer-centric mindset able to translate customer issues/needs into profitable business solutions
• Strong negotiation skills and leadership
• Excellent strategic thinker who can translate business development challenges into opportunities
• Self-starter strong team player and ability to maintain can-do attitude all cycle of business
• Successful experience of working with multi-cultural teams displaying inclusive behavior with success in remote relationship
• Successful experience in functional leadership with proven experience to lead by influence
• Fluent in English

Additional Information