Customer Segment Leader (Sales)

JOB SUMMARY

The Customer Segment Leader will achieve specific sales goals including both revenue and profit objectives within the Service division. This role will work with Sales and Operations to develop growth strategies and new customer specific sales strategies in addition to building client business relationships and approvals with goal of increasing product sales over time and understanding customer needs. This role establishes sales for products and services related to electrical substation power equipment and promotion of Service capabilities.

PRINCIPLE DUTIES AND RESPONSIBILITIES

• Lead regional commercial activity and sales support to achieve specific business goals with highest priority placed on orders entered to fulfill capacity available and contribution margin objectives
• Lead and execute commercial growth strategies according to business Growth Play Book (GPB) identifying opportunities to better satisfy the needs of assigned market segment
• Evaluate growth opportunities in the market identified by customer needs; assess business options to address those needs and make recommendations to commercial management.
• Lead sales seminars for customers, distributors, and product seminars for end users on the uses and applications of all Prolec-GE Waukesha, Inc. Service capabilities to create product awareness and demand.
• Keep abreast of competitors' activities, the business climate, and economic events to identify sales trends that impact Prolec-GE Waukesha, Inc. Service market share.
• Responsible to execute pricing strategies for the business, focusing on maximizing contribution margin results for the P&L.
• Lead terms and conditions negotiations according to Delegation of Approval process.
• Lead new customer acquisition, approval process and new Service Letter Agreement.
• Define go-to-market strategy to better serve the customers and capitalize opportunities
• Plan and attend industry related tradeshows/regional technical seminars as a representative of Prolec-GE Waukesha, Inc. Service.
• Responsible for preserving pricing in assigned territory.
• Compile and report on assigned territory competitive feedback & bid feedback.
• Build and maintain strong relationships with new customers to ensure ongoing customer satisfaction
• Provide product, application, and technical support to the Sales Team
• Follow-up on previously submitted sales quotations and requests from new customer(s).
• Follow-up on completed service activities and recommended future actions.
• Generate regional analytical reports for staff and to support commercial review meetings.
• Interface with other departments and stakeholders within Service, Components, Prolec-GE Waukesha, Inc., outside sales representatives regarding day-to-day sales items.
  

KNOWLEDGE, SKILLS & ABILITIES

• Excellent communication skills
• Strategic thinker with relationship building skills
• Problem solver mentality; strong analytical and decision-making skills
• Well organized with exceptional written, verbal and formal presentation skills
• Exceptional track record of dealing with and influencing internal and external customers
• Ability to motivate stakeholders to achieve extra-ordinary results through teamwork
• bid/proposal preparation and the ability to read and understand bid/proposal specification, both from a technical and commercial perspective, including interpretation of contractual terms and conditions
• Candidate must have knowledge of engineering project management

EDUCATION AND EXPERIENCE

Required Education / Experience

• Associate degree in a technical field and 5+ years of industry, industrial, or construction related technical sales experience.

Preferred Education / Experience

• Bachelor's degree in Electrical or Mechanical Engineering with a basic knowledge of substation electrical equipment and previous technical product sales experience.
• 7+ years of technical sales experience for engineered-to-order products with long lead-times and/or in power systems and/or substation.