Sales Manager – Oil & Gas, Metals & Mining (Digital) null

Job Description Summary

The Sales Manager – Oil & Gas and Metals & Mining is responsible for managing the overall Sales and market development effort supporting our GE Digital Software business in the Oil & Gas and Metals & Mining sector to ensure attainment of revenue and growth targets in Malaysia & Singapore (with opportunity to handle a few more counties in APAC depending on workload).

In this Sales position, the Regional Sales Manager will be acting as an Individual Contributor and responsible for identifying sales opportunities within existing and new accounts, drive key activities, including prospecting, strategy and account planning, executive relationship development and discovery assessments.

S/he will work closely with other staff members in GE Digital, other GE Entities and Local Partners to drive and lead growth in services, software, and value-driven revenue generation. S/he will partner closely with leaders to drive the creation and development of an overall sales readiness vision for the territory.

Roles and Responsibilities

• Establish a deep understanding of the territory and customers’ business needs by creating value to customers for our Software Digital Solutions footprint. Prospect and drive business prospects and / or retain and penetrate existing customers in order to drive growth.
• Responsible for earning customer trust through value driven engagements and solid execution – establish win/win partnerships and deepen relationships.
• Develop and execute an Account Playbook that formalizes the go high / go low” strategy for the Enterprise account. Where applicable, develop a joint Governance process with executive sponsorship that aligns along the following pillars – Commercial, Product/Technology, Implementation and Support.   
• Develop a world-class account management strategy. Develop a value selling framework for GE Digital business in O&G, Metals & Mining, Chemicals and Petrochemicals — tailor deal lifecycle, deliverables, required resources, technology support, maturity model, sales methodology etc., all focused on meeting the Customer and shareholder objectives.
• Develop and drive the strategic growth vision and objectives, including participating in essential operating rhythm processes with sales leadership, product management, engineering and services.
• Implement the execution framework on identified opportunities, which includes the orders forecasting to deal closure.
• Establish, cultivate and maintain customer relations at appropriate decision-maker levels. Lead the development of sales opportunities and coordinate with the business lines sales support groups.
• Drive Commercial process improvements and leverage tools for growth (SFDC, etc). Analyzes sales pipeline and maintains an array of opportunities to ensure that sales goals are achieved
• Actively grow and maintain a multi-year account plan that will be shared globally with parts of our business including Marketing, Product Management, Sales, Professional Services, and the Development teams to ensure coordination across the business.  
• Ensuring a Professional Sales Experience for customers during all aspects of sales process and touch points including:  Formal meeting agendas, formal follow-up stating sequence of events and next steps in writing, and issue resolution in a timely fashion.
• Formulates the winning proposals based on a cohesive strategy that leverages deep knowledge of the O&G, Metals & Mining, Chemicals and Petrochemicals industries, customer and GE product.
• Has and maintains a working knowledge of competition and the factors that differentiate them in the market.
• Expectation of a willingness to travel to customer locations and GE offices at a minimum of 60% of the time to fulfil duties.

Required Qualifications

• Bachelor’s Degree in business, science, engineering, technology or related discipline.
• Sales experience/ Industry experience in Oil & Gas, Metals & Mining, Chemicals, and Petrochemicals or any one of them will be an added plus.
• Proven track record of value selling and handling critical thinking.
• Proven track record of sales success, achievement and enterprise account management.
• Understand the various financial instruments used by customers to conduct business.
• Strong negotiation and sales leadership skills.
• Proactively identifies market trends via data analysis and makes strategic recommendations as appropriate.
• Manage account relationships to proactively identify and address client needs and converts competitive installs to GED solutions; Seen by client as strategic partner who brings values and solutions to address clients’ business needs.
• Identifies and prioritizes critical resources needed to further the sales effort, negotiating with all client and internal stakeholders
• Languages: Good written and verbal command of English. Additional languages a plus.

Desired Characteristics

• Manages and possesses working O&G industry knowledge and skillset.
• Mining and Metals industry experience will be a BIG plus.
• Strong interpersonal skills, including creativity and curiosity with ability to effectively communicate and influence solution direction to both technical and non-technical audiences alike across all organizational levels
• Prior experience selling contracts / products with technical content of substantial value is a plus.
• Value Solution Selling methodology training
• Fast learner willing to learn the complete GE Digital portfolio and offerings
• Asset Performance Management domain knowledge and expertise a plus
• Excellent communication and language skills.