General Electric Senior Sales Specialist ACS (m/d/f) in Berlin, Germany
Job Description Summary
Accountable for the ACS order intake, margin and cash.
Driving customer relationship and commercial strategy for ACS.
Responsible for specific projects in different market segments or geographies in ERCIS region but mainly in offshore business in Germany + Poland + Baltic states
He / she is part of the regional sales organization and reports to the regional sales leader for ACS business.
The ACS Sales Manager :
Develops the business based on a good customer relationship and making spec-in for future business opportunities.
Is a solution finder to define the strategy for preparation, submission and negotiation of winning offers.
He / she leads the pricing and the preparation of the commercial offers.
With the support of all stakeholders he / she leads the negotiation of an offer.
Ensures the competitiveness of the bid prepared due to the calculation of target price for a project he / she.
Makes the commercial risk assessment and define measures to minimize the risks identified.
Ensures and lead the reviews and validation for the project bid and the implementation of the decisions made.
Explores alternatives (technical solutions, sourcing, innovative content ...) allowing to differentiate our proposal, and defends these alternatives in front of the customer together with the Sales Team.
Leads all Functions involved in the bid team and ensures coordination between all roles involved for timely preparation of good quality Technical Offers, BOQ, associated costing and Execution Plan, in line with the defined strategy, the applicable GE-GS rules and the Customer bid process.
Is accountable for the vetting of the Compliance with the ACS RfQ, with the Customer T&C and Technical specification, and with GS offer to the Customer of the Commercial & Technical offers from participating product PL’s. Gets, aligns and supports optimization and competitiveness of the technical offers and costing from GS supplying entities.
Ensures Operational & Technical risks and Opportunities are properly identified, registered and mitigated with the support of Grid Solution experts.
Together with Sourcing and Supplying entities, optimizes project Cash Out.
Supports the Sales Team along the elaboration of the offer and implementation of the win strategy for the deals from the Go/No-Go process (R0) to the Bid Approval process and the final submission,
Proactively supports the Sales Team to understand Customer needs and leads all roles involved in the bid preparation to answer to Customer needs.
Leads win / loss analysis for key deals for continuous improvements of our solutions/ customer approach.
Hands-over won deals to OTR, with support from Sales Mgr and ComOps
Complies with the Policy 5.0., with the Project Tender process, with EHS rules and all other work instructions and processes applicable to the establishment of ACS proposals.
Qualifications / Requirements:
Bachelor’s degree from an accredited university or college.
Min 5 years of experience in a Project business, with proven leadership skills.
Experience in Solutions business and Turnkey projects
Willingness to travel 40% plus.
Have demonstrable experience in dealing with customers, both technically and commercially at all levels within a business
Expertise required in tender management, team management and development
Strong knowledge of the Grid Solutions business & products and of EPC turnkey
Strong business acumen, leadership, discipline in managing the day to day business
Excellent communications skills
Ability to work in international and matrix organizations.
English mandatory, other languages (e.g. Polish) appreciated
Relocation Assistance Provided: No