Role Definition
Manages day-to-day operations of a sales team that works with select clients or client groups to achieve business goals and ensure effective resolution of all issues raised by the client.
Responsibilities
- Deliver business plan sales and market share targets for the company products in the Power Generation market.
- Supervising and coordinating the daily activities of staff engaged in promoting and selling Solar's products
- and solutions ensuring that customers receive a high level of service before and after business closing.
- Managing and directing a sales force to achieve sales and profit goals determining discount rates.
- Leading the selling opportunities identification, customer satisfaction improvement and business relationship enhancement.
Degree Requirement
- Degree in Mechanical or Electrical Engineering and equivalent power generation sales in gas turbines experience desired
Skill Descriptors
Customer Focus: Knowledge of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions and ability to leverage that information in creating customized customer solutions.
Level Expert:
- Champions, models and directs an organization's commitment to externally focused decision-making tied to customer business needs and satisfaction.
- Provides customer focused vision, strategy and leadership that exceeds customer expectations.
- Persuasively articulates the link between customer focus and enhanced business success to stakeholders.
- Teaches others to foster customer relationships based on mutual understanding, respect, trust and business partnering.
- Develops best practices to create, evaluate and enhance customer loyalty that are sought by others within and outside the organization.
- Consults with senior executives regarding critical success factors and details to being a customer focused organization.
Industry Knowledge: Knowledge of the organization's industry group, trends, directions, major issues, regulatory considerations, and trendsetters ability to apply industry knowledge appropriately to diverse situations.
Level Expert:
- Monitors relevant industry trends and their implications.
- Explains business directions of key competitors and industry leaders.
- Monitors market changes and communicates implications to management.
- Articulates and discusses industry-specific issues and challenges within own organization.
- Comments on recent developments in industry's regulatory environment.
- Describes the history and evolution of the industry and specific segments thereof.
Decision Making and Critical Thinking: Knowledge of the decision-making process and associated tools and techniques ability to accurately analyze situations and reach productive decisions based on informed judgment.
Level Expert:
- Analyzes and discusses alternatives with multiple stakeholders.
- Monitors developments in critical-thinking and decision-making models for potential use by organization.
- Coaches others in decision-making models, processes, and practices.
- Anticipates special issues and considerations for effective decision-making during a crisis.
- Shares experiences regarding optimal timing and circumstances for refraining from or making decisions.
- Differentiates between content and context of a decision.
Negotiating: Knowledge of successful negotiation concepts and techniques ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
Level Expert:
- Leads complex, high-impact or volatile negotiations involving high business risks.
- Advocates a win-win approach to negotiating.
- Explains appropriateness of using adversarial negotiating versus joint problem-solving techniques.
- Overcomes resistance to the negotiation process.
- Teaches others the subtleties of negotiating strategic or high-impact agreements.
- Negotiates complex matters involving multiple parties.
Business Development: Knowledge of business development tools, techniques and approaches ability to explore and develop potential areas of business growth for the organization.
Level Expert:
- Leads in developing strong negotiation skills in staff.
- Leads in the evaluation of business development activities of industry leaders and key competitors.
- Leads discussions on the historical background and future perspective of business development.
- Promotes an organization's business model for developing marketing strategies and objectives.
- Advocates the development of new technologies and tools for business development.
- Contributes to the development and measurement of industry best practices for business development.
Account Management: Knowledge of account management ability to manage day-to-day activities, providing services and support to existing clients.
Level Expert:
- Articulates historical background and future perspective of account management
- Leads discussions on the historical background and future perspective of account management.
- Creates a system to delegate accounts to sales and support associates.
- Predicts industry trends and developments with account management practices.
- Develops strategies and blueprints for the account management function.
- Designs systematic standards and procedures on a full spectrum of account management processes.
Sales Forecasting: Knowledge of sales forecasting tools, skills and techniques ability to estimate sales trends in the market.
Level Expert:
- Articulates historical background and future perspective of sales forecasting.
- Predicts the trends and developments in sales forecasting within the market.
- Leads discussions on problems and solutions which are associated with different sales forecasting cases.
- Develops policies, strategies and best practices for complex forecasting designs industry-wide sales forecasting standards.
- Champions the adoption of new sales forecasting technologies and methodologies.
- Consults on the full spectrum of forecasting methods.
Value Selling: Knowledge of the principles and practices for selling products, technology and services ability to provide overall product/service value and to differentiate support offerings that address clearly understood customer needs.
Level Extensive Experience:
- . Acquires and retains customers in multiple settings using value selling techniques.
- . Coaches others on the application of value selling principles and practices.
- . Delivers value-added services to customers beyond delivery of a purchased product, technology or service consistently.
- . Qualifies sales prospects based on a clear understanding of customer business needs and the service company's determined ability to meet those needs.
- . Solicits feedback from the customer community as a valued service provider.
- . Teaches and coaches value selling to others within the organization.
