Description Manager for our Market managers in Southern Europe. Responsible for staffing and growing the team and building up a talent pipeline.
Responsible to daily connect with the Market Managers (MM) within southern Europe covering the whole Transformer portfolio. The role is about talking to the MMs every day and build and proactively generate the SalesForce (SFDC) pipeline for both the short (Quarterly view) and mid-term (YE and following year)
Feeding the HUB M&S / HUB Management with the latest market intel and price feedback and teaming up with the HUB Product Marketing when it comes to overall tendering preparation by activating the allocated factories making sure that the Demand is utilizing SFDC collaboration feature
Work with Business Development and be the BU speaking partner role for smaller countries opportunities
Consolidation and reporting on the demand sales
Prioritization of HUB main pursuits and make sure we work with the Capture Team Selling approach within the HUB. Target Must Win Opportunities, make Lost bid analysis, make sure we have good data quality in our tools.
Lead the Risk Review for the HUB in the region. Might travel from time to time to any HUB country and back-up the HUB M&S in case it is needed.
Regional Sales Responsibility: Responsible to daily connect with the MMs within the region covering the whole portfolio. The role is about talking to the MMs every day and build and proactively generate the SFDC pipeline for both the short (Quarterly view) and mid-term (YE and following year)Feeding the HUB M&S / HUB Management with the latest market intel and price feedback and teaming up with the HUB Product Marketing when it comes to overall tendering preparation by activating the allocated factories making sure that the Demand is utilizing SFDC collaboration featureBusiness Development and BU speaking partner role for smaller countries opportunitiesConsolidation and reporting on the demandPrioritization of HUB main pursuits and Capture Team Selling Champion within the HUB. MWO and Lost bid analysis data quality surveillanceDOE / Budgeting tool / MIMO / GTS ownership to make sure demand targets are reflected in the toolHigh Vigilance on the necessary adoption of HUB tools with WCFEHelping the HUB M&S when it comes to overall tendering preparation and coordination specifically for smaller countries opportunitiesManage Risk Reviews for the HUB in the regionTravel from time to time to any HUB country and back the HUB M&S up in case it is needed or for business development purposeImplementation of the BU/HUB strategy in the regionResponsible for Sales demand orders and growth in the regionPromoting the complete Transformers portfolio in the regionLeading the growth initiatives across the different product lines, segment and channels.Support in collecting the success stories and customer testimonialsHelp to bring pilot opportunities for new products whenever is required.Participating in the country marketing eventsReporting to the HUB M&S ManagerAdditional extraordinary accountabilities:Leading the energy transition of the BU in the regionProactively anticipates and identifies shortfalls in pipeline generation beyond the given quarter and takes appropriate remedial actionRegular update for the market intelligence and competitor's feedbackTerms & Conditions (T&Cs) expertise to support the team effort between country legal advisors, demand & supply side – counterpart of WCFE and MM within the HubWork together with Market Managers to make sure the market coverage is achieved within the Hub when it comes to segment/sector/channel and account management standpointBuilding the BU 2030 strategy plan for the regionWork as a team member with other HUB M&S to pursue cross-BU opportunities within the regionProvide continuous feed-back to HUB M&S Manager in relation to competitors moves to anticipate both product positioning & competitiveness issuesPlans and implements customer surveys and acts on the results to ensure high levels of customer satisfactionBuild up and maintain relationships with key customers in the regionFollow-up and support with resolution on customer issuesSupport other HUB functions upon demandKnowledge, skills and experience: Engineering or economics degree15+ years of experience in marketing & sales – B2B within energy sectorTechnical sales skills & knowledge of product portfolioKnowledge of market/Customer's needsInternational experienceIntercultural sensitivityFluent English, additional languages would be a plus (French/Spanish or Italian for Europe and Arabic for IMA)Structured and analytical thinkingNetworking, Leadership, Superior communication & negotiation skills
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