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Specification Sales Manager

Business Segment
GE Lighting

About Us
GE (NYSE: GE) works on things that matter. The best people and the best technologies taking on the toughest challenges. Finding solutions in energy, health and home, transportation and finance. Building, powering, moving and curing the world. Not just imagining. Doing. GE works. For more information, visit the company's website

Role Summary/Purpose

• Minimum 5 years of successful strategic selling experience developing and presenting "value propositions" of a product or solution in the outdoor vertical

• Masters or Bachelor's degree in engineering or business.

• Excellent communication and interpersonal skills.

• Fluent English and Russian

• Persuasive skills to influence decision-making process; Ability to clearly present and articulate a value proposition.

• Ability to effectively identify and qualify prospects in new market areas.

• Strong technical aptitude and proven ability to sell a technical solution.

• Working knowledge of business finance and experience selling products that require capital budgeting.

• Ability to quickly assess the financial willingness of a customer to undertake a project.

• Ability to develop and grow relationships at multiple levels internal and external.

• Proven ability to proficiently use Microsoft Office Suite or related tools, including Excel, PowerPoint and Outlook.

• Self-confident, creative thinker who can contribute to overall sales development strategy.

• Self-starter; ability to work with little direction and within a team environment where the performance of others affects success.

• Results-driven with a sense of urgency and strong follow up skills.

• High level of integrity.

Essential Responsibilities

• Identify and establish relationship with new customers, map out and develop strategic, long-term relationships with key decision makers at major accounts in the outdoor vertical

• Create and implement action plans together with the customers to increase business of GE and the customers, prioritize a focused target list to create a pipeline of near and long-term opportunities;

• Conduct own area market analysis including customers, competitors, prices, product portfolio, GE share and potential revenue value and market share;

• Maintain ownership of the accounts. Build relationship value and the GE Brand with the customers in the outdoor vertical by continuing to mine for unmet needs and linking them to other GE Lighting Solutions or other solutions within the broad GE portfolio, through co-operation with local Global Growth and Operations organization and other Businesses

• Visit customers and deliver impactful presentations to inspire them to buy GE Lighting Solutions; clearly demonstrate the value proposition as influenced by changing legislation and new technology advancement;

• Continue to build technical skill set across the broad range of GE Lighting products to be recognized as "the lighting expert" by the customers;

• Utilize customers' knowledge and marketing resources to build a lead generation campaign to replenish individual pipeline and deliver qualified leads

• Provide feedback to other commercial functions such as Product Management, Marketing and Commercial Services to maximize penetration of customers' marketplace;

• Understand customers' value drivers, and illustrate the financial and intangible benefits of the GE solution (cost of ownership);

• Take ownership of tendering process for big projects;

• LED knowledge

• >80% of time will be spent on customers' sales development activities.

Qualifications/Requirements

• Minimum 5 years of successful strategic selling experience developing and presenting 'value propositions'of a product or solution in the outdoor vertical