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 Sales Force (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 feature
• Business Development and BU speaking partner role for smaller countries opportunities
• Consolidation and reporting on the demand
• Prioritization of HUB main pursuits and Capture Team Selling Champion within the HUB. MWO and Lost bid analysis data quality surveillance
• DOE / Budgeting tool / MIMO / GTS ownership to make sure demand targets are reflected in the tool
• High Vigilance on the necessary adoption of HUB tools with WCFE
• Helping the HUB M&S when it comes to overall tendering preparation and coordination specifically for smaller countries opportunities
• Manage Risk Reviews for the HUB in the region
• Travel from time to time to any HUB country and back the HUB M&S up in case it is needed or for business development purpose
• Implementation of the BU/HUB strategy in the region
• Responsible for Sales demand orders and growth in the region
• Promoting the complete Transformers portfolio in the region
• Leading the growth initiatives across the different product lines, segment and channels.
• Support in collecting the success stories and customer testimonials
• Help to bring pilot opportunities for new products whenever is required.
• Participating in the country marketing events
• Reporting to the HUB M&S Manager

Additional extraordinary accountabilities:

• Leading the energy transition of the BU in the region
• Proactively anticipates and identifies shortfalls in pipeline generation beyond the given quarter and takes appropriate remedial action
• Regular update for the market intelligence and competitor’s feedback
• Terms & Conditions (T&Cs) expertise to support the team effort between country legal advisors, demand & supply side – counterpart of WCFE and MM within the Hub
• Work 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 standpoint
• Building the BU 2030 strategy plan for the region
• Work as a team member with other HUB M&S to pursue cross-BU opportunities within the region
• Provide continuous feed-back to HUB M&S Manager in relation to competitors moves to anticipate both product positioning & competitiveness issues
• Plans and implements customer surveys and acts on the results to ensure high levels of customer satisfaction
• Build up and maintain relationships with key customers in the region
• Follow-up and support with resolution on customer issues
• Support other HUB functions upon demand

Knowledge, skills and experience:

• Engineering or economics degree
• 15+ years of experience in marketing & sales – B2B within energy sector
• Technical sales skills & knowledge of product portfolio
• Knowledge of market/Customer’s needs
• International experience
• Intercultural sensitivity
• Fluent English, additional languages would be a plus (French/Spanish or Italian for Europe and Arabic for IMA)
• Structured and analytical thinking
• Networking, Leadership, Superior communication & negotiation skills