Job Description Summary

Commercial Growth & Sales Director will report to the PERS Global Commercial Leader and will be responsible for orchestrating commercial growth programs, co-own value selling strategy with regional sales leaders, customer segmentation to position Asset Intelligence Software Solutions and develop cross-functional sales plays and go-to-market initiatives for the Power Segment.

The growth programs will include accelerating demand creation, build a healthy pipeline while analyze market trends to identify targeted customers with the intention to position our Asset Intelligence portfolio to drive outcome-based solutions. Guided by functional commercial policy, there is autonomy within the role to enter into/execute commercial agreements with Power segments. High levels of Commercial judgment are required to achieve outcomes required.

Job Description

Roles and Responsibilities

• Responsible for positioning Asset Intelligence - APM Meridium, Smart Signal Software Solutions and Digital Road Map for value selling and enterprise selling to the targeted customers and other GEV businesses with repeatable use cases, develop business cases, optimize time-to-value and orchestrate commercial plays for subscriptions, enterprise selling, advisory services, and value-based intelligent flows in partnership with solution architects, products and marketing.
• Responsible for market trend analysis to create customers segmentation. Identify high-value problem statements (forced outage reduction, maintenance optimization, heat rate/capacity improvements, risk mitigation) to drive outcome-based solutions and value selling.
• Structure and accelerate the demand creation and pipeline generation for the growth programs.  Build the sales plays with competitive positioning in collaboration with the solution architects, product, marketing and regional sales leaders. Participate in executive discovery and workshops, value hypothesis, business case, demos, pilots and secure lighthouse references.
• Developing commercial excellence across target markets, countries, product lines, sales processes, or customer groups. Influences policy and ensures delivery across large and/or diverse sales territories.
• Interprets internal and external business challenges and recommends best practices to improve products, processes and services. Utilizes understanding of industry and energy market trends to inform decision making process.
• Create partnerships and generate creative solutions to address complex projects. Has the ability to evaluate quality of information received and questions conflicting data for analysis. Uses multiple internal and external resources outside of own function to help arrive at a decision.
• May lead functional teams or projects with moderate resource requirements, risk, and/or complexity. Communicates complex messages and negotiates mainly internally with others to adopt a different point of view. Influences peers to act and may negotiate with external partners, vendors, or customers.

Required Qualifications

• Bachelor's degree in engineering and/or business-related discipline from an accredited college or university.
• Minimum of 5 years of experience in the Power Generation Industry with analytic mindset of global and regional energy markets, industry trends, regulations, decarbonization.
• Minimum of 5 years of experience in energy market development, customer segmentation, Sales and Business development, Key Enterprise Accounts and Customers Account Planning, Project management and/or Commercial Operations.
• Minimum of 1 year of experience in Digital (Software and Services) value selling, business case structure and iteration, portfolio positioning and differentiation including upselling digital solutions into the traditional power segment or new markets. 

Desired Characteristics

• Strong oral and written communication skills. Strong interpersonal and leadership skills. Demonstrated ability to analyze and resolve problems. Demonstrated ability to lead growth programs / projects and market development. Ability to document, plan, market, and execute growth programs. Established project management skills.

• Customer and market obsession; hypothesis-led, iterative approach. Strategic thinker with execution discipline and bias to action. Quantitative decision-making; comfort with ambiguity and trade-offs. Influencing without authority; executive presence and negotiation skills. Continuous improvement mindset: rigorous post-mortems and play optimization.

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