Job Description Summary

As part of the MENAT Commercial team the Grid Automation Sub-Regional Sales Leader will be responsible for the GA Orders and margin within the assigned Sub-region. The Senior Sales Manager will cover the complete Grid Automation portfolio: Substation Protection, Substation Automation, Monitoring & Diagnostic, Critical Infrastructure Communications, APM and Services.

Job Description

Roles and Responsibilities:

• Deliver major business goals for the portfolio, incl. financial metrics: orders, CCM%, market share objectives.
• Manage the prime GA interface for Sales and Commercial within the assigned sub-region.
• Lead the GA Sales Force within the sub-region, all GA PSS (Product Sales Specialist) reporting strong line
• Drive the overall Sales Strategy in the region, Go to market and key account plan
• Manage Pipeline, ensure visibility and volume of Opportunities in line with the Operating Plan
• Interfaces with other Grid Solutions BU Sales and drive the strategy within the Region
• Drive forecast, risks and opportunities.
• Develop customer connections & intimacy to ensure business growth.
• Understand customer processes, touch points, objective & impacts.
• Build strategy to win the large GA deals within the region, leverage the broader organization: KAM, Sales Leaders
• Manage the channel strategy within the region in coordination with the MENAT Channel team
• Coordinate among the various Grid Automation Regions for the cross-regional deals
• Lead the Pacing calls both with Region and PL when needed
• Work collaboratively with Global Commercial, Regions leaders and PL on the development and execution of sales, channel and services strategies.
• Monitor and follow-up Action Plans for key accounts and strategic growth initiatives.
• Provide Input to the Market Sizing exercise for the PL, analysis of gaps coming from Regions business requests and PL NPI Plan. Participate in Priorities definition with PL Product Management and R&D

• Degree in Engineering from an accredited university.
• Fluency in French, English and Arabic are mandatory.
• Expert knowledge of sales process with min 10 years in grid automation or other related filed in the Middle East & North Africa region.
• Overview of Power System, Protection and Automation systems, communication Applications for Transmission, Distribution and Industry segments.
• Outstanding interpersonal, Strong communication skills and leadership skills, capable of influencing and driving regional counterparts.
• Ability to work effectively across functions.
• Proven mentoring and coaching abilities, demonstrated ability to motivate & inspire others.
• Financial acumen, knowledge of pricing, costing and product accounting.
• Ability to understand and improve complex processes in a cross-functional environment.
• Experience in carrying out market assessments and subsequently developing and implementing relevant commercial strategies that facilitate market penetration.
• Working knowledge in Sales Force/SPEAK environment

• MBA degree is plus.
• Excellent written/oral communication and interpersonal skills, customer focused, enthusiastic.
• Willingness and ability to travel >40% of the time
• Demonstrated ability to analyze and resolve problems.