Achieve market leadership in Oil & Gas segment which involves mapping investment cycles, Identifying the customer requirement and providing solutions that wow the customers & ensure C level connect. Make SE the preferred choice of the customers by delivering value, domain knowledge and technically and commercially competent solutions.
In Country, for the Segment
- Support and achieve business targets aligned with Targets and AMSP
- Work with respective team to define multiyear rolling growth plan, with identification of investments
- Define and implement the strategy for Segment growth and market share at sub-segment level
- Drive Segment growth through focus on a) One SE portfolio b) various sub-segments c) account management-Through KAM's & through other sales engines
- Define appropriate execution model for specific sub-segment
- Develop ecosystem for execution for end users, OEM/EPCs, contractors, system integrators, etc.
- Develop and implement plant for winning share in highly diffused sub-segments across remote geography
- Ensure C Level connect with customers and associated bodies
- Work with global and local teams to deploy all the pieces to have the best-in-class digital customer experience for their customers
Area of Responsibility
Measurement
Segment Marketing
Develop business plan and strategy for each sub segment
Identify business opportunities across sub segments and prioritize
Establish thought leadership in prioritized sub segments through marketing events
Cultivate the consultant community for specific sub-segments, establish SE preference
Focus on building references by targeting specific projects in each sub-segment
• New opportunities generated
• Sub segment penetration
• Geographic penetration
• SE acceptance at end users and consultants
Segment Selling
Develop and implement Go To Market model for each sub segment
Generate excitement across various sales engines for the segment
Detailed planning with concerned sales engine for prioritized geographies
Leverage Solution Architect to differentiate our offers and improve win probabilities
Best in class account management practices, implemented through KAMs
• SoW at identified accounts
• To ensure targets are achieved and forecast aligned with the target
• Balanced OB between Capex and Opex driven business
Delivery model
Develop and implement holistic delivery model for each sub segment
Identify accounts / projects suitable for direct turnkey participation by SE
Judicious use of where SE should go direct and more importantly, where NOT to go
Develop a robust ecosystem of SI/PB for project execution
Leverage after sales services as a key differentiator for projects won and delivered
Delivery on time as per the timelines
People Development
Identify key skills required for KAMs and Solution Architect
Hire and develop a self-driven team of individual contributors with high performance
Assess gaps in each team member and plan their development in detail
Establish team as "most sought after" team to work in SE India
Each of the team member should be developed as a "talent" or "hi-pot" for country HR pool
Education: B.E with experience in functional management and people management
Job Related Experience: 15 + years of Experience
Business Understanding:
- Experience in national level marketing and sales preferable 3-5 years in execution on vertical
- Experience of managing solutions, end users (long lead) as well as transaction sales
- Deep knowledge in account management
Others:
- Ability to operate in "influence without authority" environment
- Ability to build consensus and align priority across a diverse set of internal stakeholders
- Comfort with 30,000 feet view and ability to roll up sleeves and get going on the ground
- Comfort with not knowing everything (One SE) and willingness to seek help
- Familiarity with at least one specific area of SE offer and segment process
- Ability to articulate business strategy and detailed plan to key internal customers (BUVPs/IMT)
- Identify and nurture talent. Especially, cultivate self-driven high performance teams
Let us learn about you! Apply today.
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