Zurich, Switzerland
I work collaboratively with customers to identify their business requirements and translate these into the best solutions to add real value and deliver successful outcomes that help establish successful future partnerships. 20 years background in industrial service business with extensive experience in the complete B2B sales, pipeline management and sales development, negotiation and tendering processes of complex, high value projects or long-term contracts, new product introduction and complex upgrades to support customer business requirements. Extensive global commercial experience with strong engineering background within a high technology sector.
Lead, manage and develop global sales team of sales directors & account managers. Aligning global sales strategy, sales process, business KPIs, budgeting & bonuses and managing global pipeline. Internal positioning of key deals and product to highest internal company levels. Close interface with product management and execution to ensure continuous improvements.
Leading customer relationship & complete deal strategy and deal team at C-Suit level. Developing new customers, new business opportunities for a GE start-up business. Pipeline management & planning. Interfacing & providing deep customer & market feedback to engineering to enable product development.
Lead long term service contract sales strategy and negotiations at C-suit level for new projects and modifying existing contracts including complex upgrades. Commercial lead for brand new H-Class product's service introduction. Supported training & development of colleagues in sales role.
Tender manager for complex, nonstandard or first of a kind sales projects (upgrades, retrofits etc.). Commercial Project Manager for execution of complex projects. Trainer of sales team for value selling/customer outcomes based selling approach.
Positioning & marketing of long term, high value service contract offerings, including competitor benchmarking, customer research & market analysis. Interface between new equipment and service business requirements.