| Job Number: | 2305195 |
| Business: | GE Energy Management |
| Business Segment: | EM-PC Power Conversion |
| About Us: | GE Energy’s Power Conversion
business applies the science and systems of power conversion to help drive the electric transformation of
the world’s energy infrastructure. Designing and delivering advanced motor, drive and control technologies
that evolve today’s industrial processes for a cleaner, more productive future. At GE, developing people is
embedded in our culture and integral to our growth. Energy Management – Power Conversion serves
specialized sectors such as energy, marine, industry and all related services.GE is an equal opportunity employer, offering a great work environment, challenging career opportunities, professional training and competitive compensation. Follow us on Twitter, join our LinkedIn Group or become a fan of our Facebook page. Receive job and event notifications by becoming a member of the GE Talent Community. Stay up to date on what’s happening at GE around the globe by checking out the GE Careers Blog. |
| Posted Position Title: | Sales Application Engineer (Renewable) |
| Career Level: | Experienced |
| Function: | Sales |
| Function Segment: | Operations Management |
| Location: | Italy |
| U.S. State, China or Canada Provinces: | |
| City: | Milan, Rome |
| Postal Code: | 20124 |
| Relocation Assistance: | No |
| Role Summary/Purpose: | Provide technical sales support to external customers and specific key accounts in the region by collaborating with sales and commercial operations, within the Southern Europe region and coordinating with the global renewables segment COE application engineering team to provide high quality technically compliant bids to customers in the region. |
| Essential Responsibilities: | The Sales Application Engineer is a technical expert within the sales organization that drives & supports business growth of products or full service/project offerings.The Sales Application Engineer demonstrates leadership in communicating business goals, programs, and processes for an area or business segment. In this role you will solve problems, develop and execute objectives for self and others, and have the ability to effect short-term and some long-term business goals.
- Identify and develop new business opportunities to maintain and grow the sales pipeline
- Develop and execute sales strategies relevant to the market opportunities
- Communicate individual customer requirements for Sales Manager in regards to design and quotation
- Gather industry intelligence to inform business decision-making.
- Communicate requirements for order fulfillment to sourcing and operations
- Direct customer management through clear communication internally and externally
- Document competitors’ activities and assess potential market moves.
- Review and influence customer specifications to assure compliance and/or noted exceptions for development of equipment and service quotations
- Make technical presentations to all levels of customer organization.
- Develop engineering and installation work scopes, schedules and cost estimates to facilitate total scope project offerings
- Manage and negotiate commercial and contractual risk within the Inquiry to Order (ITO) process
- Contribute positively to regional sales, orders, profitability, and ITO quality goals
|
| Qualifications/Requirements: | The individual will work with our sales teams to articulate our value proposition to customers through technical presentations, descriptions of technology, system architecture development, demonstration, case studies, etc.
The individual will be required to perform the following key tasks to support the sales / commercial team to secure orders:
- Provide the most competitive and cost effective technical solution to meet the customer / project requirements in response to customer inquiries
- Demonstrate responsibility for preparing the technical proposal, clarifications to specifications and other technical documentation
- Identify and mitigate the technical risks within the Inquiry to Order (ITO) process
- Satisfy the on-time delivery requirements of the customer throughout the entire bid process by challenging the involved team members
- Respond to various technical questions regarding products and system solutions
- Coordinate equipment technical qualification with the End-User and EPC (Engineering, Procurement, and Construction company)
- Demonstrate responsible for technical knowledge of variable frequency converters, power transformers, electrical motors, low voltage and high voltage distribution systems, switchgears and other various electrical equipment
- Responsible for understanding and implementation of technical regulations and standards for the industry and various regions (IEC, IEEE, API, etc.)
- Communicate requirements for order fulfilment to sourcing and operations
The individual will be required to have a high customer touch time and will initiate customer visits to:
- Determine requirements and respond to the customer technical qualification questionnaire
- Perform technical meetings at all levels of the customer organization
- Meet new people / influencers / decision makers
- Survey & assess a customer’s site / plant / operation
- Develop and maintain strong relationships with the technical stakeholders and influencers in the customer organization
- Present technology updates / training
The individual will also be required to:
- Be the front line for customer service and support
- Learn competitor landscape and keep abreast of developments
- Keep abreast of new technology and internal NPI developments
- Prepare content for commercial proposals
- Share learnings & best practice
- Use Salesforce.com to track daily activities, documentation & opportunities
- Prepare and present internal reports and metrics
- Interface with internal product development, services, sales, marketing and management teams
- Proficient in speaking / reading / writing in English & Italian
- Bachelors degree required in Engineering.
- Strong preference will be given to significant work experience in Power Electronics.
- Work experience in Power Generation (Solar/Wind/Hydro/Thermal), Mining/Metals, Oil & Gas, Petrochemical, Manufacturing, Cement industry with power electronics experience
- Knowledge of :
- inverters
- converters
- variable speed drives
- motors
- energy storage
- power quality technology and systems
- solar / wind / mini hydro
- control systems
- Ability to travel approximately 50% of time to meet customers (meetings at the customer office, or plant level investigations or execution, or internal meetings)
- Effective executive-level communication style and presentation skills with:
- the ability to uncover customers’ pain & to position solutions to solve them
- strong persuasive ability to overcome customer objections effectively
- An energetic and enthusiastic attitude with self-reliance and discipline to work independently as well as temperament and interpersonal skills to function as a proactive team member
- EU work permit
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| Additional Eligibility Qualifications: | |
| Desired Characteristics: | - Greek and Spanish speaking
- Experience working in teams selling large and complex deals with short and long sales cycles with multiple decision-makers/influencers at multiple levels
- Detailed knowledge and experience on Utility Scale Solar PV power plant design and optimization including but not limited to
- Understanding of PV plant architecture
- PV Syst power plant energy production simulations
- Solar PV cells/modules technology and suppliers
- Technical design for extended electrical scope, including DC electrical installation, AC Electrical Balance of Plant eBOP and (incl. MV/HV switchgear, HV
- Substation, grid connection and SCADA systems)
- Grid Code compliance and grid power system modelling and stability analysis
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