EMEA Regional Director of Business Development

Role Focus: 80% Sales, 20% Business Development

Location: Based in Scotland or The Netherlands preferred.

Primary Accountabilities:

• Manage regional energy aftermarket sales activity for the European market.
• Drive new business sales and create synergy across organizational boundaries within an integrated operating model.
• Sell directly to allocated countries for both transactional and contractual business.
• Establish country targets in accordance with Budget and SLRP processes.
• Establish clear sales targets for each country for all Energy Products.
• Establish appropriate routes to market within all counties in the region, such as agency agreements.
• Support the sales activities for the IGT and “LM” Energy products as required.
• Manage the development of all proposals and tenders ensuring the bids are:
• Approved in accordance with the relevant Delegation of Authority.
• Developed in accordance with customer structure/expectations.
• Priced based on market intelligence.
• Submitted on time.
• In conjunction with either the VP of Energy or the General Manager negotiate high value, multi-year service agreements.
• Contribute to a Global Aftermarket Sales Plan providing data for high value, multi-year agreements considering key components.
• Increase overall Sales volumes resulting from entry into new countries or segments in Western Europe, Eastern Europe and Africa.
• Maximize CCP (Chromalloy Capital Parts) / LifeX parts sales as well as Field Service and Component Repairs volumes through both Transactional and Contractual Sales.
• Use high value, multi-year opportunities to extend TIGER utilization.
• Develop situations where NPI opportunities could provide market differentiation from competitors using Salesforce.com (SFDC) to track progress.
• Provide support to General Manager for the identification, development and negotiation of all in-organic growth initiatives, such as Alliance Agreements / JV’s etc.
• Develop relationships with all key stakeholders during these negotiations to deliver the defined outcome for Chromalloy.

Competencies:

• Maintain a target customer sales funnel in SalesForce.com providing visibility, monthly reporting / sales forecasting; reflecting the strategies being implemented for:
• Short term targets.
• Medium term targets.
• Long term targets.
• Manage all opportunities and the sales process, requiring a focused and team driven approach to secure high value, multi-year LTSA’s using high technology Chromalloy NPI.
• Manage the sales activity in all Contractual Sales in support of Regional Sales Managers.
• Support the sales activity negotiations in Contractual Sales as required.
• Manage all sales and marketing activities in the development of new countries or new business sectors.

Minimum Requirements:

Education: Bachelor’s Degree or Higher Certificate in Engineering

Experience: 10+ years of experience working with heavy frame or LM GE gas turbines and other progressive experience including at least 3 years in a strategic business development / sales role in a similar operating environment.

Skills: Demonstrated industry technology/product knowledge, account, regional and product experience including, industry trends and the competitive landscape. Requires the ability to motivate and influence others at various levels both internal and external. Must have demonstrated success at building and leveraging relationships at all levels within the customer organization. Must demonstrate an effective communication skill/style to present complex ideas in a compelling and comprehensive manner. Strong emotional intelligence and awareness. Good computer experience using MS Excel, PowerPoint, Co-Pilot and other MS Office products.