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Job Description:
PURPOSE OF THE JOB
A strategic sales role focused on leading proactive efforts with identified strategic clients to grow volume, scope and profitability of business between assigned key clients and Elliott Group. Assigned Strategic Clients may include both end user customers, as well as, EPC’s and process licensors Most strategic clients are global and this key role will guide and align efforts across all client locations and across all regions and business units (Global Services and New Apparatus) to support optimized strategy, tactics and create one face to the customer. This position does not take the place of the traditional Elliott sales team but rather is a role that will work in collaboration with the sales team.
Identify and structure opportunities to obtain the best return on Elliott resources with given clients, generating plans, gaining acceptance and support of plans with internal and external customers, and then coordinating execution and measurement of results to quantify value of key account relationship.
Key elements and functions of this role will include but will not be limited to building senior corporate level relationships, strategic long-term planning (10 Years), facilitating resolution of corporate issues (across BU’s), acting as executive sponsor for key client initiatives and development / management of LTSA’s and new market entry opportunities.
BACKGROUND and EXPERIENCE
Education and Work Experience
Bachelor's Degree or equivalent experience in Engineering. MBA would be beneficial.
15 years experience in the turbomachinery industry / power generation industry in sales, management or engineering.
Knowledge and Skills
Overall knowledge of Elliott Organization and Capabilities.
Knowledge of Elliott Processes, Policies, Procedures and Functional areas.
Management skills including, business case development, action plan definition/assignment/follow-up, attention to detail, and value and solution based sales.
Strong verbal, written, and listening communication skills.
Strong selling and negotiation skills that are shared with the support and selling team.
Leadership skills to motivate the sales and execution teams.
Planning skills to help sales team prioritize and optimize their efforts in order to maximize Elliott Company sales and quality of execution.
Ability to develop relationships with key customers at all levels within the organization
Highly self-directed and able to adapt quickly to new challenges and situations.
NATURE OF THE JOB
Focus is on strategic sales and development of key accounts into long-term partners for Elliott Group vs day to day transactional sales
Building senior corporate level relationships with assigned key accounts
Facilitate resolution of corporate issues (Across BU’s)
Act as Executive Sponsor within Elliott for key initiatives with assigned accounts as required
Development of Long Term Service Agreements and management of the same for assigned key accounts
Lead business development and new market development activities for assigned key accounts
Coordination of customer facing efforts, interface with marketing, product line and operations, business planning, and communication functions. Role has responsibility for controlling assets of company in the form of all personnel structured in support of tactical and strategic activities with strategic customers. Gaining support from P&L areas to most effectively utilize these assets to maximize business potential and profitability within an assigned account. Developing trusted advisor status with customer to propose value creating opportunities and fulfill promises in a manner to maintain the alliance in the best interest of both parties, but clearly representing Elliott’s best interests.
Persuading, selling, convincing - External and internal selling skills; structuring and promoting value of, and solutions structure of Service products within an assigned customer. Tactful and diplomatic with high integrity so as to maintain the trust of clients with sharing of sensitive and confidential information.
Developing – Understanding of customer objectives, alignment with potential Elliott Solution sets structured contracting mechanisms to maximize profitability of Elliott deployed resources, metrics of success. Ability to leverage data from both client and Elliott and convert to information to best position value creation where Elliott retains greatest profit generation near and long term.
Analyzing – customer drivers, market trends, industry benchmarking, new value creation opportunities.
Developing, providing input and leading initiatives for strategic long-term Planning (10 Years)
Attentive to detail, and able to manage milestone commitments to deliver on or ahead of schedule, as well as above customer expectations.
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