Sales Director, Water Treatment - Malaysia & Singapore

Kuala Lumpur,
03 Oct 2016
01 Nov 2016
Oil and Gas
Contract Type
Full Time
In this role, you shall lead the Water & Process Technologies Sales and Service team in Malaysia & Singapore with direct responsibility for the growth of the Chemical and Monitoring Solutions (CMS) business.

You shall be responsible for achieving broad business objectives including strategic growth imperatives, talent finding and retention, and key financial metrics including top line growth (Orders and Sales) and bottom line profitability (Contribution Margin, Operating Margin and Cash)

Essential Responsibilities

1 Business Development and Growth Strategy
o Develop a long-term business growth strategy to enable the regional business to grow at 3-5 x GDP and increase market share to greater than 25%
o Broaden business value by explore customer's underlying issues and needs to suggest broader outcomes thus maximizing the productiveness of sales interactions by building on customer cues to gain commitment to products, services and solutions
o Develop Go-to-Market strategies (Direct v/s Indirect, Product v/s Solution, etc.) for each industry segment
o Define customer motivation and sales strategy for each market and price segment
o Build customer relationships that lead to new/repeated business opportunity creation
o Integrate and develop processes that meet and exceed business needs and manage complex issues within functional areas of expertise

2 Sales Leadership/Pipeline Creation
o Create pipeline of product and service deals that are biased towards the use of technologies that form a part of GE's portfolio
o Build influential partnerships by influencing and cultivating relationships with key stakeholders such as OEM's, EPC's and consultants to develop solutions that address customer needs
o Develop "best in class" Distribution Channels that enable greater customer reach and touch, thus enabling an exponential increase in sales of GE products and solutions
o Lead Regional Sales Team on key sales opportunities and specify critical resource needs required to meet business objectives
o Develop customer strategies, campaign plans, and leadership in their execution
o Provide specific account leadership, plans, and actions to assure that GE wins profitable business and services sales within the assigned countries and customers
o Develop influential relationships with assigned customers at all levels and develop strategies to win profitable business from those customers
o Support customer satisfaction evaluation plans and follow through

3 Competitive Analysis/Entrepreneurship
o Maintain a keen understanding of key market drivers to create and seize business opportunities, expand into new markets and launch innovative products and services. Key responsibilities include pursuing market information, identifying key growth areas and partnership opportunities, sizing competition, inspiring innovative solutions and taking key business risks
o Lead efforts to understand budget sources, decision makers and plan/non-plan sources of funds

4 Executing/Implementing Strategy
o Translate strategy to tactics by identifying gaps in the 5P's: People, Partnerships, Processes, Pipeline and Policy. Develop detailed tactics to fill these gaps.
o Translate opportunities into operational reality by aligning communication, accountability, resources, capabilities, internal processes and measurement systems to ensure that strategic priorities yield measurable and sustainable results. Key responsibilities include making day-to-day decisions on priorities and weighing alternative solutions.
o Address scalability issues to move into more market segments and applications.
o Develop detailed operating plans that implement strategy and tactics to meet business financial objectives including development and selection of organization talent.
o Integrate and lead the technical support team, including contracts, finance, product support, and others in the implementation of customer strategies

5 Ownership of Financial & Other Metrics
o Own the financial metrics for the CMS business including Orders, Sales, Contribution Margin, Operating Margin and Cash/Past Dues
o Develop and implement business metrics to monitor and control service excellence, channel excellence, commercial excellence, localization, etc. that better represent business health
o Connect strategic initiatives and tactical actions with all metrics
o Champion the organizational values and lead a culture of Compliance (EH&S), Integrity, Quality and Customer Centricity


• Bachelor's degree in Engineering, Commerce, or Science
• Ability to travel locally approximately 50% of the time
• A minimum of 10 years of experience preferably selling and/or marketing complex solutions and/or technical sales in the Water Treatment industry
• Strong external focus, with ability to assess customer value of performance, price, operating & maintenance costs, availability and operability