Sales Manager - Synergy

Job Description

ETAP supports customers in their digital transformation and sustainable energy transitions for a green and smart future, helping them to prioritize safety, maximize reliability, and stay resilient.

Our employees passion for excellence, innovation, and customer satisfaction is our most-prized resource. If you share that passion and want to be part of a company that leads the energy transition towards a cleaner and more resilient world for future generations we invite you to join us!

• The successful candidate will utilize exceptional technical sales knowledge to recommend ETAP product solutions to potential customers while cultivating new relationships and maintaining current customer relationships.
• The ideal candidate must have a work knowledge of regional market needs related to solution selling of offerings similar to ETAP solutions. The candidate must have prior experience in dealing with clients at a senior management level, be at ease conducting business over the telephone, in-person, and have excellent presentation and closing skills with at least ten years professional experience in a technical sales and application engineering position.
• Technical/Application Sales Responsibilities
• Responsible for driving regional sales performance for ETAP solutions in designated industries and achievement of targets.
• Create, plan, implement, and execute sales plan, and strategic sales initiatives, in alignment with global ETAP Real-Time sales strategy.
• Identify and establish sales targets / opportunities and ensure sales achievement through regular oversight and implementation of improvement plans as needed.
• Achieve sales targets in respect of both regional ETAP Real-Time sales goals and expectations.
• Coordinate the flow of information for sales activities and transactions, including leads, orders, contracts, etc. and evaluate information to ensure achievement of goals.
• Organize and conduct ETAP Real-Time solution presentations.
• Takes ownership of the regional ETAP Real-Time sales processes, and all relevant training and development plans, actions and programs.
• Provide technical sales assistance in evaluating performance and results of ETAP Real-Time applications, systems and procedures.
• Chart out and monitor regional sales proposal, tender, opportunities, forecast, and follow-up proposal statistics.
• Prepare offering based on customer need and in coordination with the regional ETAP sales
• Develop sales proposals for customers on technical products and services. Prepare proposals in coordination with the proposals/contracts department.
• Communicate contract details in accordance with ETAP guidelines, offering and strategy.
• Manage and coordinate regional administrative sales processes for ETAP Real-Time solution.
• Register customer feedback and ensure customer satisfaction throughout the sales process.
• Register and update required information into ETAP customer database (CRM).
• Collaborate with ETAP global sales (RTDs) and engineering teams to ensure there is full knowledge transfer of strategy, engineering concepts and offers into the region.
• Responsible for achieving the assigned sales quota and managing sales effort within the customer base assigned
• Develop new sales leads and follow up on existing ones along with maintaining and growing customer relationships for continued business. Make regular sales reach outs to develop new relationships and follow up on leads and establish long-term, ongoing repeat relationships
• Develop effective and efficient sales coverage for the assigned region through a combined effort of your office and other ETAP Automation offices.
• In collaboration with ETAP Automation, implement service sales strategy for ETAP Real-Time solutions.
• Develop relationship to all the stake holders in various departments of utilities such as Planning, design, protection, operational planning, SCADA, Automation etc. to position the product
• Understand the future requirements and accordingly align for spec-in/Prescribing ETAP products and solutions
• Conduct workshops to present ETAP's Product and solution
• Understand the requirements and propose new application. Take a leadership role in digitization, analytics and enterprise change management with customer and help them to achieve the same through ETAP
• Business Development Responsibilities
• Facilitate the integration of ETAP Real-Time specifications, products and services into targeted industries such as data center, microgrids, distribution utilities, transmission system operators, commercial / buildings, cities, government & defense, transportation, s, consultants, EPCs, or systems integrators.
• Ensure placement of ETAP Real-Time products on client's vendor lists and pursue Pre-qualification as deemed necessary.
• Support in converting customer needs and/or requirements into engineering specifications.
• Actively seek out opportunities to position ETAP solutions through inclusion of ETAP's functional and technical features and capabilities in specifications and bids (RFI/RFP).
• Assist in preparation of technical and functional RFI/RFP
• Penetrate existing and new Install Bases in the region to promote upgrade to ETAP Real-Time (from ETAP offline offering) to the benefit of the customer and ETAP.
• Generate sales leads and develop new market opportunity by utilizing market trend information, identifying and exploring potential new portfolio.
• Establish long-term customer relationship by understanding customer requirement and applicable regulation and demonstrating in-depth technical product/solution knowledge.
• Develop regional partnerships with companies (i.e. System Integrators) to drive holistic offers to customers.
• Leverage relationships to build and maintain strong relationships with key decision makers within the customers business units.
• Understand and retain existing customers while identifying and attracting new clients
• Develop and maintain region plan and maintain up-to-date awareness of activities including business potential, strategy for acquiring target accounts, competitor, market conditions, industry trends and government regulations, etc.
• Provide on-going input into the current strategy for business and product development in the region using local market trends and sales performance metrics.
• Provide technical and business representation of the ETAP and related solutions at technical events and conference (trade fairs, exhibitions, conferences, customer meetings).
• Monitor and provide industry reports to the marketing and sales organization on regional / global market intelligence.
• Provide necessary reports requested by management in a timely manner
• Work on creating the niche position by utilizing ETAP's key Propositions
• Coordinate and track opportunities from the inception phase
• Mapping the competitor and alignment with the industry
• Trend in renewable sector and propose the strategy to capture market share
• Other duties as assigned
• Job Knowledge, Skills and Abilities
• 10+ years professional and application selling experience in high-tech enterprise power system, hardware, consulting, software and solution sales to end users
• Proven track record of consistently meeting / exceeding sales goals
• Knowledgeable in electric power systems operations and business processes (industrial / utility)
• Strong understanding of customer and market dynamics and requirements
• Experience with ETAP and ETAP Real-Time or other power system analysis and management software
• Strategic business acumen and problem-solving skills.
• Excellent negotiation skills
• Team focused, motivated and results oriented
• Must be driven and self-motivated with the ability to manage own diary well in a variety of departments within a deadline-driven environment
• Good business acumen with the ability to understanding industry dynamics, the competitive environment and customer business drivers
• Opportunistic and Strategic for both short term and long-term objectives
• Able to freely travel throughout the region
• Excellent written and verbal communication skills in English and regional language
• Must be versed in creation of reports and presentations in MS Word, MS Excel, MS PowerPoint/CRM

Certain positions dealing with sensitive and/or third party personal data may involve additional background check criteria.

ETAP is an Equal Opportunity Employer. We are committed to being an exemplary employer with an inclusive culture, developing a workplace environment where all our employees are treated with dignity and respect. We value diversity and the expertise that people from different backgrounds bring to our business.

Come and join ETAP to create the transformative technology that enables our customers to engineer a better world.