Vacancy expired!
Job Description
Join a global professional services leader. We are committed to solving the world's biggest challenges in the areas of water, energy, and urbanization. Join GHD Digital as a Business Development Commercial Leader for our Advanced Automation Group and grow your career with a cutting-edge Automation team. This role can be based in any of our US GHD offices in the East coast. Position Overview: The Advanced Automation Group Business Development Commercial Leader will promote the growth of Advanced Automation Group through the development and execution of a go-to-market strategy while ensuring that opportunity pipeline and revenue targets are achieved. Organizational Overview:- The role will report to the Commercial Manager of the Advanced Automation Group business unit.
- The role is an individual contributor role and does not have any direct reports.
- The person selected for this role will work closely with marketing, business development, and internal technical delivery teams.
- Travel as needed (estimating 30%) to support prospect and clients
- Advocate and drive the development of the Advanced Automation Group portfolio through the identification of a clear target market and go-to-market strategy, and the execution of campaign and initiatives to leverage and improve Industrial I/O portfolio opportunities.
- Identify relevant industry trends and produce growth forecasts.
- Analyze competitor portfolio to establish differentiation for the GHD portfolio across markets.
- Identify and track key opportunities in the US market, defining the in-focus industry segments, geographies, and target accounts.
- Act as a trusted advisor by directly engaging with customers, as part of the sales pursuit team, for key must-win accounts. Drive Advanced Automation focused mindshare with the sales team, channel & partner eco-system, and vertical sales teams.
- Provide technical capabilities presentations and consultation for the development and implementation of customer solutions or specification standards.
- Coordinate with Regional and Global Digital Product Marketing to identify product and services requirements for the US customer base.
- Work within a team environment with other GHD Advanced Automation resources (application engineers, product marketing, etc.) to convert large opportunities in the market.
- The ideal candidate must have excellent relationship building and communication skills. They must have a deep understanding of industrial automation systems (PLCs, HMIs, SCADA, IIOT, Industrial Computers, Fieldbus Networks, and Industrial Software), and a superb ability to present them in a small or large group settings.
- 10+ years in the municipal and industrial in a client development/account management role with regional municipalities and Fortune 500 industrial accounts
- The leader must be task-oriented with exceptional time management skills. The candidate must be a team player and can work in a highly matrixed organization.
- The person must be self-motivated and proactive to keep a focus on driving account plans to ultimately close orders and grow business.
- Strong dedication to client service excellence
- Partners with internal leaders for client development and execution.
- Collaboration with Vertical teams, develop strong, long-term relationships with managers across GHD
- Evangelizing AAG vision to internal stakeholders and building sales strategy for existing GHD clients
- Monthly / quarterly forecasting cadence geared towards supporting sales process
- Experience working for or with a Control Systems Integrators and Advanced knowledge of Automation Engineering
- In-depth knowledge and experience with modern real-time automation and controls systems hardware and software design, communications systems, and integration activities.
- Experience with account segmentation and product pricing is a plus
- Experience with sales team development and global sales is an asset
- Education: BS/BA Engineering preferred or equivalent combination of education and experience
- Experience in automation sales - positioning and selling of software integration services
- Well-connected within industry and able to position automation services on day 1
- Maintaining accurate pipeline and forecasts with Relationship Manager/ Account Lead
- Creating sales strategy and plan for pipeline generation.
- Owning the entire sales funnel from lead to closed.
- Proactive proposals and Request for Proposal in line to account strategy
- Achieving Deal and Annual Rate of Return quotas and developing future targets
- Developing and executing strategies to take market share from GHD AAG competitors
- Achieve annual revenue & profitability targets
- Ability to articulate business value and benefits of different technology solutions
- Ability to continuously assist customers in identifying new opportunities for automation deployment
- Proven track record of delivering executive presentations
- Key stakeholder management within the AAG portfolio of municipal and industrial clients
- Management of the account plan under the guidance of the AAG leadership, investing time in strengthening existing client relationships and strategic new clients.
- Able to understand latest Industrial Automation Hardware, Software, Communications, Cybersecurity and IoT devices and platforms
- Understand the interaction between OT and IT and how to market GHD's competencies in this space
- Proven track record of delivering technical demonstrations and POCs
- Strong integrator proposal development and estimating experience
Vacancy expired!