天津招聘

Job Posting – Head of Digital Solution Sales, Industry – China

 

Job Purpose

 

Focus and responsible for growth in achieving sales targets and goals of digital service business. Ensuring alignment and compliance of all digital service strategies and policies within the Service organization. Responsible for leading and the performance of digital sales team in the assigned Area through task guidance, direction setting and motivation.

 

Key Accountabilities / Responsibilities

 

• Select, lead, guide, evaluate and develop a high performing digital sales team to achieve business objectives.
• Accountable to deliver profitable sales growth as defined in the monthly, quarterly, annual sales targets and strategic plan for their assigned Area
• Select the right people, motivate and develop them to add value for Grundfos customers
• Secure the right mix of talents
• Lead digital sales team to execute Service & Solutions strategy and build a strong Grundfos position and brand
• Have regular performance coaching meetings with team members to ensure they have desired behaviours in developing customers and sales.
• Conduct customer prospecting calls to quantify opportunities.
• Connect with multiple stakeholders at customer (reliability engineers, plant manager, digital transformation officer).
• Provide input and feedback of customer needs, market knowledge and development to local, regional and Group Service teams
• Develop detailed pre-call planning process and risk assessment before on-site visit.
• Act as a key speaker and expert for Grundfos at tradeshow, exhibits, seminars, short courses, etc.; educate customers on value proposition of Grundfos digital solutions.
• Actively listen and engage with customers and identify how Grundfos’ value proposition supports their business needs.
• Travel with external sales (Sales & Service) to visit customers and be able to coach and guide them towards digital value-based selling.
• Ability to control deals by navigating the stages and sales cycles with clear path to PO, deal crafting, financial terms, partner terms and proposal presentation to all levels up to C suite; close sales deals.
• Challenge status quo to improve business processes and customer experience across teams and in collaborate with Customer Success Managers.
• Leadership in the development of an enterprise data-driven, long-term end-user digital roadmap which will grow the digital business and meet Grundfos’ strategic and financial goals. 
• Proactively provide customer and user feedback to our development team working on the digital services.
• Work closely with Service Specialists and the Grundfos Electronic Specialist Engineers (GESE) network on on-site troubleshooting if needed.
• Research and fully understand market trends and the direction of the competition.
• Proactively identify new sales leads and drive the service sales process for specific customers, markets, products, or industry (this responsibility may be reduced if Business Developer Role is established within the organization)
• Internal service and solutions subject matter training and knowledge sharing for Sales Directors, Key Account Managers (KAM) and Sales Engineers.

 

Key Success Factors

 

• Achieved Digital sales targets assigned and ensure good pipeline
• Service Customer Satisfaction Survey (SCSS) Results
• External Customer Satisfaction Survey (ECSS) Results
• Employee Motivation Survey (EMS) Results
• Additional critical operating tasks to be assigned manually during the People & Development Dialogue (PDD) process in line with appropriate strategic direction
• Create vision for customer on short- and long-term advancement of the value proposition
• Identify opportunities to leverage digital solutions for customers and close deal creating win-win customer relationship
• Collaboration with senior leaders and as a thought leader in establishing new strategies for growth
• Familiar with team-based selling (i.e., leverages multiple internal stakeholders) and virtual selling
• Strong sales processes; manages self and drives own structured/organized process
• Ability to multitask and remain organized
• Highly developed field-based (customer facing) and phone-based sales skill sets
• High level of comfort with ambiguity; can pivot quickly during sale; change management selling skills
• Understands sales funnel metrics and alignment to organizational goals
• Prioritizing efforts in alignment to goals and needs, differentiated each prospect.
• Autonomous self-starter that knows when to ask for support.
• Educate customers and close deals for the new digital services
• Strategically develops and maintains network of relationships both within and outside of Grundfos
• Ability to establish customer centric dialogues with customers at all levels
• Must be able to travel up to 35% with majority of the time spent locally, and occasionally attend meetings regionally/internationally

 

Posting, Reporting, and Work Relations

 

Position reports to the Sales Director of Industry Service Sales, APAC & China.  Stakeholders management: involves connectivity with Sales leaders, Service leaders, Digital Transformation Office, Customer Success Managers and external Service Partners    

 

Required Minimum Qualifications

 

• Master’s Degree or Bachelor's Degree or commensurate experience preferred and minimum 10+ years of experience selling Controls and Solutions, technology products/service (SaaS); Industrial Engineering, Manufacturing, Digital/Analytics or Digital Transformation. Requires a minimum of 3 years’ experience in leading a team. 
• Very strong communication skills – written and verbal.  Fluent in English (verbal and written)
• Must have experience with technical sales and AI/IoT experience selling complex deals
• Ability to lead sales processes or projects within the digital offering environment (value based selling).
• Strong knowledge and commercial mindset regarding selling and delivering digital offerings and services
• Proven implementation of best practices in running a high Impact meetings, storytelling, impactful discovery and enterprise org planning
• Track record of success in customer growth/upselling and closing deals.
• Ability to understand each customers and their unique business needs; developing long-term  strategy to fit their specific needs
• Highly developed commercial mindset regarding selling and delivering digital offerings and services in a digital ecosystem
• Strong sales mentality and experience with complex negotiations
• Strong knowledge and commercial mindset regarding selling and delivering digital offerings and services

 

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The Grundfos Group
Grundfos is the world’s leading manufacturer of energy efficiency and intelligent water solutions with an annual production of 17 million units, offices in more than 55 countries and over 19,000 employees worldwide. Our purpose is to pioneer solutions to the world’s water and climate challenges and improve the quality of life for people. We dare to do things that others cannot or dare not do. We believe innovation is not only a business opportunity, but an obligation. And what really matters to us is not short-term profit, but the impact we make. By becoming part of our united powerful team, you too can drive this change no matter your role.

Grundfos China
Grundfos China officially starts in 1995, has established 1 holding company, 2 sales companies (Shanghai and Chongqing), 2 concept stores, 22 offices, 2 production operations, Hong Kong SAR and one technical center. Employing the staff of around 1,600 and generating annual sales exceeding 3.2 billion RMB in 2018, as products are widely used in industry, building service and water utility.