Mission
The main mission of the Consulting Sales is to grow the consulting services business in his/her country/cluster.
He/she supports the sales team (V1 and Services V2) to identify/pitch consulting opportunities. This is including a consulting-specific customer platforming with the marketing team, join customer visits with the sales team, attendance during consulting jobs and pull through follow-up with the sales team.
The Consulting Sales must meet the following main objectives:
- Identify the right customers to promote consulting offer during customer visits and events
- Possess knowledge of common power system issues and associated solutions
- Create excellent long-term relationships with customers by being Trusted Advisor
- Ensure customer satisfaction with follow up proposals and necessary visits
General Key Responsibilities
The main responsibilities for the Consulting are:
- Ensure sales teams (V1 and Services V2) will promote systematically Consulting offers to solve customers pain points
- Support customer platforming with marketing and sales team to identify the right customer
- Define a clear strategy to increase consulting in service mix and in relevant segment
- Be the referent person for all Consulting Services in the country/cluster
- Identify gaps in offer and propose solutions in a close / collaborative work with Operational marketing leader in the country/cluster and Category Manager in the region
- Collaborate closely with other offer hunters to bundle Consulting Services with other services offers (recurring, modernization)
- Provide commercial, tendering, technical and legal support in all stages of the offer. Get support from Commercial and LOB teams when necessary.
- Articulate the consulting offer from sales to execution by proposing action plans in conjunction with regional teams.
- Coordinate with Category Managers to get the adequate consultants (from Country if available, regional hub or central team) to perform the consulting jobs.
Responsibilities in Sales Stage
- Support marketing team in AMSP & 3YP on the consulting part
- Collaborate with V1 and V2 service sales team to identify and promote Consulting Services
- Monitor Pipeline creation by V2 (consulting offers and pull through opportunities)
- Ensure bFO Guidelines compliance for Consulting Services (including all consulting activities captured as a separate line/opportunity for opportunities consisting of several opportunity lines)
- Attend customer visits with V1/V2 team when required and appropriate
- Animate and challenge pipeline with sales opportunity leaders
- Define the consulting offer to be proposed to a customer (EcoConsult Audits for Power, IA, DC (Pro, Advanced, Essential), Electrical Digital Twin Services or System Studies) according to the customer pain points
- Sales Training for V2s, V1s, KAMs sales force
- Follow KPI´s for Consulting Services (Orders and Pull-Through)
Support Responsibilities in Tender & Execution Stage
- Attend Internal, customer kick off meeting and final presentation to ensure that the transition from execution to sales is properly done for future sales to follow up with recommendations.
- Review quotation and cost analysis prior to sending an offer.
- Support legal issues in coordination with legal department
- Coordinate with Regional Category Manager for complex quotation
- Identify roadblocks and propose how to solve them
Qualifications
- Skills / Capabilities
- Strong experience in Field Services: consultative sales mindset is a must have
- Leadership and team management is a plus
- High communication and negotiation skills at C-level
- Power System knowledge
- Knowledge on Local Standards, Compliance and Regulations.
Primary Location: TH-10-Bangkok
Schedule: Full-time
Unposting Date: Ongoing
