GKA Manager/Projects Director

Job Description

Industry: Water treatment solutionsVertical: Engineering &ManufacturingPosition: BD and projects pursuit with Global Strategic AccountsDepartment: Global Key Accounts Hiring Manager: Tine Zorz Location: Singapore, India or DubaiStart Date: 10.2021/01.2022POSITION SUMMARY:The GKAand Projects Manager will be instrumental in shaping and delivering on the future strategy & structure of the global Hach Projects business. For the purposes of describing this role, the word Projects is used to define opportunities influenced by Engineering & Consulting firms (E&C s), Engineering/Procurement/Construction firms (EPC s), OEM s and/or System Integrators (SI s) that involve the design, specification, procurement and integration of equipment & systems on behalf of a Hach customer/end-user to achieve desired/improved business performance of water treatment assets.This GKAand Projects Manager is a senior account management role focused on building strategic relationships with international engineering companies involved in projects in the municipal and industrial water and wastewater markets globally, building internal relationships with sales, marketing and technical resources. This position will be well-networked and highly-polished, engaging and managing a defined, carefully selected set of GKA and major project opportunities.This role is a strategic sales and business development role focusing on three main Clusters of Activities and Targets:

• Global Business Development/Account management with targeted Global Strategic Accounts (System integrators and EPC firms)

Building strategic relationships with Engineering companies across the regions to develop a strong network and medium to long term strategy. Targeted global accounts will include global System integrators involved in industrial water treatment projects.

• Project management/coordination of larger and international opportunities involving targeted accounts

Using a proactive approach to manage opportunities in the pipeline by aligning with all relevant stakeholders, both internal and external, and bring them into success. External stakeholder includes E&Cs, EPCs, Integrators, Operators/Owners of water assets and any other party that has an influence on the selection of water quality measuring equipment and software.Internal stakeholders include Regional Sales Directors, Country Managers and Sales and Service organisations. Critical responsibilities will include accuracy of project business opportunities in Sales Force CRM software, support at mapping and engaging with involved bidders in to projects, early engagement related to service and start-up where equipment is purchased via third party, leading bid strategy and facilitation of standard work.

• People and Capability Development for the APAC Region

Identify and develop the overall capabilities and understanding of Project Business specifics within the region. The GKA Project Manager will act as sme on project delivery models for both Municipal and Industrial markets. Deploying formal training to ensure sustainment of standard work and building local capabilities around complex project delivery. Actively participating joint visits to deliver workshops, accelerate needs development and share/coach Best Practise.ROLE:

• Develop strategic relationships and eventually partnerships with targeted water treatment engineering companies (E&C/EPC/SI/OEM).
• Good understanding and close monitoring of water markets and its trends with particular focus on APAC regions,
• Tracking of all major investment projects in responsible regions
• Prospecting for new partnerships
• Support regional sales leaders to develop project business with targeted accounts and improve capabilities of the regional sales organizations in selling projects.
• Become highly proficient with the DBS tools to drive change and sustain process improvements.
• Interface with cross-functional leaders and teams to develop and improve sales tools and Hach offerings needed to facilitate success with targeted accounts.
• Lead the sales process for cross border projects as required to ensure transparency and alignment of execution i.e. bid strategy, service and start-up
• Driving key initiatives to get Hach key technologies (Claros, Service, Biotector and Applitek) recognized by the targeted accounts

Project Management of opportunities with targeted accounts

• Manage the triangle between E&C, EPS, SI and end - user or any other project key stakeholders after identifying the opportunity in the early stage
• Provide the required level of support on projects from inception to closure ensuring smooth transition into the 90-day funnel (post Bid stage).

People and Capability Development for the Region

• Coordinate and lead sales part of projects pursuits for complex and international projects
• Share best practice on a regular basis with sales leaders and key persons to accelerate the overall traction with external stakeholders
• Using joint activities and joint visits to increase personal capabilities of key members of the sales organization.
• Running training on regular basis in the field of solution selling capabilities, understanding the projects business and how to manage long term and complex opportunities
• Mentoring, coaching and management of key opportunities (must wins) to ensure we will drive them into success.

CRITICAL COMPETENCIES:

• Ability to quickly establish significant credibility, trust and support with all levels of the organization incl. peers, subordinates and senior management. (Leadership Anchor: Builds Teams and Organizations ).
• Ability to lead and coordinate multi-disciplinary teams to pursue and capture major project opportunities, and to help educate the organization on project management disciplines.
• Bring a consultative selling mindset to all interactions with targeted accounts. (Leadership Anchor: Charts the Course )
• Understanding of how water treatment engineering firms work and sell. (Leadership Anchor: Charts the Course )
• Ability to develop creative and strategic solutions. (Leadership Anchor: Drives Innovation and Growth )
• Strong communication skills and executive presence are prerequisites, as are a high degree of commercial and technical competency. (Leadership Anchor: Charts the Course )
• Strong organization and planning skills, with the ability to manage a portfolio of project opportunities and key account responsibilities. (Leadership Anchor: Charts the Course )
• Candidates should have a broad base of experience working within a global matrix organization.
• Capable of driving change management initiatives, introducing new strategies and tactics, demonstrating value and sustaining improvements through the leveraging of DBS tools. (Leadership Anchor: Leads Through DBS )
• Strong quantitative and analytical skills. Ability to analyse complicated issues and boil down to the key points, develop action plans and bring to a successful conclusion. (Leadership Anchor: Leads Through DBS )
• Superior interpersonal skills with an ability to work with people at multiple levels both inside and outside of Danaher. (Leadership Anchor: Charts the Course )

QUALIFICATIONS:

• Water treatment, Environmental, chemistry, process technology, electrical engineering or related technology bachelor s degree required,
• Minimum 10 years of strategic selling experience in a B to B sales environment with high technology solutions, ideally in water/wastewater treatment to municipal and industrial markets,
• Experience in selling software solutions in water treatment industries,
• International experience in a key account management role
• Must have the ability to manage consistently to a common plan, providing sales leadership in the implementation of corporate sales strategies.
• Position requires intensive travel throughout countries of APAC region and occasionally in other regions with a minimum of 40% being required
• Fluency in English required
• Fluency in Mandarin or Hindi would be an additional asset
• Regional network with water industry would be desirable

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Keyskills :
waste watersalesforce crmcorporate salessales processwater treatmentbid strategykey account managementindustrial water treatmentregional saleswater analysis