Regional Channel Manager Specification


Business Segment

GE Appliances Lighting

About Us

Generate market demand and sales volumes for the lighting Products executing a mix of initiatives conducted by the Non Buying Customers, Engineering Firms, Architect Firms, Lighting Designing Firms, Universities, Governmental Authorities – informing and training the opinion leaders.
This Position will report to the Specification Leader and will be based in Qatar.

  • Build strategy on key End User and Specifier (e.g., lighting designers, engineers, architects) segments within an assigned geography and drive market share and sales for lighting solutions.
  • Provides information internally (Marketing, Product Management, other commercial functions) and externally on End User market assessment including current revenue and supplier, installed product base, GE share and potential revenue value and creates opportunity analysis.
  • Plan and create coverage of top End Users/Specifiers and build a solicitation plan for a focused target list to create a pipeline of near and long-term opportunities.
  • Plan, communicate and achieve targets, status, and solicitation plan to Sales Engineers and other GE Lighting sales resources globally to ensure connectivity and coordination of sales efforts.
  • Holds impactful presentations to End-Users to inspire them to specify GE Lighting and LED solutions; clearly demonstrate the value proposition as influenced by changing legislation and new technology advancement.
  • Identify and develop new partners to develop overall business volume.
  • Continue to build technical skill set across the broad range of GE Lighting and other lighting products including fixtures, controls, etc. to be recognized as professional partner by End Users/Specifiers.
  • Understands the sustainability trends in energy sector, has awareness with the legalizations related and able to translate it into actions.
  • Provide feedback to other commercial functions such as Product Management, Marketing and Commercial Services to maximize penetration of the End User marketplace.

    Role Summary/Purpose

  • Minimum 5+ years of team leader experience in successful strategic selling, developing and presenting “value propositions” directly to the End User of a product or solution.
  • Master’s degree in business, engineering, industrial distribution or sales related discipline. French speaking is a must, Arabic speaking preferred
  • Previous utilization of a CRM Tool and the management of an opportunity pipeline.
  • Outstanding communication, interpersonal and coaching skills.
  • Persuasive skills to influence decision-making process; Ability to clearly present and articulate a value proposition.
  • Excellent strategic thinker, can step back from immediate, short-term deliverables to consider the bigger picture and plan for the long-term
  • Strong technical aptitude and proven ability to sell a technical solution.
  • Working knowledge of business finance and experience selling products that require capital budgeting. Ability to quickly assess the financial willingness of a customer to undertake a project.
  • Ability to develop and grow relationships at multiple levels internal and external to GE.
  • Proven ability to proficiently use Microsoft Office Suite or related tools, including Excel, PowerPoint and Outlook
  • Self-starter; ability to work with little direction and within a team environment where the performance of others affects success.
  • Results-driven with a sense of urgency and strong follow up skills.

    Essential Responsibilities

    Qualifications/Requirements

    Additional Eligibility Qualifications

    Desired Characteristics