SGM - E&C Segment

Achieve market leadership in Oil & Gas segment which involves mapping investment cycles, Identifying the customer requirement and providing solutions that wow the customers & ensure C level connect.

Make SE the preferred choice of the customers by delivering value, domain knowledge and technically and commercially competent solutions.

In Country, for the Segment


* Support and achieve business targets aligned with Targets and AMSP


* Work with respective team to define multiyear rolling growth plan, with identification of investments


* Define and implement the strategy for Segment growth and market share at sub-segment level


* Drive Segment growth through focus on a) One SE portfolio b) various sub-segments c) account management-Through KAM's & through other sales engines


* Define appropriate execution model for specific sub-segment


* Develop ecosystem for execution for end users, OEM/EPCs, contractors, system integrators, etc.


* Develop and implement plant for winning share in highly diffused sub-segments across remote geography


* Ensure C Level connect with customers and associated bodies


* Work with global and local teams to deploy all the pieces to have the best-in-class digital customer experience for their customers

Area of Responsibility

Measurement

Segment Marketing

Develop business plan and strategy for each sub segment

Identify business opportunities across sub segments and prioritize

Establish thought leadership in prioritized sub segments through marketing events

Cultivate the consultant community for specific sub-segments, establish SE preference

Focus on building references by targeting specific projects in each sub-segment

• New opportunities generated

• Sub segment penetration

• Geographic penetration

• SE acceptance at end users and consultants

Segment Selling

Develop and implement Go To Market model for each sub segment

Generate excitement across various sales engines for the segment

Detailed planning with concerned sales engine for prioritized geographies

Leverage Solution Architect to differentiate our offers and improve win probabilities

Best in class account management practices, implemented through KAMs

• SoW at identified accounts

• To ensure targets are achieved and forecast aligned with the target

• Balanced OB between Capex and Opex driven business

Delivery model

Develop and implement holistic delivery model for each sub segment

Identify accounts / projects suitable for direct turnkey participation by SE

Judicious use of where SE should go direct and more importantly, where NOT to go

Develop a robust ecosystem of SI/PB for project execution

Leverage after sales services as a key differentiator for projects won and delivered

Delivery on time as per the timelines

People Development

Identify key skills required for KAMs and Solution Architect

Hire and develop a self-driven team of individual contributors with high performance

Asses...