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Commercial Leadership Program

Commercial Leadership Program. Fall 2002: Campus Information Session. What’s CLP. The Commercial Leadership Program is the primary, global pipeline of professional marketing and sales talent that will become GE's future commercial and business leaders.

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Commercial Leadership Program

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  1. Commercial Leadership Program Fall 2002: Campus Information Session

  2. What’s CLP The Commercial Leadership Program is theprimary, global pipeline of professional marketing and sales talent that will become GE's future commercial and business leaders. “This program is an important part of GE’s plan for building a 21st Century company. The combination of marketing expertise and sales skills that graduates develop become essential to our commercial success.” Jeff Immelt Chairman and CEO CLP Graduates will help shape the Future Success of GE

  3. CLP Overview Objective Accelerate the development of commercial-savvy talent through a structured program combining coursework, job assignments and interactive seminars. Program Summary Duration: 2 years Rotations: Four 6 Month Assignments (three 8 month assignments in China) Cross-business within Commercial Segment Black Belt Certification Upon Graduation Goal: 3 Different Businesses Exposure to Both Sales & Marketing Experiences International Participants Target: 1 U.S. Rotation Locations: U.S., Europe, China and Japan Target Size: 150 hires each year, 300 total members Businesses: All GE Businesses Participate * China has 3 Rotations, 2 Businesses

  4. Rotational Assignments Leadership Training Customer Exposure Mentoring & Networking Continuous Feedback The Basics GE Focused Coursework CLP Development Cross-Business Experience 2 Years Emphasis on Total Development . . . Sales, Marketing, Leadership and Personal

  5. Segmenting The GE Company Commercial Leadership Program Technology Consumer Equipment/Materials Financing • Aircraft Engines • Medical Systems • Power Systems • Transportation Systems • Appliances • Card Services • Financial Assurance • Global Consumer Finance • Lighting • NBC • Fleet Services • Industrial Systems • Information Technology Solutions • Plastics • Railcar Services • Specialty Materials • GE Supply • TIP/Modular Space • Aviation Services • Commercial Equipment Financing • Commercial Finance • Employers Reinsurance Corporation • European Equipment Financing • Financial Guaranty Insurance Company • Healthcare • Real Estate • Structured Finance Group • Vendor Financial Services • Four Rotations within a Segment • Experience 3 different businesses • CLPs in Europe & Asia – one US rotation

  6. Development Process Combines e-Learning, Classroom, On-Line Meetings, Self Study & Annual Symposiums at GE Crotonville Delivering Results Applying Learning Change Management Segment Strategies Lead ACFC* Process Developing Skills Commercial Applications Strategic Marketing Financial Skills Operationalizing ACFC* Getting On Board Boundaryless Selling Marketing Fundamentals Segment Foundations ACFC* Fundamentals Integrity/Compliance Leadership Essentials Six Sigma Quality Commercial Foundations Creating Client Value * ACFC – (At The Customer- For The Customer) CLP Develops A Common Foundation Skill Set

  7. Rotations • Sales Process • Sales Force Automation • Process Digitization • Deal Structuring • Deal Management • Proposal Production/RFP • Field Sales • Account Management • Consultative Selling • Lead Generation • Pricing & Negotiating • Closing • Territory Analysis • At the Customer For the Customer • Challenging Work • Structured Assignments • Defined Deliverables • Regular Reviews • Diverse Experiences • Call Center • Call Center Management • Lead Generation • Orders Analysis • Customer Service Management • Marketing • Strategic Marketing Plans • Competitive Analysis • Market Research & Analysis • Market Forecasting Meaningful Assignments That Have Real Impact… Key To Development Is Variety Of Experience

  8. Sample Marketing Rotations Strategic Marketing Leader - GETS Marketing Specialist, Ultrasound Logiq Book - GEMS • Assignment Leader: Jeffery Peiffer • Business Program Manager: Jim Davis • Key Deliverables: • Develop Customer ‘market development sites’ • Customer Relationship Development via onsite Customer Observation • Develop Applications and Service Programs • Assignment Leader: Robert Koontz • Business Program Manager: James Dickey • Key Deliverables: • Manage Apparatus Proposals and Customer Support Activity • Develop and Execute Strategies in Support of Goals • Develop Value Stories, Market Intelligence, Forecasting Reports • Market Analyst Hispanic Segment - GEFA Product Marketing Specialist, Advantium/Microwave - GEA • Assignment Leader: Jerome Wolff • Business Program Manager: David Thompson • Key Deliverables: • Develop Product & Mktg Strategies to Promote Growth • Competitive Analysis & Feature/Product Concept ID • Market-back Analysis to Drive e-Auction/PCTO Efforts • Develop NPI & Commercialization Plans • Assignment Leader: Karen O’Donnell • Business Program Manager: Michael Tummillo • Key Deliverables: • Manage Cross-Divisional Relationships • Creative Deal Management • Balance Customer Request with Business Requirements • Maintain GEAE Deal Financial Objectives

  9. Sample Sales Rotations ACFC Black Belt, Southwest Airlines - GEAE Sales Leader, Core Segment - GEP Europe • Assignment Leader: Bas Blom • Business Program Manager: Amanda Butler • Key Deliverables: • Rationalize Sales Channels • Price Optimization • DFSS Process Design • Assignment Leader: Francine Parham • Business Program Manager: Michael Creamer • Key Deliverables: • Drive Improvements in Customer Productivity • Provide Quantifiable Value Differentiation vs Competitors • Enhance Relationship between GE & Southwest Airlines Primary Care Specialist, Ultrasound - GEMS Associate Sales Representative - CEF • Assignment Leader: Tony Musarra • Business Program Manager: Jim Davis • Key Deliverables: • Develop an Effective Sales Model Tailored to Primary Care Physicians • Incremental Sales Revenue Market Expansion Development • SSHC BB Project on how and why Primary Care Physicians Acquire and Integrate Diagnostic Equipment into their Practice • Assignment Leader: John Gamber • Business Program Manager: William Vener • Key Deliverables: • Provide Prospecting and Sales Support to CEF Sales Reps • Data Gathering for Credit Approval Process and Closing Process • Price Transactions and Issue Proposals • Provide Support to Impact Market Penetration and Vol. Performance

  10. We’re Looking For... • Strong Leadership Experience • Academic Excellence (3.0 Minimum Overall GPA) • Analytical Ability • Strong Communication and Interpersonal Skills • Relevant Academic and/or Work Experience • Geographically Mobile and Flexible Ready to Learn, Contribute, and Succeed

  11. So Why Should I Join? • Opportunity for Unparalleled Career Growth • Company that Is Strong, Diverse, and Global • Chance to Make Meaningful Contribution to Business • Exposure to Business Leaders • Continuous Development - Learning Culture • Culture that Recognizes and Rewards Excellence • Active Community Service Organization High-Visibility, Fast Track Career

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