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[[♪ music playing ♪][Commercial Leadership Program, Morgan Knipe, GE Transportation]]
[[Announcer] You are listening to Jobs in Pods.]
[[Peter Clayton] Welcome to Jobs in Pods, the only podcast]
[where you can hear real employers talk about their jobs and ]
[tell you what it's like to work there. ]
[I'm your host, Peter Clayton. ]
[This jobcast will feature GE Transportation's]
[Commercial Leadership Program, CLP.]
[It is a 24-month program designed to develop]
[commercial talent within the GE Transportation business. ]
[Qualified candidates can expect a great deal of ]
[exposure and job experience from 4 rotations]
[It includes formal classroom training in GE's state-of-the-art facilities, ]
[mentoring from senior leadership, and career]
[planning during 2 years, leading to a full-fledged commercial role. ]
[Joining us today to dicuss the role ]
[is GE Transportation CLP Program member Morgan Knipe. ]
[Morgan, welcome to Jobs in Pods.]
[[Morgan Knipe] Thank you very much, Peter.]
[[Peter] So why did you choose to go with GE?]
[[Morgan] The reason I chose GE is because the company is synonomous with growth.]
[Working at GE, I expected the skills I have to be sharpened.]
[I expected opportunities to embrace new capabilities.]
[I expected to embark upon numerous leadership challenges]
[and be part of a global organization.]
[So, in essence, I thought that GE would be a company]
[big enough to fulfill anyone's dreams. ]
[[Peter] Morgan, can you describe a typical day as a CLP?]
[[Morgan] Sure, let me add my two examples of projects]
[[Peter] Okay, that'd be great.]
[[Peter] My first example was a role as proposal leader, ]
[where it was my responsibility to coordinate with cross-functional]
[resources to draw up the proposal process]
[and develop winning proposal strategies for our locomotive sales. ]
[So my day would consist of insuring that the commercial ]
[and technical aspects of the locomotive bid were ]
[complete and compliant with the customer's requirements. ]
[I worked with the sales and delivery resources to establish]
[value propositions, compare their positioning, ]
[and pricing strategies to maximize revenue while]
[minimizing risks on the locomotive deals. ]
[I would take an active lead in commercial tollgate reviews and]
[deal reviews by communicating the proposal solutions]
[and value propositions to all levels of the organization.]
[working as a marketing leader for our locomotive parts sales group. ]
[It was my responsibility to design a TAM and SAM model. ]
[Now, to bring some clarification around. ]
[TAM is the acronym for total available market in the industry, ]
[and SAM is the acronym for served available market,]
[and is what GE could potentially serve in the market.]
[Therefore, the model captured nearly the total available]
[spent and compared it to the potential income ]
[GE could capture in the diesel locomotive industry. ]
[Therefore, my days would involve leading the regional rhythms]
[with the regional teams around the world and define the markets and]
[the opportunities for GE Transportation businesses. ]
[[Peter] That sounds really exciting.]
[GE obviously is famous for training. ]
[Can you give us some insight on what kind of training you received?]
[When I look at the CLP, I look at it as a training program in itself, ]
[building you to be a commercial asset to the company.]
[You experience a vast array of training opportunities, from classroom training]
[in the fields of leadership, strategic sales, ]
[negotiations, to on-the-job-training in dealing with]
[internal and external stakeholders,]
[solution expertise, price or value, ]
[But I think the key and the most important training aspect]
[that you will experience at GE Transportation, is that for a big company,]
[you're rewarded with the opportunity to sit and ]
[work with senior executive staff, learn how]
[business strategies are developed, how those same strategies]
[are executed, and how decisions are made.]
[So, in essence, those real-life case studies you may have worked]
[on in business school, you now have the opportunity to be]
[That sort of training and being able to learn from the best is invaluable.]
[[Peter] Just to expand on that a little bit, Morgan, can you give us some idea]
[of what are some of the things you]
[[Morgan] Peter, I love my job in that it gives me the]
[opportunity to rotate roles every]
[6 months within the business. ]
[No other job allows you that opportunity and experience to build]
[upon your breadth within a company. ]
[Within the 18 months I've worked with GE, ]
[I've been able to work with the customer service group, a marketing team]
[with Global Services, and as a proposal leader]
[in our Locomotive Operations Group.]
[With this type of breadth, I've been exposed to a variety of ]
[cross-functional resources, and therefore have built]
[a solid network of people and developed great relationships ]
[around the business and around the world. ]
[[Peter] Can you describe the people you work with?]
[[Morgan] I think I can sum this up with one sentence. ]
[And that is, GE has some of the smartest people in the world]
[that have an unquenchable thirst for success and are driven with ]
[Remember that GE people are what make]
[GE company the success it is today. ]
[[Peter] How does CLP challenge you, Morgan?]
[[Morgan] I think this moves hand-in-hand with what I like about my job]
[and how we move from job roles every 6 months. ]
[The challenge is that once we have ]
[5-6 months under our belt in the role and you're just starting to ]
[feel comfortable and confident in what you're doing, ]
[it's then time to move on to the next role, to the next challenge. ]
[And it is exciting to change roles and ]
[learn new things, but there are definitely challenges associated with ]
[basically starting a new job every 6 months]
[and being measured on how quickly you can come up to speed]
[and make an impact in that position. ]
[There are always new processes to learn, new people to work with, and]
[new synergies to help move projects along. ]
[[Peter] Yeah, I bet that's absolutely true. ]
[It must be very challenging to get into new roles every 6 months]
[and really have to ramp up and get up to speed very quickly. ]
[Kind of building on that a little bit, how does CLP help you]
[in your career development progression?]
[At GE Transportation, we have 6 commercial growth traits. ]
[Think of them as building blocks to profitable growth in our business. ]
[They are: 1. Customer centricity.]
[2. Segmentation and potentialization.]
[In studying these traits, the organizational leaders]
[of our company have challenged their teams to continuously]
[And I feel that as a CLP at GE Transportation, ]
[there is no better stage where an individual, ]
[having moved through four different roles within ]
[business, has the perfect opportunity to touch all six of those]
[commercial traits in a span of 2 years.]
[Without a doubt, it sets up a foundation of ]
[commercial expertise for a CLP graduate.]
[[Peter] Well Morgan, thank you very much for joining us today on Jobs in Pods. ]
[It's been great to have an opportunity to talk to you about]
[[Peter] That will do it for this edition of Jobs in Pods. ]
[For more information on careers with GE, visit gecareers.com. ]
[To hear more jobcasts like this, visit jobsinpods.com.]
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