Commercial Leader, Grid Systems Integration APAC

Description

• Accountable for pipeline identification, pipeline management and for demand creation for GSI in APAC, ensuring engagement with customers from early stages of demand definition.
• Develop a vision and a strategy to maximize profitable growth for GSI in APAC, influencing market and customer trends, finding disruptive business models and solutions, and increasing GEV value-added to the market. Translate this vision and strategy into concrete commercial action plans for the APAC Sales team and contributes to the strategic plan.
• Leads the GSI Sales team in APAC to prepare, negotiate and win target offers and ensures proper coordination with leaders of involved stakeholders in the preparation of such offers (tendering, financing teams, sourcing, project execution teams, commercial teams from other involved Grid Solutions Business Lines, etc.). Deliver targets for sales in line with forecast and ensuring the effectiveness of the orders in timely manner.
• Leads the GSI Bid Management team in APAC to transfer won offers to execution teams, and to fully consider return of experience from execution teams.
• Develop knowledge of and relationship with GSI customers in APAC as well as deep understanding of their organization, and of their key players.
• Leads and develops the Sales team of GSI in APAC, ensuring we have the right set of competencies to increase GEV value proposals and differentiate from competition.
• Accountable for the compliance with allocated team budget.
• Ensure the Sales Team in APAC defines and implements Commercial Strategies bringing value to our customers while differentiating from competition, supporting customers into solution definition from early stages of project development, maximizing profit & cash, and mitigating risks.
• Accountable for the monthly updates and corresponding monthly commercial reports of the progress and forecast of order intake vs plan by quarter.
• Gain clear understanding of customer needs and decision processes & drivers. For target customers, provide top of the class support and ensure that GSI APAC sales team is their preferred point of contact to support developing their solutions.
• Align with the defined commercial action plan, prioritize growth on the most profitable business segments, generate and identify early the most interesting business opportunities, while also ensuring that the pipeline generation is continuously aligned to deliver the defined strategy, budget and latest forecasts.
• Accountable for the preparation of the GSI Sales Budget and Long Term Strategic plan in APAC, by quarter, and for its delivery as per plan, for each quarter of the plan (volume, profitability, and down payments).
• Ensure full alignment, involvement and support to pipeline prioritization and to the Commercial Strategies from the Sales & Tendering teams from the other Grid Solution business lines involved in GSI projects.

Requirements

• Bachelors/Master degree in Engineering with at least 15 years experience in the Energy industry.
• Experience in international EPC project development and execution. Experience of HVDC technology and solutions and understanding of the Power Compensation business.
• Successful experience of building and leading multi-cultural teams, displaying inclusive behavior with success in remote leadership.
• Strong negotiation skills.
• Strong strategic thinking, coupled with capability to convert strategies into operational actions, and effective structured communication at all levels.
• Orientation towards numbers and business acumen.
• Strong business acumen supported by technical/commercial/marketing/financial knowledge.
• Familiarity with contractual and commercial risks and mitigation.

Benefits

Training + Development

Interview process

Visa Sponsorship

Security clearance