Senior Services Commercial Leader

Stellenbeschreibung:

Job Description Summary

The role will lead complex services contractual negotiations with customers and develop technical and commercial offerings aligned with GE VERNOVAS’s and customer’s KPIs. The Services Commercial Leader shall support the ONW Sales & Commercial and the Operations team to reach the financial target to secure Wind Equipment orders in Central Europe. The role shall also provide training and coaching to the ONW Sales and commercial team on negotiation of standard T&Cs for services contracts and Risk Process (Cost Model, R Review, RAMP and DOA). Development and implementation of new commercial terms for Services contracts. This role does not have direct reports and will report to the Services Commercial Director for EMEA. The Services Commercial Leader shall mainly support the German market as well as other opportunities in EMEA as well.

Job Description

ESSENTIAL RESPONSIBILITIES

Ensure compliance with GE VERNOVA commercial risk process (R-process) for all transactions and provide technical, profitability and commercial inputs at R-table meetings.
Lead negotiations of T&Cs with customers for Services contracts.
Develop & draft contract templates for new products in close coordination with the European Services Product Line, Risk, Services Sales team & other relevant stake holders.
Lead our success in Germany by continue de-risking the NU FSA overseeing our new key terms in the Services DOA.
Lead the continuous improvement of Proposals to market needs as fast, lean and competitive.
Mobilize and influence multifunctional support teams to implement the transactions strategy (Engineering, Manufacturing, Finance, Contracts, Project Mgt. Legal, Pricing, Product Line, others)
Coordinate with all internal functions as necessary and ensure that all organizations are represented during the sale of Service contracts to support the Renewables financial goals.
Participate in Quality initiatives within ITO to drive process rigor, simplification, NPS, and other improvements in the overall ITO process. Supports achievement of team metrics related to Orders, Sales and Margin
Provide feedback to the business and support in the development of new product introductions
Support business planning and forecasting efforts
Know the customer
- Understand customers’ outcomes
- Understand customer economics
Manage deals
- Drive for results
- Negotiate
- Manage matrixed stakeholders (customers, sourcing, engineering, product management, finance)
- Influence
Understand GE VERNOVA/business acumen
- Understand and follow risk process
- Utilization and updating Sales Force
- Learning agility
- GE solution knowledge

DESIRED CHARACTERISTICS:

Bachelor’s Degree from an accredited university or college
Experience in Marketing, Sales, Commercial, Customer Service or equivalent experience associated with wind or with the Energy Industry
Experience with customer specification review, proposal development, contract development, and/or negotiations of equipment or service sales
Commercial finance skills to be able to build and analyze proformas to demonstrate investment return over the time of a project to customers
Strong communication and presentation skills, ability to interface at all levels within GE VERNOVA and with the customers
Team building skills, with ability to work with his peers and develop trust relationships with customers
Demonstrated sales leadership experience, commercial operations and process skills
Demonstrated ability to handle multiple transactions simultaneously
Ability to travel to visit customers and for internal training
Wind or energy industry experience is desirable
Fluent speaking and writing in German and English