Job Description Summary

The role will lead complex contractual negotiations with customers for renewable hybrids solutions and standalone BESS, Solar PV or any future technologies included within Solar and Storage Solutions portfolio and develop technical and commercial offerings aligned with the business and customers KPIs with a global geographical coverage. The Senior Commercial Leader shall support the Solar and Storage Solutions Sales and Commercial teams to reach the business operating priorities, including Orders, CM and Cash set by the business for equipment supply and long-term services agreements. It shall also provide training and coaching to the Hybrids Sales teams on Risk Process (Cost Model, R Review, RAMP). Development and implementation of new commercial terms for Equipment and Services contracts, including Hybrids integrated solutions, new performance guarantees, CM&Us, etc and process improvement through lean initiatives will also be part of the roles activities. This role does not have direct reports and will report to the Solar and Storage Solutions Commercial Director.

Job Description

Essential Responsibilities

• Develop and drive execution of optimized strategies to secure profitable business for the highly competitive Power Conversion and Storage Solutions business
• Team with counterparts in sales, and interface directly with Customers, on all transactions, studies, estimates and formal offerings during opportunity development through the complete inquiry / sales / commitment management process
• Mobilize and lead multifunctional Solar and Storage Solutions team to execute the transaction strategy (engineering, manufacturing, finance, contracts, project management, legal, partner, etc.), negotiate and close contracts
• Become principal owner and driver of transaction details related to all technical, financial, and commercial aspects to support strategy development, execution and risk management processes
• Become proficient with use of financial, cost/pricing and technical tools associated with above responsibilities
• Participate in Quality initiatives within Power Conversion and Storage business segment to drive process rigor and other improvements to the overall Inquiry-to-Order (ITO) process
• Ensure compliance with Power Conversion and Storage commercial risk process (R-process) for all transactions and lead the technical, profitability and commercial inputs during presentations at R-table meetings
• Support achievement of Commercial Team metrics including but not limited to commitments, orders, convertible orders, ITO cash and margins for Power Conversion and Storage
• Develop and draft proposals and contract templates for Long Term Service Agreements and new products in close coordination with the Product Line, Risk, Sales team & other relevant stake holders; negotiate with customers; ensure deals deliver shareholder value; drive competitive pricing. May include compiling and submitting required tender documentation.
• Requires specialized knowledge across product lines, markets, sales processes, or customer groups. Requires strong commercial awareness and is expected to influence the development of strategy for their broad sales territory, including control of resources.
• Interprets simple internal and external business challenges and recommends best practices to improve products, processes and services. Stays informed of industry trends that may inform work.
• Uses high level of judgment to make decisions and handle complex tasks or problems within projects, product lines, markets, sales processes, campaigns or customers. Has ability to assess quality of information given and ask pertinent questions to stakeholders or customers. Able to offer new solutions to problems outside of set parameters and is able to construct and provide recommendations. Uses multiple internal and some external sources outside of own function to help arrive at a decision.
• May lead functional teams or projects with minimal resource requirements, risk, and/or complexity. Communicates difficult concepts and may influence others’ options on particular topics. May guide others to consider a different point of view.

Required Qualifications

• Bachelor’s Degree in Engineering, Business, or equivalent (minimum of 10 years of professional experience)
• Minimum of 5 years of experience in Marketing, Sales, Customer Service or equivalent experience associated with gas / steam turbine / power plant, solar, energy storage, hydro, wind power, or grid products
• Minimum of 2 years of experience with reviewing customer specifications, proposal development, contract development and direct negotiations for equipment and/ or services sales and consortium agreements
• Ability and willingness to travel 20% of the time

Desired Characteristics

• Experience in developing/updating costing tools
• Commercial finance skills to be able to build and analyze proformas to demonstrate investment return over the time of a project to customers
• MBA Degree
• High motivation level; self-starter with strong leadership and negotiation skills
• Ability to manage multiple transactions and priorities simultaneously
• Ability to perform effectively in a non-hierarchical, team-type environment
• Experience with Engineer, Procure, and Construct (EPC) power generation, transmission, or distribution projects
• Strong oral and written communication skills.
• Strong interpersonal and leadership skills.
• Demonstrated ability to analyze and resolve problems.
• Demonstrated ability to lead programs / projects with strong lean mindset.
• Ability to document, plan, market, and execute programs.
• Established project management skills.

Additional Information

#LI-Remote – This is a remote position