Senior Services Commercial Leader

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

o    Understand customers’ outcomes

o    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

Additional Information