Job Description Summary

As Lead Specialist - Services Commercial for the PCS business, you will be responsible for driving profitable growth of the services portfolio (e.g., maintenance, upgrades, repairs, LTSAs, digital solutions etc.). This role leads commercial activities from opportunity identification through deal closure, ensuring competitive, compliant, and customer-focused proposals that meet or exceed margin, risk, and cash objectives. You will partner closely with Sales, Operations, Finance, Legal and Engineering to structure winning service solutions, negotiate commercial terms, and build long-term customer relationships across the installed base.

Job Description

Roles and Responsibilities

Commercial Strategy & Pipeline Management

• Develop and execute the commercial strategy for PCS services in the assigned region/portfolio.

• Own the services opportunity pipeline: identify, qualify, and prioritize opportunities across installed base and new service offerings.

• Work with Sales and Account Managers to shape opportunities early, positioning PCS services as the preferred solution.

• Monitor market trends, competitor offerings, and pricing dynamics to refine go-to-market approaches.

Proposal Development & Pricing

• Lead the end-to-end bid process for service contracts, including RFI/RFQ/RFP responses, tenders, and direct proposals.

• Define commercial strategy for each opportunity (scope, value proposition, pricing strategy, risk allocation, contract duration, escalation mechanisms, etc.).

• Develop cost models and price structures in alignment with business guidelines, target margins, and risk appetite.

• Ensure all offers are competitive, technically viable, financially sound, and consistent with PCS services standards.

• Coordinate internal reviews and approvals (risk, finance, legal, operations) to ensure timely, quality submissions.

Contract Negotiation & Risk Management

• Lead commercial negotiations with customers (and where relevant, partners and subcontractors) on pricing, terms and conditions, performance guarantees, LDs, warranties, payment terms, and other contract clauses.

• Identify and assess commercial and contractual risks (e.g., performance, liquidated damages, currency, tax, credit, political and operational risk) and develop mitigation strategies.

• Ensure proposals and contracts comply with company policies, delegation of authority, EHS requirements, trade compliance, and anti-corruption regulations.

• Collaborate with Legal to draft and refine contract language aligning customer requirements with company risk posture.

Cross-Functional Collaboration & Deal Execution Support

• Work closely with Services Operations, Engineering, and Supply Chain to validate scope, delivery assumptions, and execution strategy.

• Support project handover from commercial to execution teams, ensuring clarity on scope, terms, pricing, and key risks.

• Support key customer meetings, presentations, and technical-commercial clarifications.

Financial Performance & Governance

• Own commercial inputs to business cases, ensuring robust margin, cash, and risk analysis.

• Track performance of won contracts vs. estimate (price, costs, margin, cash profile) and feed lessons learned into future bids.

• Contribute to quarterly and annual forecasts, orders outlook, and commercial KPIs for services (orders, price/mix, win rate, hit rate, margin, backlog quality).

• Drive continuous improvement of commercial tools, processes, and standard offerings to improve speed and quality of proposals.

Required Qualifications/Skills

• Bachelor’s degree in Engineering, Business, Finance, or related field.

• Significant experience (5–10+ years) in commercial, sales, or business development roles in industrial, energy, power generation, grid, or related sectors.

• Experience working cross-functionally with Operations, Finance, Legal, and Engineering.

• Solid understanding of contract law basics, terms and conditions, and risk allocation in industrial/service contracts.

• Excellent communication, negotiation, and influencing skills, with the ability to engage at multiple levels (technical, commercial, and executive).

• Proficiency with MS Office tools (Excel for cost/pricing models, PowerPoint).

Desired Characteristics

• Demonstrated success in structuring and negotiating complex service contracts (e.g., long-term maintenance agreements, upgrades, modernization projects).

• Experience specifically in power conversion / rotating equipment / drives / converters / power electronics services.

• Knowledge of digital and remote service offerings and data-driven value propositions.

• Experience with global / regional accounts and multi-country tenders.

• MBA or advanced degree in Business, Finance, or Engineering.

Additional Information