Job Description Summary

Transactional (TX) services sales pipeline creation across EMEA region, working closely with Account Management team, through in depth understanding of TX services product offering, customer needs and market dynamics.

Preparation of proposals/bids and commercial risk assessment.
Has significant control/influence over commercial priorities.
High levels of Commercial judgement are required to achieve outcomes required.

Job Description

ROLE SUMMARY:

Lead the pipeline creation of opportunities for TX Services sales across the EMEA region, in the three streams of Billable, CM&U (Conversions, Modifications and Upgrades) and Parts.

Preparation of proposals, bids and contracts for execution of TX Services sales across theEMEA region. Understands and abides by risk assessment process, operating under the TX DOA. Lead commercial activities for the Wind TX Services sales team with deal strategy,

technical expertise, pricing recommendations, and customer negotiations related to scope, price and delivery terms.

This role does not have direct reports and will report to the Transactional Services SalesDirector for EMEA.

ESSENTIAL RESPONSIBILITIES:

Sales pipeline creation:

• Working closely with Account Management team, lead the pipeline creation of

opportunities for TX Services sales across the EMEA region, in the three streams of Billable, CM&U (Conversions, Modifications and Upgrades) and Parts.

o Interface with customers to understand their needs, outcomes and

economics and educate them on market trends and GEV offerings.

o Provide feedback to the business and support in the development of new

product introductions.

o Perform site and wind turbine level production/value analysis of technical

offerings to quantify and prioritize offerings.

Solution generation and sales closing:

• Lead Wind Services TX Services offers and contracts creation with the support of Engineering, Field Operations, Service Centers, Sourcing, Finance and other support functions to help commercialize technical offerings in terms of cost, risk and configuration.

• Develop technical proposal elements, especially supporting engineered CM&U

proposals, self-perform package solutions, tenders for capital components repair, major corrective upgrades and wind turbine rebuilds, spare parts sales and site services.

• Own the analysis and response for technical customer inquiries, to determine

proposal requirements, scope of supply, and winning bid strategies.

• Lead with sales order closing by, for example, providing technical expertise and timely response to customers.

• Lead the commercial and technical OTR Handoff/Transition and Customer kickoff meetings, as necessary.

Commercial rigor:

• Ensure compliance with GEV commercial risk process (R-process) for all

transactions and provide technical, profitability and commercial inputs at R-table meetings.

• Oversee that opportunity data in SFDC is filled out correctly to allow for pacing and to increase the effectiveness of the commercial operations.

• Support business planning and forecasting efforts.

• Understand GEV/business acumen

• GEV solution knowledge.

Additional responsibilities include team training and lessons learned sharing, technicalstrategy development, technical and commercial risk management process improvement, technical issues resolutions, proposal tools development & deployment, growth initiatives and lean and simplification initiatives.

Measurements include transactional sales and contribution margin, backlog creation, customer feedback, proposal quality & timeliness variance to want, Hit or Win rate, lessons learned capture, cost of quality reduction, imagination / growth contributions, GEV values, personal learning and development progress.

DESIRED CHARACTERISTICS:

• Bachelor’s Degree from an accredited university or college.
• Deep wind industry experience.
• Experience in Marketing, Sales, Commercial, Customer Service or equivalent experience associated with Wind Industry.
• Experience with customer specification review, proposal development, contract
• development, and/or negotiations of equipment or service sales.
• Demonstrated sales leadership experience, commercial operations and process skills.
• Demonstrated ability to handle multiple transactions simultaneously.
• Technically sound and ability to explain offerings in a detailed manner at different levels of the customer´s organization.
• Commercial finance skills to be able to build and analyze proformas to demonstrate investment return over the time of a project to customers
• Deep understanding of GEV Wind structure and capabilities.
• Proven communication and presentation skills, ability to interface at all levels within GEV and with the customers.
• Team building skills, with ability to work with his peers and develop trust relationships with customers.
• Ability to travel to visit customers and for internal training.
• Speaks fluently in German and English

Additional Information