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 GEV's and customer's KPIs. The Services Commercial Leader shall support the ONW Sales and Commercial team to enable Wind Equipment Orders while securing de-risked Services Agreements within the EMEA region. It 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 (Wind Cost Model, R Review, RAMP and DOA). Development and implementation of new commercial terms for Services contracts, including new performance guarantees, Self-Performance Package, etc. This role does not have direct reports and will report to the Contractual Services Commercial Director for EMEA.

Job Description

ESSENTIAL RESPONSIBILITIES

• Ensure compliance with GEV 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 Service Contracts.
• Refresh, develop & draft contract templates for new products in close coordination with the European Services Product Line, Risk, Services Sales team & other relevant stakeholders.
• 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, etc.)
• Coordinate with all internal functions as necessary and ensure that all organizations are represented during the sale of Service Contracts to support the Wind P&L financial goals.
• Participate in Quality initiatives within ITO to drive process rigor, simplification and other improvements in the overall ITO process. Supports achievement of team metrics related to Orders, Sales, Risk profile and Margin.
• Provide feedback to the business and support in the development of new product introductions and/or market intelligence.
• Support business planning and forecasting efforts
• Understand customers' outcomes
• Manage deals and negotiations
• Manage matrixed stakeholders (customers, sourcing, engineering, product management, finance)
• Understand GEV/business acumen
• Understand and follow risk process
• Utilization and updating Sales Force
• GEV solution knowledge

• 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 GEV 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 industry experience

• Speaks fluently English, Spanish (additionally, German is desired) to negotiate & draft complex contracts.