General Electric End Of Life ONW Solution Services Manager in Barcelona, Spain
Job Description Summary
Customer facing staff responsible for winning business Owns/influences commercial business operating guidelines and has ownership/influence over budgets. Guided by functional policy. There is autonomy within the role to enter into/execute Commercial arrangements. High levels of Commercial judgment are required to achieve outcomes required.
Roles and Responsibilities
- The role will lead the commercial initiatives with GE and non-GE customers for end-of-life solutions for their ONW fleet in the EU and SSA region, serving both GE and non-GE installed base. The position will define the regional end of life sales strategies for all the portfolio of GE’s potential customers, including partial repowering, lifetime extension with wind turbine overhauls and support to the New Units team in case of full repowering, building long term and sustainable customer relationships to maximize GE’s market share. This role does not have direct reports and will report to the Services Commercial Director for Europe, MENAT and Sub-Saharan Africa.
Define and execute the regional strategy to reach quarterly and yearly targets of the Services ONW Commercial team, including Partial repowering and Lifetime extension Sales Revenue, Contribution Margin, Backlog Order Commitments, Market penetration/capture, and Customer satisfaction.
Lead and own the process from market opportunity identification until opportunity disposition (won or lost)
Provide feedback to the business and support in the development of new product introductions for GE and non-GE end-of-life fleet
Support business planning and forecasting efforts with main functional areas: NPI, Sourcing, PM and Operations.
Wind industry experience.
Know the customer and the market
Understand customers’ outcomes and incentives for different end of life solutions
Understand customer acumen/economics (NPV, IRR and Capex investment)
Understand end of life country’s policies and authorities’ trends for end-of-life solutions
Understand market dynamics for financing or equity partnership in older fleets suitable for end-of-life solutions
Create, quantify, and articulate GE value story for customers
Understand customers’ market and competitors
Proactively build strategic account plans with increased commercial intensity (using segmentation models, Blue Sheet, SFDC)
Drive for results
Negotiate price and terms and conditions
Manage matrixed stakeholders (customers, comm ops, sourcing, engineering, PLL, project management, finance)
Influence customers, wind associations and GE’s functional areas
Understand GE/business acumen
Sales pipeline development
Understand and follow risk process
Utilization of salesforce.com
GE solutions knowledge (integrate end of life solutions with Tx uprates)
Assist and drive country and regional specific policy that is favorable to growing or creating a healthy end of life business
Work with key policy influencers cross functionally across GE
Bachelor’s Degree from an accredited university or college
Proven experience in Sales and/or Commercial Operations
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 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
Ability to travel to visit customers and for internal training
German Speaker (valuable)
Relocation Assistance Provided: No