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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.

Job Description

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.

Required Qualifications

  • 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)

  • Manage deals

  • 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

  • Project management

  • Utilization of salesforce.com

  • Learning agility

  • GE solutions knowledge (integrate end of life solutions with Tx uprates)

  • Policy Development

  • 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

Desired Characteristics

  • 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)

Additional Information

Relocation Assistance Provided: No

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