General Electric Business Development Leader- FACTS Germany in Berlin, Germany
Job Description Summary
The FACTS Germany Business Development Leader (BD Leader) is accountable for identifying and developing FACTS opportunities, which includes:
Static Synchronous Compensators (STATCOM)
Synchronous Var Compensators (SVC)
Synchronous Condenser (SC)
Fixed Series Compensation (FSC)
This professional will work to position GE as preferred supplier by promoting GE’s technology and know-how.
He/she will have a particular focus on STATCOM. This market is appearing as the most vivid in Germany and particularly active.
FACTS Product Line
The FACTS Product Line stands in GE, Renewables, Grid Solutions.
The Product Line is fully accountable for the complete Profit and Loss (P&L) of the FACTS business worldwide. As such, it owns its sales/tendering force, operations, R&D and product management in different locations around the world.
It benefits of a complete portfolio of solutions/products to propose electrical reactive power compensations options to Grid Operators, TSOs, Developers…
GE FACTS portfolio is the most complete of the marketplace and it is composed of FSC, Synchronous Condensers, SVC and STATCOM. For which GE holds either a market / product leadership positions as well as some opportunities to grow.
An overall plan for growth has been elaborated focusing on either technical leapfrogs or market exploration/acquisitions to reach our growth objectives.
To support this growth, our commercial intensity in some regions is of paramount importance, we are hiring a Business Development Leader in Germany to lead our commercial effort and secure strategic alignment between local customers and our Centers of Excellence (CoEs) in Tampere, Finland and Saratoga Springs, USA.
Roles and Responsibilities
The BD Leader must create the understanding of the context and the customer intimacy to lead FACTS on the path to securing orders in Germany
Early detection and early-stage strategy for FACTS solutions in Germany
Ensure FACTS pre-qualification to all German TSO`s
Gather and provide market intelligence on this market with a particular attention to STATCOM evolutions
Prime FACTS interface in Germany, accountable to gain alignment and support for FACTS opportunities with the various Grid Solutions’ stakeholders: Region, Product line units, Tendering Teams, Engineering Teams....
Develop and maintain relationships with market stakeholders in Germany: Customers, Developers, Consultants, Contractors, etc
Position GE’s FACTS solutions and particularly GE’s STATCOM with market stakeholders
Identify the required partners
Delivery model definition with right partners (EEP or EPC Consortium) per TSO.
Nurture the opportunities: Customer seminar, customer meetings, trainings, etc.
Analyze the client specifications / requirements on technical, sales and financial scope
Elaborate the initial winning strategy
Understand the award process: stakeholders, technical, commercial, finances, legal
Analyze Risk and Opportunities with the support of all internal partners
Establish the offer winning price
Support driving an optimized offer
Support the offer strategy to be shared with all participants and obtain agreement
Lead opportunities reviews with the region and PL, accountable to fully respect GE’s processes of bid go/ no go and approval
Support customer negotiation in line with the validated targets and terms and conditions.
Update SPEAK (Customer Relationship Management Tool)
Deliver quarterly objectives of orders and margin on orders as well as the overall mid-term commercial targets for FACTS in Germany.
Addresses all needs of commercial support related to FACTS with the Product Line Global Sales leader.
Germany ( flexible work location)
Orders, As sold margin, Down Payment
Commercial efficiency (Market share, hit rate; win rate, ...)
Master’s degree in Engineering, Business or equivalent from an accredited university or college
Knowledge of Power Electronics and electricity transmission systems is a strong plus
Experience with working on complex project business
Significant experience in Commercial function
Interest in technical topics and willingness to promote technically GE’s FACTS solutions
Known track record on achieving commercial targets
Strong ability to manage a multi-cultural team in a matrix organization
Ability to travel within Germany and abroad (50% of work time)
Fluent in German and English
Relocation Assistance Provided: No