Wärtsilä
Location
Fareham, Hampshire | United Kingdom
Job description
Business Development Manager – Long Term Service Agreements ES&O
Wärtsilä Energy Storage & Optimization (ES&O) is the leading global energy storage optimizer. Our mission is to deliver integrated energy solutions that build a resilient, intelligent, and flexible energy infrastructure - unlocking the way to an optimized renewable future. By integrating renewables, energy management technology, and storage with traditional energy resources, we reinvent clean energy production from the largest and most complex grids to the most remote and essential microgrids. We play a key role in Wärtsilä’s vision towards a 100% renewable energy future through flexibility, reliability, and integration for a more sustainable world for us all.
In Energy, we are driving long-term and increasingly profitable growth. This requires excellence and collaboration from everyone in the team. We call this “Energy Next”. Changes will drive clearer responsibilities, accountability, governance & performance management.
We are looking for a Business Development Manager – Long Term Service Agreements to join our dynamic, fast-paced, (AMEA, AFEU, MEU) Sales team.
What will you be doing?
As Business Development Manager – Long Term Service Agreements , you will have direct customer interactions with responsibility for agreement sales opportunities in focus markets.
Responsibilities:
Develop and maintain customer relationships with the objective of securing new Long Term Service Agreements(LTSA).
Work collaboratively with the Solution Sales lead (BDM or Project Sales Director), sales engineers and other internal stakeholders
Support Solution Sales with LTSA related technical and commercial matters
Take ownership of LTSA related technical and commercial matters and provide support and guidance to area sales team; coordinate LTSA matters with central LTSA resources
Ensure qualitative sales and proper sales margins all the way to the agreement delivery.
Ensure correct pricing strategies and accurate cost estimations
Ensure LTSA related risks are evaluated and mitigated correctly
Ensure LTSA related necessary internal reviews are conducted and acceptances received
Ensure Wärtsilä contracting policies are followed and proper contract terms are achieved
Support development of a competitive LTSA offering
Manage, follow up and report the progress of LTSA opportunity and CRM data accuracy
Ensure proper LTSA sales documentation and closing the deal
Ensure a comprehensive handover of all commercial and technical aspects of the agreement at the time of contract to the agreement manager.
Drive Wärtsilä Purpose and demonstrate Wärtsilä values
Requirements:
10+ years of experience in business development or in service operations in energy service or equivalent business on capital industrial assets .
Has a strong track record of negotiating and contracting LTSA’s
Contractual and risk management understanding
Visible influencing and communications skills especially when working with cross-functional teams and external stakeholders
Leads by example and enables collaboration across organisations
Broad understanding of Storage business, solutions, and future market outlook
Has commercial and customer mindset combined with a structural approach
Outstanding team player and excellent coaching skills
Drives results with excellent skills in planning and leading the change and execution
Inspires people to take actions towards the future goals
Appreciates diversity and is able to build psychological safety and inclusion to the organisation
Drives Wärtsilä Purpose and demonstrates Wärtsilä values, Customer Success, Passion, Performance
Readiness to travel, including international travel
Your success will be measured by
Successful agreement sales with end-to-end profitability
Sales team engagement & Customer Satisfaction
Order intake, net sales & profitability (EBIT)
Last application date: 01/04/2024
At Wärtsilä we value, respect and embrace all our differences, and are committed to diversity, inclusion and equal employment opportunities; everyone can be their true self and succeed based on their job-relevant merits and abilities.
This is Wärtsilä
Wärtsilä is a global leader in innovative technologies and lifecycle solutions for the marine and energy markets. Our team of 17,000 professionals, in more than 240 locations in 79 countries, shape the decarbonisation transformation of our industries across the globe. Read more on
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