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 www.wartsila.com

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