| Description |
IMPORTANT: This Advertiser has requested that applicants MUST be National Residents / Valid Work Permit-holders. Other applicants need not apply.
Responsibilities
- Sales professional will lead front-end assessment of business opportunities focused on selling power generation equipment to utilities. Develops the sales pipeline and turns pipeline into business for Vestas. Duties include RFP analysis, strategy for proposal development and negotiations. Develop account strategy to achieve sales goals within the overall business development team.
- Takes a collaborative sales approach with customer to determine best solutions for the customer including, but not limited to turbine units, service packages, spare parts, equipment and service upgrades, SCADA, etc. Position will structure transactions with the full breadth of Vestas in mind to understand and support the organizational linkages and impacts.
- Owns the overall customer relationship between Vestas and assigned customers including business reviews at all levels both within Vestas and externally with the customer with the objective of achieving long-term partnerships with Vestas Wind Project owners and developing such customers into key accounts. Overcomes organizational boundaries to ensure customer expectations are met.
- Develops sales strategy and negotiates sound business deals with customers in accordance with company standards. Accountable for deal leadership and collaborates cross-functionally with colleagues to drive the contract negotiation process and to successfully close sales transactions. Deal negotiations are at a strategic level and require knowledge of all Vestas functions and the “value add” to contracts.
- Maximizes customer relationships to ensure future turbine unit sales, renewal of services, and to optimize new business opportunities through the sale of additional products and services. Actively pursues recapture opportunities for lost accounts.
- Prepares accurate account summaries for key accounts, negotiation plans, and sales strategies for pipeline customers and makes recommendations. Maintains regular, proactive communications, via face-to-face meetings, telephone and email with customers and sales management.
- Reviews and tracks issues from customers that are complex, cross-functional and/or cross-business unit in nature. Provides recommendations for issue resolution by appropriate internal group using centralized issues resolution processes. Provides contract expertise and assists with answering contractual questions from customers’ sales, warranty, and service agreements. Acts as internal customer advocate.
- Remains current on market regulations and industry trends which affect service offerings and turbine sales for North America and target markets. Understands broader market trends. Makes recommendations in terms of the impact to a region and/or other areas of the business which delivers measurable added value for Vestas. Proactively drives solutions to ensure risks of meeting plans are mitigated and customer needs are supported.
- Strong participation in marketing activities including trade show and conference attendance and product marketing development. Able to translate needs to solutions through product management.
- Maintains contact with and provides support to global key account managers to ensure that global key accounts are managed accordingly within each region in which the account operates.
- Provides guidance, mentoring and account assistance to BDMs regarding department policies and procedures to ensure they are maintained according to Group’s standards.
- Assists BDMs prior to, during, and after closing project negotiations, conflict resolution, and provide guidance on how to increase the account’s business case certainty.
Qualifications
- Bachelor’s degree in Engineering, Business, Sales or Marketing. MBA preferred.
- 7-10 years experience in all of the following skill sets as they relate to Sales: technical sales, commercial customer communications, contract negotiation, or legal knowledge and has distinct expertiset in at lease one of these disciplines. Experience selling power generation equipment to utilities and/or in the wind industry or complex capital sales environment preferred.
- Demonstrated success in the negotiation and closing of complex and/or long-cycle larger cap-ex agreements where long term partnering is crucial to success.
- Demonstrated success in understanding commercial terms, and negotiation strategy, balancing business profitability and customer needs.
- Working knowledge of projects developed for electrical generation. Background with an electrical developer a plus.
- Has a “Key Account Mindset”, specifically an understanding of how to manage customer accounts and support team selling. Demonstrated aptitude to identify business opportunities and initiate customer contact .
- Ability to understand technical language and to recognize and differentiate technical issues, and translate needs to the Vestas value proposition for a customer.
- Excellent written, and verbal, and presentation skills.
- Strong analytical skills and ability to make business case comparisons for internal and external presentation.
- Demonstrated customer relations experience.
- Strong developed organizational and influence skills with demonstrated ability to project manage deals leveraging the matrix of functional support of Vestas.
- Ability to perform under high pressure and dynamic work environment managing multiple deliverables.
- History of an attitude for teamwork.
- Previous experience mentoring and coaching other employees.
- Flexibility with travel-based on the overall company objectives (up to 50%).
- Displays high standards of ethical conduct. Exhibits honesty and integrity.
- Advanced knowledge of Excel, MS Word, and PowerPoint.
What we offer
As a member of the Vestas team, we offer a competitive salary and one of the most comprehensive benefits plans in the industry. Among the many amenities we offer: fully funded healthcare; dental; vision; vacation and sick time; generous 401(k) plan; tuition assistance; and much more.
It is the policy of Vestas to afford equal employment opportunity without regard to age, race, religion, color, gender, or national origin, and to afford equal opportunity to veterans and individuals with a disability, or any other characteristic protected by federal, state, provincial, or local law. Applicants requiring reasonable accommodation to the application and/or interview process should notify a representative within the People & Culture department.
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