Commercial Leader, Grid Systems Integration APAC

Job Description SummaryAPAC for Grid System Integration is a growing region with a vibrant cultural diversity. Its one of the largest geographically spread region. APAC is witnessing energy transition towards net zero goals. Renewable integration and network strengthening is driving demand for products and solution which can help energy transition. HVDC & Power Compensation opportunities are emerging and providing growth potential to GSI APAC region.

Reporting hierarchically to the GSI APAC Leader and functionally to GSI Global Commercial & Marketing Leader, the GSI APAC Commercial Leader is responsible to lead and develop the GSI Sales across the APAC Region in coordination with the APAC Tendering and Project Execution teams, with the GSI Centers of Excellence, and with the other Grid Solutions Product Lines. In this role, he/she leads the GSI Sales teams in APAC, with which he/she is accountable for Sales Strategy definition and Implementation, develops Customer Intimacy, business development and Order Intake, while ensuring the strict application of GEV Ethic, Compliance and processes with very effective orientation towards HVDC, Power compensation and AC System projects.

Job Description

Responsibilities

• Develop a vision and a strategy to maximize profitable growth for GSI in APAC, influencing market and customer trends, finding disruptive business models and solutions, and increasing GEV value-added to the market. Translate this vision and strategy into concrete commercial action plans for the APAC Sales team and contributes to the strategic plan.
• Develop knowledge of and relationship with GSI customers in APAC as well as deep understanding of their organization, and of their key players.
• Gain clear understanding of customer needs and decision processes & drivers. For target customers, provide top of the class support and ensure that GSI APAC sales team is their preferred point of contact to support developing their solutions.
• Accountable for pipeline identification, pipeline management and for demand creation for GSI in APAC, ensuring engagement with customers from early stages of demand definition.
• Align with the defined commercial action plan, prioritize growth on the most profitable business segments, generate and identify early the most interesting business opportunities, while also ensuring that the pipeline generation is continuously aligned to deliver the defined strategy, budget and latest forecasts.
• Ensure full alignment, involvement and support to pipeline prioritization and to the Commercial Strategies from the Sales & Tendering teams from the other Grid Solution business lines involved in GSI projects.
• Accountable for the preparation of the GSI Sales Budget and Long Term Strategic plan in APAC, by quarter, and for its delivery as per plan, for each quarter of the plan (volume, profitability, and down payments).
• Accountable for the monthly updates and corresponding monthly commercial reports of the progress and forecast of order intake vs plan by quarter.
• Leads the GSI Sales team in APAC to prepare, negotiate and win target offers and ensures proper coordination with leaders of involved stakeholders in the preparation of such offers (tendering, financing teams, sourcing, project execution teams, commercial teams from other involved Grid Solutions Business Lines, etc.). Deliver targets for sales in line with forecast and ensuring the effectiveness of the orders in timely manner.
• Ensure the Sales Team in APAC defines and implements Commercial Strategies bringing value to our customers while differentiating from competition, supporting customers into solution definition from early stages of project development, maximizing profit & cash, and mitigating risks.
• Leads the GSI Bid Management team in APAC to transfer won offers to execution teams, and to fully consider return of experience from execution teams.
• Leads and develops the Sales team of GSI in APAC, ensuring we have the right set of competencies to increase GEV value proposals and differentiate from competition.
• Accountable for the compliance with allocated team budget.

Qualifications/Requirements

• Bachelors/Master degree in Engineering with at least 15 years experience in the Energy industry.
• Experience in international EPC project development and execution. Experience of HVDC technology and solutions and understanding of the Power Compensation business.

Desired Characteristics

• Strong business acumen supported by technical/commercial/marketing/financial knowledge.
• Strong strategic thinking, coupled with capability to convert strategies into operational actions, and effective structured communication at all levels.
• Strong negotiation skills.
• Successful experience of building and leading multi-cultural teams, displaying inclusive behavior with success in remote leadership.
• Familiarity with contractual and commercial risks and mitigation.
• Orientation towards numbers and business acumen.

Additional Information