Entrepreneurship in the territories: is it the right time?
Job Description
This role directly manages sales for specific accounts, segments and countries within APAC as part of the regional sales team.
To reach the objectives, the Sales Director is expected to have strong experience driving “deal teams” and formulating closing strategy for sales deals all across APAC. The candidate shall lead by example along the sales cycle, from early detection of projects / pipeline growth until deal closing. This position is expected to work very closely across all functions in the organization – local, regional and global.
Sales
· Closing deals and complex sales to meet the allocated segments / accounts / countries topline and margin budget targets within APAC, and build a sustainable pipeline of opportunities for the long-term.
· Build strong commercial relationships with external stakeholders, implement strategic account approach to develop partnerships
· Lead offer preparation and negotiations on commercial and technical aspects of customer contracts with local sales leads / sales engineering / proposal manager and the assigned commercial project manager:
o Aligning the Fluence team to achieve the volume objectives
o Work with local GMs, local Sales Leads, Commercial Finance Management, Sales Engineering, and Procurement to formalize and define solutions for customers and get relevant customer and Fluence approvals for sale
o Develop full understanding of Fluence energy storage technology platforms and their capabilities to provide customers with technical support and differentiated offering
o Capture customer commercial, technical and application requirements, as well as problem(s) to be solved to help define competitive solutions
o Support finding Balance of Plant contractors or external partners if needed, and support communicating scope and evaluate proposals with the deal team
· Adhere and apply to governance along the sales cycle (SFDC, Go/No Go, Capture teams, Close plans), including holding up to forecasts
Business development / growth
· Understanding of the Fluence energy storage current and future technology platforms to sell based on value proposition / differentiation
· Provide customers with technical support as well as feedback of customer needs to Technology / Product Management and Growth teams - Constant communication of APAC market needs, activities, learnings, and targets. Be the voice of the customer.
· Develop network and market knowledge of relevant electricity grids / markets in coordination with the regional Commercial Growth team and take part to external activities to shape markets and position Fluence’s value proposition
· Embrace and support Fluence’s local growth strategy, focus on defined customer(s) and customer segments and execute according to that strategy.
· Identify new market segments, applications, business models, sales channel, contracting models, and delivery models/partner strategies for review, prioritization, and implementation based on approved go to market strategy for region
· Develop and manage approved sales channels through the formulation, adoption, and management of sales/marketing programs / policies with the support of the region’s Commercial Growth team
· Ensure the proper implementation of such sales and marketing programs and policies in Fluence, as well as report on the effectiveness and manage the continuous improvement of said programs
· Execute specific assigned projects in relation to the development and management of market segments, applications, business models, and sales channels
Profile
· At least 15 years in a senior / large projects sales role in APAC.
· Experienced in managing deal teams to close contract negotiations
· Strong knowledge of utility-scale Battery Energy Storage in APAC or alternatively related to the power (renewables) and T&D markets with existing relationships with key players and full understanding of the investment / buying processes
· Collaborative with an ability to solve complex technical/commercial problems and to be the voice of the company towards the market
· Conversation leader with strong decision making and analytical skills
