Business Development Manager- Sales

Wärtsilä is leading the transition towards a 100% renewable energy future. We Wärtsilians help our customers unlock the value of energy transition by optimizing their energy systems and future-proofing their assets. Did you know Wärtsilä has delivered 74 GW of power plant capacity and more than 80 energy storage systems in 180 countries around the world?

In this fast-changing world of energy, we are constantly on the lookout for future-oriented talent to join our team and to work towards enabling sustainable societies through innovation in technology and services - together. Want to join the ride? 

Wärtsilä Energy is seeking a Business Development Manager, focusing on engine-based power plants to join our business development team in India.

Wärtsilä Energy leads the transition towards a 100% renewable energy future. We help our customers unlock the value of the energy transition by optimizing their energy systems and future-proofing their assets. Our offering comprises flexible and base load internal combustion engine-based power plants, energy management systems, and battery storage, as well as lifecycle services that ensure increased efficiency and guaranteed performance. 

Wärtsilä has delivered 73 GW of power plant capacity in 180 countries around the world. www.wartsila.com/energy

The successful candidate for this position will be accountable for opening up new markets, creating a pipeline of projects, and originating sales for New Build and Life Cycle Services Agreements for engine-based power plants in India.

As a part of the Energy organization, you will be part of the region's business development team driving initiatives on the energy transition and working closely with our MEA Growth & Development team. This position is based in our Chennai office and reports directly to Director- Energy Business India.

This position's main accountabilities and responsibilities are:

• Promote Wärtsilä products/solutions to create a strong market presence in India and build long-term relationships with existing and new customers throughout the life cycle.
• Promote Energy Business strategic objectives and value-based selling propositions to support customers’ decisions.
• Drive growth in India by originating new business opportunities and building a pipeline for Energy new build projects and life cycle services agreements.
• Accurately forecast and deliver sales with profitability and risk profiles according to Wärtsilä directives.
• Responsible for order-in-take and order book in India for new build engines-based projects
• Own customer relationship and opportunity business case/es (Capex & Opex)
• Adopt a value-based and analytical sales approach that is centred around understanding our customer needs, business case, decision-making process
• Develop tailored business cases/value propositions for our solutions and services.
• Develop, and execute India country strategy and action plan, maintain sales opportunities data in CRM, and keep updated progress.
• Develop long-term customer relationships and satisfaction, by supporting customers in their lead development and decision-making process and ensuring a high level of satisfaction throughout the sales process and execution of new build projects.
• Lead and formulate proposal strategy, negotiations, and contracting process with customers' internal stakeholders and coordinate deliverables tasks with clear expectations.
• Lead negotiations (technical & contractual) and ensure quality aspects related to commercial, technical, risks, and compliance are addressed.
• Collaborate closely and support the Project Sales Director, BDM Lifecycle, and Country Operations teams to increase awareness of business and adapt offerings.
• Collaborate closely with Project Management and delivery teams to secure the best Customer offerings.
• Engage proactively with a diverse range of key stakeholders, including utilities, policymakers, project developers, and financiers.
• Support customers in their lead development and decision-making with arguments supporting a full life-cycle view.
• Represent the Voice of Customers to internal stakeholders.
• Develop a solid understanding of relevant local legislation and the requirements for doing business.

POSITION REQUIREMENTS

• Comprehensive understanding of the energy/power sector (IPP & utility, Oil & Gas, Refineries), Infrastructure, Fertilisers, Cement & Industry, Mining), energy policy, and economic drivers of the country (s) assigned.
• Solid understanding of relevant local legislation, regulatory landscape, and the requirements of doing business in a commercial energy environment.
• Consultative or value-based selling skills, with the ability to understand customer needs and develop a winning solution.
• Demonstrate success influencing senior-level stakeholders in utility, commercial, and industrial energy environments.

• Strong communication and networking skills externally and internally to manage Customer / Stakeholder relationships.
• Experienced working with top-tier management consulting/ investing firms and governmental energy regulators.
• Has a strong professional network with energy industry stakeholders, including power generation project developers, independent power producers, utilities, policymakers, regulators, and system operators.
• Demonstrates an entrepreneurial attitude, being self-directed, goal-oriented, and innovative in approach.
• Strong business and results orientation with a proven track record in successfully leading energy sales projects.
• Strong technical/commercial aptitude, critical thinking, and analytical skills.
• High attention to detail, with the ability to drive complex opportunities to profitable closure.
• Proficiency with MS Office and SalesForce.com, and the ability to learn new tools to support objectives.

POSITION QUALIFICATIONS

• Engineering degree in Mechanical or Electrical domain.
• Candidates with MBA – Sales & Business Development will be preferred
• Minimum 7 years of working experience in the power industry in a business development role, having worked for Independent Power Producers (IPP), equipment suppliers, utility, consultancy, or other power energy market stakeholders.
• Master’s degree in energy or economics.
• Candidate must have multiple languages capability and preferably Tamil language proficiency. 
• Excellent communication, influencing, and public speaking skills.
• Good command of spoken and written English

Why you and us:

We at Wärtsilä believe in empowerment, ownership and taking responsibility of our work. We support each other’s growth and co-creation is the true basis of our innovation. We have courage to see opportunities and take initiative. We are authentic and honest, and we strongly believe in a diverse and inclusive work community where everyone can be their true self. We don’t always get it right the first time, and if mistakes are made, we make sure to learn and grow from them. We want everyone to voice their opinions freely. That is why we have built an environment that empowers you and everyone around you, and where you can feel safe and cared for.

Are you eager to be part of this ambition?

How to apply:

Contact & next steps
 

Submit your application before the deadline through our Careers portal. Applications through email will not be considered. After submitting your application you’ll receive a confirmation email. We try our best to get back to everyone within 2-3 weeks after application deadline.

In case of any questions, reach out our Regional Talent Acquisition Team at careers@wartsila.com

Last application date: 17/09/2024

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. We emphasise innovation in sustainable technology and services to help our customers continuously improve their environmental and economic performance. Our dedicated and passionate team of 17,000 professionals in more than 200 locations in 68 countries shape the decarbonisation transformation of our industries across the globe. In 2021, Wärtsilä’s net sales totalled EUR 4.8 billion. Wärtsilä is listed on Nasdaq Helsinki. Find out more at www.wartsila.com.