Project Sales Director, ES&O, AFEU

Project Sales Director – Energy Storage & Optimization

As part of the new Energy organisational model, Energy Storage & Optimization will have full P&L responsibility. There will be six main functions reporting into the updated ES&O organisation: Sales Management, Operations including Project Management and Delivery, Software Engineering, Product Management, Supply Management, and Finance & Control.

We are looking for a Project Sales Director to work within our growth markets. As a Project Sales Director, you will be accountable for leading Storage EPC Sales for cross-functional teams. You will have a leading role to ensure we have predictable and profitable sales, thus meaning that the sales margins - with the right pricing strategies and accurate cost estimations - are in favour of Wärtsilä, and project execution is predictable.

You will be a member of the Management Team for Sales Management, reporting to the Director, of Sales Management. This is a newly established role.

The preferred location is the UK

Responsibilities:

• Lead the ES&O sales EPC opportunities in your growth market area
• Ensure qualitative sales and proper sales margins all the way to the project execution. Ensure correct pricing strategies and accurate cost estimations
• Lead the large stakeholder group and Project Sales Team towards the goals
• Utilise S&OP data as a base when assessing the correct cost estimations and schedules
• Ensure tenders and requirements are understood in detail within the project sales team and high-quality tenders are prepared
• Ensure risks are evaluated correctly
• Ensure necessary internal reviews are conducted and acceptances received
• Ensure Wärtsilä contracting policies are followed and proper contract terms are achieved
• Lead the contract negotiations and contracting process. Prepare winning sales negotiation strategy. Aim for building the service agreements
• Manage and maintain customer relationship
• Manage, follow up and report the progress of sales project and CRM data accuracy
• Ensure proper sales documentation and closing the deal
• Ensure sales project is properly transferred to project execution
• Drive Wärtsilä Purpose and demonstrate Wärtsilä values

Requirements:

• 10 yrs exp. in the utility-scale renewable energy industry, with a strong preference toward candidates with prior battery energy storage experience
• Is a senior sales leader with a strong track record of building and leading high-performing teams
• Has a strong track record of negotiating complex ES&O sales projects
• 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

Your success will be measured by

• Successful project sales with end-to-end profitability
• Sales team engagement & Customer Satisfaction 
• Order intake, net sales & profitability (Ebit)

Last application date: 04/10/2023 

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 200 locations in 68 countries, shape the decarbonisation transformation of our industries across the globe. Read more on www.wartsila.com.