长协服务销售 - 高级经理

Job Description Summary

The MYA Sales Manager will report to the Gas Power Contractual Service Sales & Commercial Director and will support Asia/China Gas Power regarding CSA Strategy Development, External meetings/negotiations, Commercial positioning, Value proposition, Deal structuring advice, Terms & conditions positions and ultimately drive closure to MYA Opportunities (New CSAs and New MMP (New Units and Installed Base capture), CSA&MMP Renegotiations, Settlements, Concessions) and drive growth opportunities i.e. Upgrades. Additionally, working closely with the Asia Pole ITR teams, the MYA Sales Manager will contribute CSA commercial and MMP Commercial KPIs and financial performance, including punch-list/pacing reviews and timely closure to assigned deals. The MYA Sales Manager will be a key contributor for commercial actions related to de-risking the CSA portfolio and support the MYA portfolio health teams on risk and mitigation on assigned deals.

Job Description

Roles and Responsibilities

• Execute on assigned opportunities to assure Gas Power Asia Pole wins profitable and productive CSA Backlog or MMP backlog
• De-risk and defend the Gas Power Asia Pole CSA portfolio through assigned opportunities
• Strategic positioning and influencing of early stage deals to support Account Managers to develop creative solutions and drive key initiatives that create CSA op profit and cash growth while mitigating risks to backlog
• Lead ITO process and deal negotiation in cross-functional team including Sales, CommOps, Risk, OTR, Engineering, Finance, & Legal to ensure compliance with Policy 5.0 and other internal processes
• Own CSA financial analytics, P5 Deal Calculator configuration and support Account Manager with interpretation of financial metrics for assigned deals.
• Provide subject matter expert guidance to Account Managers for contract amendment, terms creation and risk/reward analysis
• Collaborate with NU Sales teams to develop Lifecycle strategy with MYA to drive New Unit penetration and win profitable MYA backlog.
• Support Daily Mgmt., Punchlist reviews, Strategy review for the CSA Business Line for the Pole, as required
• Support ITR and Business Line Portfolio Health initiates such as risk quantification and mitigation strategy development.
• Collaborate with Services Account Manager to identify and develop growth opportunities (i.e. Capture, Extension, Digital etc.)
• Support the Business Line on best-practices and lessons learned with Global teams for product strategy development.

Required Qualifications

• Bachelor's Degree in Engineering, Business, Marketing, or related discipline from an accredited university or college
• Minimum 5+ years of power industry sales experience, including negotiation in power plant equipment offerings and/ or services offerings.
• Significant experience in contractual services commercial, operations, and/or risk management
• Strategic mindset, understanding biz financials
• Strong business acumen and presentation skills
• Proficient in tools to run financial scenarios and drive outcomes.
• Willingness and ability to travel, as needed, for customer and deal enablement.

Desired Characteristics

• Strong interpersonal, influencing, and team building skills; proven ability to work well in a matrix environment
• Strong oral and written communication skills
• Strong financial management skills; MYA accounting expertise
• Strong contracts fluency
• Deep knowledge and experience negotiating from a variety of contract forms and Strategy development and proven track record of timely deal closures.
• In-depth network and knowledge of power industry
• Integrity: accepting and adhering to high ethical, moral, and personal values in decisions, communications, actions, and when dealing with others
• Able to build a connection to key stakeholders and establish credibility quickly. Manage and resolve conflicts