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As Service Sales & Account Manager you are a key front-line member of the regional Service Commercial team. You should create great customer experience and employ value-based sales practices to maximize the commercial growth of Vestas’ Service After Sales business and thereby contribute to meeting or exceeding the commercial short and long-term targets; revenue, order intake, contribution margin.
Responsibilities
Developing, maintaining & utilizing appropriate customer understanding for assigned accounts
- Understanding customers’ general business model and strategy for the ownership & operation of their RE/wind assets
- Understanding customers’ organizations, key stakeholders and decision processes
- Understanding business case drivers & buying criteria for specific opportunities
- Proactively developing & maintaining relationship to existing and new customers
- Preparing & maintaining account sales plans in line with Service Business Strategy
- Identifying potential improvements or new business opportunities for Vestas Service solutions based on understanding of customer needs
- Communicating continuously, consistently and professionally with customers
- Achieving highest levels of customer satisfaction
Developing, maintaining & utilizing market understanding
- Understanding local energy market and their implications on Operations & Maintenance strategy as well as needs of customers
- Understanding competitors who are active in the local market, their overall offerings and value proposition across different Service business areas
- Establishing and maintaining relationship to key external stakeholders in industry
- Identifying required improvements or new business opportunities for Vestas Service solutions based on understanding of market or competitor dynamics
- Developing & closing Service Sales After Sales opportunities by effectively conducting the sales process from origination to value engineering and negotiation & closing across all Service Business Areas (Maintenance Contracts, Parts & Repair, Fleet Optimization, and Multiband)
- Preparing customer pitches & presentations regarding Vestas’ Service solutions and value proposition
- Generating new opportunities & leads based on customer, competitor and market understanding
- Identifying key value levers and setting winning deal strategy
- Preparing deal-specific cost-base and pricing (supported by internal tools & relevant SMEs)
- Developing, writing & submitting compelling proposals / quotations in response to customer enquiries and tenders
- Continuously optimizing deals to create best possible win-win outcomes for customers & Vestas
- Implementing deal negotiations (with support from Legal team)
- Developing and managing detailed closing plans to ensure correct implementation of deals
Qualifications
- Bachelors / Master’s degree in Business, Economics, Engineering or Energy
- Relevant commercial experience or skilled commercial affinity
- Relevant experience in the following areas of advantage B2B sales environment, ideally in heavy industry or energy sector (e.g. WTG OEM, utilities, infrastructure, RE project development etc.
Competencies
- Written and verbal fluency in both English and Japanese
- Solid commercial insight and financial literacy
- Understanding of large infrastructure project economics and financial metrics
- Skilled interpersonal skills resulting in ability to develop & maintain solid customer relationship
- Ability to work as part and coordinate cross-functional teams
- Team-oriented person with ability to work in a multi-cultural context as part of a global matrix organization
- Results and solution-oriented mindset
What We Offer
- We offer you the opportunity to make a difference and to work in a multicultural and international company, where you have the possibility to test your skills and develop professionally.
- Great colleagues that support each other and work together
- Solid opportunities for professional and personal development
- A broad interface with many stakeholders· The opportunity to create the best supplier collaboration
- The opportunity to make your mark on our service sales strategy
- A position where you can contribute to a greener and sustainable future
