ANZ Senior Sales Manager / Leader
Our mission is to create a more sustainable future by transforming the way we power our world. We believe in solving problems, building lasting partnerships with our customers, and the importance of the entire power ecosystem in forging a path to making a sustainable future certain.
We are looking for an experienced, highly motivated sales to join us to complete our team driving our growing success and ambitions leading the energy transition with our battery energy storage solutions for the ANZ markets.
In this role you will join a dedicated local and regional team, which thrives to build sustainable growth with and for our customers in an ever evolving market. We expect you to have a relentless problem solving attitude, be able to work collaboratively, have an ability to lead change and have a high motivation to meet ambitious targets.
Primary objective: Sales
· Lead deal teams to close deals and complex sales with customers
· Build strong commercial relationships with external stakeholders, implement strategic account approach to develop partnerships, be the voice of the customer in the organisation
· Grow with the team a sustainable pipeline of opportunities for the medium and long-term
· Lead and monitor offer preparation and negotiations with the deal team, focusing on both commercial and technical aspects of customer contracts with sales engineering / proposal manager and the assigned commercial project manager:
o Aligning the Fluence team to achieve the volumes and margins objectives
o Work with Commercial Project Management, Sales Engineering, and Procurement to formalise and finalise 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 the customer’ solution
o Identify BoP contractors or external partners if needed, and support communicating scope and evaluate proposals
· As necessary, support growing a strong and sustainable team across functions through either reinforcing the sales team or coaching other functions being one of the voices of the customer in the organization
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 ANZ 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 Market Application regional team and participate to external activities to shape markets and position Fluence’s value proposition
· Embrace and support Fluence’s regional 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, prioritisation, and implementation based on approved go to market strategy for region
Profile
· At least 7 years in a senior sales role
· Existing strong customer relationships, and experience in leading at all stages from sales cycle, from offering, negotiating until closing
· Ability to solve complex problems and experienced in managing large complex contract negotiations with multiple stakeholders and dimensions
· Independent, strong decision making and analytical skills
· Knowledge of Battery Energy Storage in ANZ preferred, or alternatively related to the power sector (Utility scale renewables or conventional) with full understanding of investment / decision making processes including grid connection
