Business Development Manager – Central America (Power Sales)*
| Application deadline | 2012-02-29 |
|---|---|
| Position description | Wärtsilä North America is currently seeking Business Development Manager – Central America for the Power Plants Sales department. Accountabilities include: • Accurately forecast and deliver sales ranging in magnitude of $5,000,000 to$ 100,000,000 each with Group Margins according to global Power Plant directives, margin targets, and acceptable risk profiles; • Increase awareness of Wärtsilä products and services and generate new customer base; • Sales in assigned sub-region; |
| Responsibilities | Main Responsibilities: Identify/Create Opportunities: • Develop and leverage expert knowledge of market Region • Identify industry trends, key players/customers, and opportunities • Educate Governmental Regulators and policy makers • Develop Greenfield projects and secure Government support/approvals • Develop relationships with market participants (i.e. potential key developers, investors, utilities, IPP’s, ESCO’s, brokers/agents, etc.) and transform into leads and/or opportunities • Assess project feasibility and identify customer’s project drivers • Prepare Sales development plan and budget • Review Sales plan with Regional Director • Implement Regional Marketing Program with NA Marketing assistance • Generate and qualify leads within Region Lead Sales Process: • Organize, manage and lead a team of cross functional experts (technical, financial, legal, O&M, etc.) in order to close sale • Collect competitive intelligence and recommend actions needed to improve Wärtsilä’s competitive positioning • Inform Regional Director when needed of all financial and legal issues to ensure compliance with company guidelines and directives. • Work closely with Product and Network companies serving the best interest of the Group. • Lead the development of a winning bid package: o Expedite project development timetable o Manage project development costs o Review/approve project cost calculations o Facilitate development of an effective technical solution • Maximize sales project margin balanced against competitive positioning • Sell Company’s added value services (e.g. WDFS, WOM, Service, etc.) • Contact and manage accounting, legal, fiscal and construction due diligence services on the transaction. Close the Sale: • Lead contract negotiations with customer (i.e. Supply, Construction, payment security, Financial, O&M/Service etc.) • Draft contracts to minimize Company’s risk profile • Prepare Sales Contract QA/QC documents for approval • Interface with Delivery Management, Service, WDFS, etc. Kick-Off Project Delivery: • Communicate contractual obligations to all Wärtsilä Divisions • Lead project transition from sales to delivery phase • Mitigate potential problems during project delivery phase • Coordinate external Press Releases, according to Corporate guidelines • Support Delivery Management as needed |
| Requirements | Education and experience: • Bachelor Degree; • Fluent in the Spanish language with good English skills; • Minimum 5 years experience working with senior customer decision makers (CFO, CEO, VP, President, etc.); • Power plant equipment sales, power project development and/or other similar power industry sales experience within the Central American region; • Comprehensive understanding of the energy sector; • Understanding of power generation financing, construction, operation, economic drivers; |
| Contact person to give further information | We look forward to hearing from you. Qualified candidates should apply online. BENEFITS: At Wärtsilä North America, we value our employees. We offer a comprehensive benefit package, including: • Medical • Dental • Voluntary vision plan • Matching 401k • Paid vacation, holidays and sick leave • Educational reimbursement • Short & Long Term Disability • Flexible Spending Account Wärtsilä North America is an EOE/AA employer |
| Country | USA |
| Job area | Business Development |
Business Development Manager – Central America (Power Sales)*
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