Sales Manager

Fluence is the leading global energy storage technology and services company, created and backed by Siemens and AES, two industry powerhouses and pioneers in energy storage. Fluence unites the scale, experience, breadth, and financial backing of the two most experienced icons in energy storage.

Our mission is to create a more sustainable future by transforming the way we power our world. Energy storage is critical to this transformation, yet today the market is fragmented and customers face the challenge of finding a trusted technology partner amidst conflicting technical claims, inexperienced vendors and installers, and new market entrants with limited power sector knowledge.

Fluence brings the proven technology solutions and services that overcome the commercial and regulatory barriers that stand in the way of modernizing our energy networks. We are the partner that can deliver at a global scale with the most experienced and knowledgeable team in the world.

 

·  Coordinate the deal teams to close deals and complex sales with customers

·  Contract negotiation of upstream and downstream construction, design and equipment supply contracts

·  Build strong commercial relationships with external stakeholders, implement strategic account approach to develop partnerships, be the voice of the customer in the organisation

·  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

·  Understand 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 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

· Minimum 5 years’ relevant business experience

· 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

· Excellent communication and interpersonal skills, including consultation and facilitating teamwork.

· 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