Senior Commercial Sales Manager

Manages controlling & reporting and commercial tasks in Sales areas to directly support effective and profitable Business and supports accountable management in assigned area of responsibility.

A passion for renewable energy and a sense for the importance to lead the change. We are also looking for…

• Guides ongoing comparison of objectives and their achievement, drives consistent steering actions to achieve the targets set by the business in terms of new orders, sales, profits and cash.
• Manages or contributes to ongoing optimization processes to ensure rationalization potential, to optimize productivity, and to meet safety requirements.
• Analyses deviations in detail incl. preparation of presentations and decision memos for management of the business or local entity level.
• Coordinates and organizes all financial and commercial activities within the scope of the applicable business processes for sales and bidding.
• Guides complete and timely elaboration of all necessary financial/commercial documents for the sales (including On Shore & Services) and bidding process, e.g. contract analysis, evaluation of risks, project selection, bid/no-bid decision, LoA.
• Experience & knowledge on operations & maintenance services and dealing with commercial conditions of the contracts and renewals will be an added advantage.
• Reviews and approves bids (LoA) within responsibility of the business or local entity.
• Performs ongoing optimization of organization, procedures and processes to ensure rationalization potential, to optimize productivity and to increase customer satisfaction.
• Guides technical partners in commercial and financial matters.
• Ensures contract Management / Contract Structuring for internal and external business(Contract Analysis, clarifications, deviations, tax analysis (PATAC), contractual risk evaluation, insurance concepts)
• Ensures Bond and Guarantee Management during the Bid phase.
• Takes responsibility for the commercial correctness, Creditworthiness check of external customers, and hand-over-process of project calculations to PM.
• Completes foreign currency calculation in the offer stage.
• May coordinate risk and internal control management (incl. ERM, internal regulations).
• Leads the organization assigned and manages all employees.
• Well-versed with process commercial sales proposals.
• Negotiating with customer.
• Should do contract review of both ON & Services Contracts.
• Audit of Sales process.
• Mitigating risk and opportunities.
• Organizing risk workshop.
• Ensure complete timely handover from sales to execution.
• Lead and facilitate the SBA process (forecasting, preparation, follow-up, commercial term review and approval requests) to ensure timely delivery of necessary input from support functions.
• Confirm compliance with SBA mandates for signing contracts (Prices, Conditions, CPs).
• R&O: Evaluate commercially risk and opportunity analysis with SBA (manage risk & opportunity review workshops with all stakeholders and ensure transparency on commercial evaluation of identified risks/contingencies and opportunities).
• Organize risk workshops with all main stakeholders as part of the SBA preparation.
• Provide, evaluate and confirm compliance of costs and accruals.
• Ensure compliance with released guidance provided by all internal stakeholders (Memos, F-Price, Budgets, etc.).
• Request and prepare the commercial documentation together with the Project Team for the internal approvals (SBA) for ON.
• Lead negotiations of terms and conditions with the Support of the Account Manager in contract negotiations.
• Identify, manage, and mitigate contract risk , including commercial risks e.g. cash-flow, currency, hedging risks.
• Secure financial instruments in terms of payment, insurances, export control, liability regime, etc.
• Complete and timely execute all necessary financial/commercial documents for the sales and bidding process.
• Audit and process: Represent Sales in periodic internal and external process audits; maintains Sales procedures and compliance.
• Continuous Improvement: Ensure collection of lessons learned and considering LCOE for our customers as critical driver.
• Contract Review: Launch Independent Contract Review request once contract/agreement is ready for signature.
• Project Handover: Complete and timely deliver all financial/commercial relevant documents and inform the project execution.
• Other: Support Regional Commercial Head (legal entity creation is the scope of the regional / subregional Commercial Head) RPT process when required.
• Coordinate activities with non-Sales functions such as: SFS, legal, taxes, insurance, ECC, Compliance, Treasury.
• Follow up with Sales about the signature of contracts and contract activation providing evidence that all CPs have been fulfilled (to book project).
• Train and support Salesforce users on processes and procedures.
• Support report creation and data utilization.
• Perform periodic audits for data consistency, accuracy of CRM financial data for their projects.
• The candidate should have minimum 10-15 years of experience in Contract review (Both Onshore & Services), Negotiation with Customers, understanding contract structures & commercial clauses.
• The desired education is Engineering Degree with Law Degree (or) a Lawyer would be the best fit.
• Preferred candidate from Wind Industry.

Location:-

• Gurgaon, Haryana.

Company Overview:-

With a worldwide installed capacity of 89 GW, Siemens Gamesa Renewable Energy has a presence in more than 90 countries and a team of 23,000 employees worldwide. Its end-to-end value chain presence encompasses onshore and offshores wind turbines design, manufacturing, installation as well as cutting-edge service solutions. The global headquarters and legal domicile of the company is located in Zamudio, Spain. The company is listed on the Spanish stock Exchange.