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Regional Sales Director – Chicago – United States

General Purpose:
Responsible for directing and leading sales and business development within assigned region and market segments, and generation of orders and revenue through targeted customer sales solutions. Has the primary responsibility to develop a sales program, strategies, and staff to achieve objectives for the organization, tracking performance against results and reporting to management. Provide plans, policies and programs related to the organization’s sales activities. Champions, either directly or through staff, all key account relationships to optimize both regional share of customer wallet and CM results.


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Essential Functions:

  1. Leads in the development and achievement of business plans and strategic targets for defined region in North America. Identifies the drivers and segments of the marketplace and positions the company and its offerings. Creates and executes an action plan and timetables aligned with the company’s strategy, customer requirements and expectations in order to achieve Firm Order Intake ,Transfer or Risk & Customer Loyalty Survey targets
  2. Leads and develops a commercial strategy for growing business revenue in the region with sustainable profit growth, both on the product and services side of the business
  3. Leads effective negotiations to build the region’s business portfolio.
  4. Identifies and develops strong relationships with consultants, developers, wind farm owners and local political and/or other market influencing entities resulting in early involvement and optimal positioning in purchase agreements, contracts, competitive pricing, and revenue growth
  5. Directs a team of sales professionals in execution of the following:
    • Quality work product with respect to SAP/CRM opportunities and accurate PMT (Project Management Tools) performance
    • Preparation for Sales Management meetings (6Q, Pipeline Reviews ,Weekly Cash Flow and OI Meetings, preparation and strategy for DEF reviews, etc.)
    • Support deal strategy development with S/BDMs, including relevant terms and conditions, pricing, wind park economics and overall planning of the sales process
    • Participate in Sales planning, forecasting and goal setting
    • Oversee closure of deal activity including internal and external interfaces as needed (ensure effective Deal Closing Plans implemented)
    • Ensure timely and accurate handovers from Sales to Projects
    • Coordinate with Vestas Americas Service Sales team on major service terms and condition
    • Conduct marketing activities such as attending trade shows, conferences and seminars, and keeping up-to-date on industry trends and developments that affect target markets
    • Engage & activate cross-functional support (GR, Marketing, MI, TSS, Legal, Transport, etc.) in the strategy development & execution.
    • Drive innovative market strategies to increase market presence and penetration
  6. Responsible for people leadership and management:
    1. Hiring, training, performance management, and daily accountability of team
    2. Participate in the selection, coaching and mentoring of the Business Development team members &/or Technical Sales Specialists. Provide PDD (developmental input) during annual and semi-annual performance feedback process

EDUCATION, TRAINING & SKILLS REQUIRED:

  • Bachelor’s degree in Engineering, Business, Sales or Marketing. MBA preferred.
  • 7-10 years’ experience in all of the following skill sets as they relate to Sales: technical sales, commercial customer communications, contract negotiation, or legal knowledge and has distinct expertise in at least one of these disciplines. Experience selling power generation equipment to utilities and/or in the wind industry or complex capital sales environment preferred.
  • Proven/experienced working leader/manager – must role up sleeves alongside staff & support functions.
  • Experience influencing and/or leading high performing, highly matrixed, cross-functional teams
  • Demonstrated success in the negotiation and closing of complex and/or long-cycle larger cap-ex agreements where long term partnering is crucial to success.
  • Demonstrated success in understanding commercial terms, and negotiation strategy, balancing business profitability and customer needs.
  • Working knowledge of projects developed for electrical generation. Background with an electrical developer a plus.
  • Has a Key/Strategic Account Mindset/Experience, specifically an understanding of how to manage customer accounts and support team selling. Demonstrated aptitude to strategize for business development, and lead others in doing so.
  • Ability to understand technical language and to recognize and differentiate technical issues, and translate needs to the Vestas value proposition for a customer.
  • Excellent (Executive Level) written, and verbal, and presentation skills.
  • Strong analytical skills and ability to make business case comparisons for internal and external presentation.
  • Demonstrated customer relations experience.
  • Highly developed organizational and influence skills with demonstrated ability to project manage deals leveraging the matrix of functional support of Vestas.
  • Ability to perform under high pressure and dynamic work environment managing multiple deliverables.
  • History of an attitude for teamwork.
  • Previous experience mentoring and coaching other employees.
  • Flexibility with travel-based on the overall company objectives (up to 50%).
  • Displays high standards of ethical conduct. Exhibits honesty and integrity.
  • Advanced knowledge of Excel, MS Word, and PowerPoint.

Scope:
DIFFERENTIAL PROGRESSION:
Depending on regional size, complexity and/or proven growth, the Head of Regional Sales Office will be filled by either a Sr. BDM, Director or Sr Director.
IMPACT
Decision-Making: Independent decision making; performs work under low level of supervision.
Impact: Results of this job may have serious impact on objectives for several months.
Supervisory Authority: Supervision of multiple (up to 3) direct reports. (Director & Sr. Director only)
Budget Management: Responsible for developing and maintaining department budget.
KNOWLEDGE
This role will be responsible for overseeing the transfer of turbine technical knowledge to customers and internal sales personnel, both remotely and in person. It will also be responsible for ensuring the gathering and development of all technology ideas internally within the Sales Business Unit for transfer to Technology R&D or integration into future turbines.

COMMUNICATION
Interacts with personnel throughout the company, consultants and customers

INNOVATION
This role and the members within the subsequent group will be responsible for fostering the development of innovative client solutions and communicating such to Technology R&D through the Request for Non Standard Product process. In addition, this role will also be responsible for developing Client communication processes from a technical perspective as well as internal Key Account and Bid Management procedures.

WORKING CONDITIONS
Travel up to 50%.

It is the policy of Vestas to afford equal employment opportunity without regard to age, race, religion, color, gender, or national origin, and to afford equal opportunity to veterans and individuals with a disability, or any other characteristic protected by federal, state, provincial, or local law. Applicants requiring reasonable accommodation to the application and/or interview process should notify a representative within the People & Culture department.

WIND. IT MEANS THE WORLD TO US.
By joining Vestas, you join the only global energy company dedicated 100% to wind energy. Together with our customers, we have installed more than 51.000 turbines in over 70 countries, and we remain committed to increase that number via our superior, cost-effective wind technologies, products and services.

Since Vestas was founded in 1979, Vestas has achieved a market-leading position with more than 60 GW of installed wind turbines or around 19% of total global capacity.

Every day, everyone at Vestas works to make Vestas the undisputed global wind leader and the world’s energy mix more sustainable – join us, and be part of ensuring a sustainable future for our planet.

Click Here To Apply

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