Greater Dusseldorf Area
• +15 years’ experience in B2B Strategic Sales, Project Management, and Business Development; • Electrical Engineering background; • Energy Processing end-to-end Experience (Transformers, Power Conversion and VFD, Electrical Motors and Rotation loads); • Multicultural business proficiency (Working and managing); • Large Experience working in Matrix Global Structures; • Multilingual Fluency; CORE COMPETENCES: - Global Key Account Management; - Strategic Business Development - Global Project Management; - Customer Relationship Management (CRM); - Cross-Regional Project Sales Management; - Upselling and Cross-selling experience; - Value-adding Selling and Customer-tailored Solutions; - Strategic Business Deployment. ADDITIONAL COMPETENCES: - Expertise on Electrical Motors (LV and MV) and Electric Drives Solution (Enclosed, Cabinets and System Drives); - Strategic Sales Growth Planning (OEM and Project Businesses); - Communication and Relationship Management (communication efficiency and process improvement); - People Management and PM team leadership; - Customer Management Structure development; - KPI’s surveillance and target-oriented controlling system; - Strategic sales enhancement; - Mentor at Global Key Customer mentoring program.
Drive and support Key Growth initiatives for selected Customer in Electrification, Data Center and Marine. Improving Customer Relationship Management and boosting partners Business Excellence Experience for joint goals. Helping leverage Selected Customers potentials in Key segments towards Grid Efficiency and Green Energy industry Transition.
• Key Account Management; • Key customer Business Development; • Customer Relationship Management (CRM); • Wolong brand consolidation; • Global Projects Management (LDG); • Run Rate business (IDG) enhancement (Key Customers);
• Project Management and Commercial Management Consultant/Advisor • Market Segments: Food & Beverages, Services and Engineering.
• Key Account Management; • Strategical Projects management using “Salesforce” tool; • Key customer Business development; • GPM (Global Project Manager) and MTM (Multi-site Tendering Manager) roles and responsibilities; • GAM direct support and backup; • Flowserve Global Account back office management (KPI’s control, reports monitoring/issuing, WEG general management advisor).
• GPM exclusive for Flowserve Global Account; • In-house orders Management (OTD Report, Backlog Control); • PM redesign and innovative management (new methodologies and tools aligning customer demand with factories and branches capability); • PM Teams coaching, training and development; • Portfolio Management of High Profile and Strategical Projects (Contract analysis, order technical-commercial breakdown, “project handover” leader (sales to PM team), PM teams mobilization and activities assessment, synergy and integration, KoM, milestones surveillance, troubleshooting); • Customer Advocacy (Customer’s key contact and direct escalation point for PM); • PM back office management (payment events, commission payment, split sales credit, bank guarantee submission, customer credit analysis); • Risk assessment for Projects; • Sales team support (final proposals and project consolidation stage); • Customer Overall Quality Assessment (non-conformances, root causes and Lessons Learned analysis/management with internal areas support (quality, factory, TS).
• MTM exclusive for Flowserve Global Account; • Key Customers Business Development; • B2B specialist (supporting customer Global Procurement and Global Supply Chain team); • Solution oriented (customization, flexibility and integration); • Customer Advocacy (Customer’s key contact and direct escalation point for Sales); • Customer Management (Customer’s relationship development and key contact point for Sales); • Front Office and Back Office Roles (from project scope analysis, customized and integrated solution selection, prices strategy among other commercial delineations (delivery time, incoterm, terms and conditions), integrated proposal submission and follow up until final negotiation and order awarded); • Contract Analysis (with indirect areas support: financial, insurance and legal areas); • Sales back office management (KPI’s, Market Segment Leaders key contact); • Coaching and development of Multi-site Projects Offering teams • Project Management Team support (sales historical of negotiation).
• Trainee experience as part of University curriculum. • International Sales and project management for HV Transformer (Transmission & Distribution oil filled and dry Transformer) at WEG Transmission and Distribution.