Netherlands
Finance/Risk/Commercial professional with 25+ years international experience (EMEA), mastering financial modeling, risk valuation, commercial processes. Contract terms and conditions and proposals generation key go to person.
- Customer Relationship Management: Serve as the main point of contact during contract discussions, foster win-win solutions and proactively address concerns to build trust and facilitate smooth negotiations. - Pre-Award Commercial Support: Advise on commercial terms during the bid phase and provide strategic input on risk allocation to support competitive, executable proposals. - Contract Negotiation Leadership: Lead end-to-end contract negotiations with customers, supported by legal, technical, and finance experts. - Risk management: Develop and implement negotiation strategies for each contract ensuring all agreements are complete, accurate and meet commercial risk requirements. - Order Intake & Handover: Ensure timely contract execution to meet order intake targets. Oversee documentation completion and lead the transition to delivery and service teams.
- Support the sales and engineering teams during tender negotiations to ensure terms agreed are mutually beneficial and clear to execute - Actively participate in project risk reviews, T&C reviews and negotiations and, ultimately, play an active part in win strategies - Ensure an accurate management approval process for opportunities and a seamless handover to the project execution team - Proactively shape risks and opportunities in contractual negotiations in order to package acceptable deal outcomes - Evaluate projects in terms of commercial and administrative conditions during offer stage and giving inputs to Capex and Opex preparation - Analysis, screening, and commentary of commercial tender documents and support for completion of offer documents prior to submittal in close cooperation with legal - Manage securities and guarantees from parent companies and external securities provider - Support financing solutions in close cooperation with banks and financial institutions - Coordination of tax and tax concepts, customs, logistics, and insurance topics together with subject matter experts - Define currency strategy and managing currency risks during tender and offer stage - Forecast and planning order entries, margin, and revenue recognition - Facilitate lessons learnt from prior bids and tenders to ensure encourage a lessons learned culture to drive improvement - Continuous review and improvement of existing processes and tools
Responsible for driving best in class Inquiry-to-Order excellence to successfully enable Europe region growth: establish and run commercial KPIs, driving productivity, master commercial tools and processes to enable continuous improvement and simplification, share best practices regionally and globally, lead training program, own delegation of authority compliance, key go-to-person in Europe region for SFDC/CPQ, supporting 180+ sales/commercial professionals.
Responsible for risk management for power plant service business in Europe, providing risk management solutions and negotiation support to sales/commercial team for power plant multi year agreements and upgrades, portfolio monitoring and defining proactive renegotiation strategies, deal structuring to include upgrades in multi year maintenance agreements, determining impact on contract financials and long term contracted technical performance guarantees. In 2007 I held 3 months commercial assignment in Dubai. In 2010, I held risk leader delegation of authority for Eastern Europe and spent 1 year in Eastern Europe HQ office as expatriate, negotiating and closing 60M$ multi year agreement in Russia. 1 year assignment (2012 – 2013) as project manager: realized 4 gas turbine upgrades, successfully delivered performance targets on budget, on quality and on time, achieving full customer satisfaction. Managed extra scope to minimize impact on schedule and received order and relevant payment for all extra works.