Job Description Summary

Job Description

Roles and Responsibilities

Commercial Strategy & Pipeline Management

• Develop and execute the commercial strategy for PCS services in the assigned region/portfolio.

• Own the services opportunity pipeline: identify qualify and prioritize opportunities across installed base and new service offerings.

• Work with Sales and Account Managers to shape opportunities early positioning PCS services as the preferred solution.

• Monitor market trends competitor offerings and pricing dynamics to refine go-to-market approaches.

Proposal Development & Pricing

• Lead the end-to-end bid process for service contracts including RFI/RFQ/RFP responses tenders and direct proposals.

• Define commercial strategy for each opportunity (scope value proposition pricing strategy risk allocation contract duration escalation mechanisms etc.).

• Develop cost models and price structures in alignment with business guidelines target margins and risk appetite.

• Ensure all offers are competitive technically viable financially sound and consistent with PCS services standards.

• Coordinate internal reviews and approvals (risk finance legal operations) to ensure timely quality submissions.

Contract Negotiation & Risk Management

• Lead commercial negotiations with customers (and where relevant partners and subcontractors) on pricing terms and conditions performance guarantees LDs warranties payment terms and other contract clauses.

• Identify and assess commercial and contractual risks (e.g. performance liquidated damages currency tax credit political and operational risk) and develop mitigation strategies.

• Ensure proposals and contracts comply with company policies delegation of authority EHS requirements trade compliance and anti-corruption regulations.

• Collaborate with Legal to draft and refine contract language aligning customer requirements with company risk posture.

Cross-Functional Collaboration & Deal Execution Support

• Work closely with Services Operations Engineering and Supply Chain to validate scope delivery assumptions and execution strategy.

• Support project handover from commercial to execution teams ensuring clarity on scope terms pricing and key risks.

• Support key customer meetings presentations and technical-commercial clarifications.

Financial Performance & Governance

• Own commercial inputs to business cases ensuring robust margin cash and risk analysis.

• Track performance of won contracts vs. estimate (price costs margin cash profile) and feed lessons learned into future bids.

• Contribute to quarterly and annual forecasts orders outlook and commercial KPIs for services (orders price/mix win rate hit rate margin backlog quality).

• Drive continuous improvement of commercial tools processes and standard offerings to improve speed and quality of proposals.

Required Qualifications/Skills

• Bachelors degree in Engineering Business Finance or related field.

• Significant experience (510 years) in commercial sales or business development roles in industrial energy power generation grid or related sectors.

• Experience working cross-functionally with Operations Finance Legal and Engineering.

• Solid understanding of contract law basics terms and conditions and risk allocation in industrial/service contracts.

• Excellent communication negotiation and influencing skills with the ability to engage at multiple levels (technical commercial and executive).

• Proficiency with MS Office tools (Excel for cost/pricing models PowerPoint).

Desired Characteristics

• Demonstrated success in structuring and negotiating complex service contracts (e.g. long-term maintenance agreements upgrades modernization projects).

• Experience specifically in power conversion / rotating equipment / drives / converters / power electronics services.

• Knowledge of digital and remote service offerings and data-driven value propositions.

• Experience with global / regional accounts and multi-country tenders.

• MBA or advanced degree in Business Finance or Engineering.

Additional Information