Senior Director - Fleet Optimization

KĂžbenhavn S, Hovedstaden
08 Oct 2016
25 Nov 2016
Contract Type
Full Time
Are you passionate about pursuing a career as senior commercial leader, and be part of Global Sales Management? Do you have the ability to set the future sales agenda and grow a business area with strong potential? And are you looking for a position with high business impact where you become responsible for all commercial disciplines across Sales, Marketing and Product? Do you care about people - both employees and customers? Then take a closer look at this opportunity!

Global Service / Global Service Sales.
You will be part of the Global Service Sales (GSS), a high performing department reporting directly to the Head of Service, member of Vestas' Executive Committee.

We work across five Service Sales Regions (SSR's) in Europe, North and Latin America and Asia-Pacific, and our ambition is to build a strong Service Sales organization that fosters collaboration across our regions and between the GSS and SSR's, ensuring alignment on service sales targets, strategic initiatives, and development of sales capabilities. With full profit & loss responsibility the Service Regions are accountable for regional revenue and margin targets, where GSS is accountable for revenue and margin growth on global level. GSS sets the revenue and contribution margin ambition level across the SSR's.

The Service Sales organization drives growth within three Service business areas:
  1. Maintenance: Service contracts for new power plants and our large installed fleet .
  2. Parts & Repair: Spare parts and repair offerings outside service contracts.
  3. Fleet Optimization : Advanced offerings optimizing profitability and lifetime of the installed fleet .

Vestas' ambition is to be industry leader within sales of advanced offerings, such as boosting the turbine production output or increasing the turbine lifetime, in order to optimize the profitability and lifetime of our customers' installed wind turbine fleet . It is a relatively new business area with strong growth potential that require excellent business development capabilities. A critical task is to build and develop a Technical Account Management set-up that provides technical sales support to Sales Account Managers.

It is our ambition to strengthen Vestas' position as Fleetwide Lifetime Service Partner. Recent acquisitions of individual service providers, Availon and UpWind, reinforces the position as Fleetwide Service Partner, enabling us to develop the Fleet Optimization business area to also target non-Vestas platforms.

In this role you will report to the Vice President of Global Service Sales (GSS), and the global Fleet Optimization business area team will report directly to you. Furthermore, you will set the direction for Fleet Optimization business area teams located in our Service Sales Regions (SSR's).

Leading the Fleet Optimization business area, your main responsibility is to grow annual revenue and contribution margin from current and new upgrade products. In addition you lead the 2020 business area growth plan. In this business area it is particularly important to drive success from new product launches.

Your key tasks within your business area will be to:
  • Drive and deploy the service sales growth ambition for annual sales targets and long term growth plan for the business area and across SSR's.
  • Ensure that we launch new products supported by strong product launch plans.
  • Develop pricing models, balancing profitability and product penetration.
  • Setup service sales mandates on commercial terms & conditions, increasing frontline execution speed.
  • Set direction for sales & marketing plans and effort together with Service Marketing and Marketing partners.
  • Set direction for Service Product Roadmap towards Vestas' Technology department.

Working in a matrix organization with many stakeholders, you will also be expected to facilitate the change agenda across global and regional Fleet Optimization business area teams, in order to strengthen our capabilities within Business Development, Account Management and Commercial Operations. These responsibilities will include to:
  • Support account management in SSR's with analysis and lead generation, enabling them to maximize customer value, and secure customer orientation
  • Work with the Head of Technical Account Management (dotted line) on commercial priorities for Technical Account Managers co-located with regional Fleet Optimization business area teams.
  • Support the development of our Asset Management Center in India, supporting after-market sales with commercial and technical value engineering.
  • Set direction for Commercial Operations around sales performance management, annual budgeting and strategic forecasting.
  • Drive business and customer intelligence, lead & opportunity management and price & margin management with support from Business Analyst Partners in Commercial Operations.
  • Set direction for CRM and Sales Process Management, ensuring execution speed and insights in frontline.

  • Master level degree from business school or university.
  • Experienced senior commercial leader.
  • International leadership experience.
  • Proficient in English both spoken and written

  • Strong people leader, networker and problem solver.
  • Balanced profile between hunter & challenger and deal closer skills.
  • Profit seeking decision maker, risk taker, and driven by success.
  • Customer-orientated and strong business acumen.
  • Excellent communicator and solid stakeholder manager.
  • Skills within account management, profit & price management, and new product launches management.
  • Team player and action-oriented high performing individual

What we offer
You will contribute to developing a high-performing and high-paced sales organization in Vestas, a global leader in wind energy. You will have great impact on the substance of the position and opportunities to develop your leadership and commercial skills.

Additional information
  • The primary work location will be in Copenhagen, Denmark, and approximately 40 travel days per year should be expected.
  • For additional information about the position, please contact Senior HR Business Partner, Stefan Vilner at 45 4059 8185

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.