Senior Director - Parts & Repair

KĂžbenhavn S, Hovedstaden
13 Oct 2016
08 Dec 2016
Contract Type
Full Time
Are you passionate about setting the future sales agenda and grow a business area with strong potential? And are you ready to take on a senior commercial leader position with high business impact, where you are responsible for all commercial disciplines across Sales, Marketing and Product? Are you a customer focused and inspiring people leader? Then take a closer look at this opportunity and become part of Vestas' Global Service Sales Management!

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.

It is Vestas' ambition to be the industry leader within sales of spare parts and repair offerings outside service contracts and double the revenue and contribution margin from this business area towards 2020. This requires that we become commercially stronger along the entire value chain in order to reach best-in-industry customer experience. You are expected to ensure that our sales growth agenda and customer experience ambition are at the forefront across all functional areas, e.g. Sales, e-Commerce and & Processes, Supply Chain Operations, Repair Operations, Procurement and Technology.

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 grow our sales of spare parts and repair offerings targeting non-Vestas platforms in addition to the installed fleet..

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

Leading the Spare Parts & Repair business area, your main responsibility is to grow annual revenue and contribution margin within spare parts (both new and renovated, as well as Vestas and non-Vestas platforms) and repair offerings outside the service contracts. In addition you drive the service sales growth by leading, building and deploying an ambitious 2020 business area growth plan across the SSR's.

Your key tasks within your business area will be to:
  • Lead the Sales Development team, ensuring that we double our revenue and margin before 2020
  • Develop price & margin management program, balancing profitability and market share gains
  • Develop and implement a Loyalty Program, moving the industry from a transactional to a partnership model
  • Establish a Product Management function with the task to optimize the product portfolio profitability
  • Ensure a solid after-market forecast in close collaboration with Supply Chain Operations
  • Work with Finance, Repair Operations and Supply Chain to optimize our landed cost for Parts & Repair
  • Collaborate with Finance and Repair Operations to ensure a competitive edge from Repair Operations
  • 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 Parts & Repair 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
  • 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, and set up service sales mandates on the right commercial conditions, ensuring and increasing frontline execution speed
  • Drive and set direction for sales & marketing plans with Service Marketing
  • Set direction for sales performance management, annual budgeting and strategic forecasting with Commercial Operations
  • Drive business and customer intelligence, lead & opportunity management and price & margin management

  • 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 service 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.