Fluence (Nasdaq: FLNC) is a global market leader delivering intelligent energy storage and optimization software for renewables and storage. Our solutions and operational services are helping to create a more resilient grid and unlock the full potential of renewable portfolios. With gigawatts of successful implementations across nearly 50 markets, we are transforming the way we power our world for a more sustainable future. For more information, please visit fluenceenergy.com.
OUR CULTURE AND VALUES
We are guided by our passion to transform the way we power our world. Achieving our goals requires creativity, diversity of ideas and backgrounds, and building trust to effect change and move with speed.
We are Leading
Fluence currently has thousands of MW of energy storage projects operated or awarded worldwide in addition to the thousands of MW of projects managed by our trading platform—and we are growing every day.
We are Responsible
Fluence is defined by its unwavering commitment to safety, quality, and integrity.
We are Agile
We achieve our goals and meet our customer’s needs by cultivating curiosity, adaptability, and self-reflection in our teams.
We are Fun
We value the diversity in thought and experience of our coworkers and customers. Through honest, forthcoming, and respectful communications we work to ensure that Fluence is an inclusive and welcoming environment for all.
Role/Mission of the Senior Commercial Sales Manager
The Commercial function is one that is customer focused, caring deeply about improving our customer experiences in order that Fluence grows profitably. The function is fundamental in driving commercial process compliance and in helping drive Fluence in our ambitious growth plan. Our high level of commercial leadership will protect and enhance the Fluence brand in the markets and industries in which we operate such that our customers will have a positive view of the Fluence experience.
The Commercial Finance Manager manages relationships with external clients and agencies as well as internal departments including, in the main, an active interface with our sales and engineering teams whilst they are negotiating on terms and conditions and then managing and improving our execution of the contracts in line with the agreed terms. The individual should be commercially and contractually aware with an ability to work under pressure across multiple projects and manage time effectively.
Major Duties & Responsibilities
· Support the sales and engineering teams during tender negotiations to ensure terms agreed are mutually beneficial and clear for Fluence to execute.
- Actively participate in project risk reviews, T&C reviews and negotiations and, ultimately, play an active part in win strategies
· Implement changes and set standards for our processes across the Deal Teams and Services teams. Continuous review and improvement of existing processes and tools is essential to ensure an excellent level of customer service.
- Focus strongly on commercial rigor. Key to this is a thorough assessment of risk (to project and to the Fluence financial performance). The person will have a strong understanding of project cashflows, milestone management, the application of T&C’s (and mitigating actions when required).
· Proactively shape risks and opportunities in contractual negotiations in order to package acceptable deal outcomes
· Analysis, screening, and commentary of commercial tender documents and support for completion of offer documents prior to submittal in close cooperation with legal
· Coordination with legal Interfaces for all contractual and legal activities with 3rd parties.
· Evaluating projects in terms of commercial and administrative conditions during offer stage and giving inputs to Capex and Opex preparation
· 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
· Definition currency strategy and managing currency risks during tender and offer stage
· Forecasting 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.
· Ensure an accurate management approval process for opportunities and a seamless handover to the project execution team
Required Skills
· Experience working with (not for) consultancy organizations where they have been involved in a change program
· Some experience of working with Private Equity organizations useful but not essential, but being able to understand the financial model of a successful business is essential
· Commercially experienced in contract negotiation and ability to work across an organization aligning with key stakeholders both internally and externally
· Confident and adaptable communicator, self-motivated and able to work alone, but equally engage with and bring a team with them on the journey
· Strategic thinker with a customer centric mindset and also detail orientation
· Courage, conviction and integrity
· Good listening skills paired with emotional intelligence
· Very good MS Office software: Excel, Word, and PowerPoint, Salesforce skill is a nice to have
· Up to 25% travel as needed domestically and potentially globally
· Business fluent in English and German (at least B2+)
Our benefits
· Attractive pay in line with the metal collective agreement
· 30 days annual vacation
· Hybrid working in Berlin or Erlangen
· Flexible working time
· Company pension plan
· Capital forming payments for Tarif-Employees
· Kindergarten allowance tax free (100€/kid/month)
· Culture based on values within diverse teams, open and transparent communication with a focus on DE&I
· Personal development (LinkedIn Training, inhouse training, workshops)
· Sabbatical Option
· Home office allowance
· Corporate Benefits
Fluence IS AN EQUAL OPPORTUNITY EMPLOYER and fully subscribes to the principles of Equal Employment Opportunity to ensure that all applicants and employees are considered for hire, promotion, and job status without regard to race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, marital or familial status.
