About Fluence: 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.
Job Description
This role directly manages sales for specific accounts and segments within Asia part of the regional sales team.
To reach the objectives, the sales manager is expected to have strong experience driving “deal teams” and leading by example along the sales cycle, from early detection of projects / pipeline growth until closing of deals.
This position is expected to work very closely across all functions in the organization, both locally and functionally / regionally and globally.
Sales
· Closing deals and complex sales to meet the allocated segments / accounts topline and margin budget targets within Asia, and build a sustainable pipeline of opportunities for the long-term
· Build strong commercial relationships with external stakeholders, implement strategic account approach to develop partnerships
· Lead offer preparation and negotiations on commercial and technical aspects of customer contracts with sales engineering / proposal manager and the assigned commercial project manager:
o Aligning the Fluence team to achieve the volume objectives
o Work with Commercial Project Management, Sales Engineering, and Procurement to formalize and define solutions for customers and get relevant customer and Fluence approvals for sale
o Develop full understanding of Fluence energy storage technology platforms and their capabilities to provide customers with technical support and differentiated offering
o Capture customer commercial, technical and application requirements, as well as problem(s) to be solved to help define competitive solutions
o Support finding Balance of Plant contractors or external partners if needed, and support communicating scope and evaluate proposals with the deal team
· Adhere and apply to governance along the sales cycle (SFDC, Go/No Go, Capture teams, Close plans), including holding up to forecasts
Business development / growth
· Understanding of the Fluence energy storage current and future technology platforms to sell based on value proposition / differentiation
· Provide customers with technical support as well as feedback of customer needs to Technology / Product Management and Growth teams - Constant communication of Asia market needs, activities, learnings, and targets. Be the voice of the customer.
· Develop network and market knowledge of relevant electricity grids / markets in coordination with the regional Commercial Growth team and take part to external activities to shape markets and position Fluence’s value proposition
· Embrace and support Fluence’s local growth strategy, focus on defined customer(s) and customer segments and execute according to that strategy.
· Identify new market segments, applications, business models, sales channel, contracting models, and delivery models/partner strategies for review, prioritization, and implementation based on approved go to market strategy for region
· Develop and manage approved sales channels through the formulation, adoption, and management of sales/marketing programs / policies with the support of the region’s Commercial Growth team
· Ensure the proper implementation of such sales and marketing programs and policies in Fluence, as well as report on the effectivity and manage the continuous improvement of said programs
· Execute specific assigned projects in relation to the development and management of market segments, applications, business models, and sales channels
Profile
· At least 15 years in a senior / large projects sales role in Asia.
· Experienced in managing deal teams to close contract negotiations
· Strong knowledge of utility-scale Battery Energy Storage in Asia or alternatively related to the power (renewables) and T&D markets with existing relationships with key players and full understanding of the investment / buying processes
· Collaborative with an ability to solve complex technical problems and to be the voice of the company towards the market
· Independent, strong decision making and analytical skills
Job Description
This role directly manages sales for specific accounts and segments within Asia part of the regional sales team.
To reach the objectives, the sales manager is expected to have strong experience driving “deal teams” and leading by example along the sales cycle, from early detection of projects / pipeline growth until closing of deals.
This position is expected to work very closely across all functions in the organization, both locally and functionally / regionally and globally.
Sales
· Closing deals and complex sales to meet the allocated segments / accounts topline and margin budget targets within Asia, and build a sustainable pipeline of opportunities for the long-term
· Build strong commercial relationships with external stakeholders, implement strategic account approach to develop partnerships
· Lead offer preparation and negotiations on commercial and technical aspects of customer contracts with sales engineering / proposal manager and the assigned commercial project manager:
o Aligning the Fluence team to achieve the volume objectives
o Work with Commercial Project Management, Sales Engineering, and Procurement to formalize and define solutions for customers and get relevant customer and Fluence approvals for sale
o Develop full understanding of Fluence energy storage technology platforms and their capabilities to provide customers with technical support and differentiated offering
o Capture customer commercial, technical and application requirements, as well as problem(s) to be solved to help define competitive solutions
o Support finding Balance of Plant contractors or external partners if needed, and support communicating scope and evaluate proposals with the deal team
· Adhere and apply to governance along the sales cycle (SFDC, Go/No Go, Capture teams, Close plans), including holding up to forecasts
Business development / growth
· Understanding of the Fluence energy storage current and future technology platforms to sell based on value proposition / differentiation
· Provide customers with technical support as well as feedback of customer needs to Technology / Product Management and Growth teams - Constant communication of Asia market needs, activities, learnings, and targets. Be the voice of the customer.
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.
