Title:  Global Key Account Manager (Large Scale and Project Solutions)

1. PURPOSE OF POSITION

The Global Key Account Manager  is responsible to enable one of SMAs largest existing or potential customers to develop their global pipeline of solar, storage and hydrogen projects with SMA equipment and service.  This person perfectly understands the various stakeholders within the account, their decision-making process and is able to influence this decision towards SMA and to establish a contractual frame-work agreement for direct or indirect procurement to secure long-term business for SMA. This role includes leading the global key account team as well as a close collaboration with internal resources such as market intelligence, business development, contract management, legal, engineering services and various more.

2. WORKING RELATIONSHIPS

REPORTS TO

 Head of Project Sales

RESPONSIBLE FOR

NA

3. BRIEF SUMMARY OF ACCOUNTABILITIES

RESPONSIBILTIES

KEY PERFORMANCE INDICATORS

• Lead the global key account team
• Identify, Engage and secure relationships with key decision makers within customers organisation
• Understand and influence customers decision making process
• Work closely with internal stakeholders (globally) to ensure the smooth flow of the sales process
• Understand customers’ needs and requirements for projects
• Review customer specifications and tenders, work with the team to provide appropriate responses
• Develop and maintain excellent knowledge of the SMA product range and its applications
• Facilitate the relationship over the entire lifecycle of the customers assets
• Manage the global profitability of the account
• Management of the project pipeline and sales process through Salesforce

• Detailed stakeholder map incl. engagement level towards SMA and influence on buying decision
• Detailed model of decision making process within customer incl. SMA scoring if available
• Improve SMA scoring YoY and grow the share of business
• Secured commitment towards SMA in writing (e.g. LOI, MOU, MSA)
• Ability to understand and minimize commercial contractual risks for SMA.
• Ability to manage contract negotiation independently or as team
• Sales in €M
• Profitability of the account
• Sales in MW
• Repeat business

4. WORK RELATED REQUIREMENTS/SELECTION CRITERIA

• Presentable and personable with an ability to confidently present to senior industry players
• Strong interpersonal skills with the ability to understand customers’ needs and address customer complaints
• Experience working in a cross-cultural environment across multiple offices
• Ability to understand technical aspects of SMA products
• Ability to pitch SMA products and services via presentations and meetings
• General technical understanding related to renewable or conventional energy
• History of meeting and exceeding targets
• Understanding of legal and commercial terms
• Experience in commercial contract negotiation in a project context
• Experience of the sales process related to projects or systems
• Ability to read and understand customer specifications
• Ability to work between various time zone.

5. EDUCATIONAL REQUIREMENTS

ESSENTIAL

DESIRABLE

• Technical qualification with suitable career progression and work experience in a similar role
• OR degree qualified in a relevant discipline (electrical engineering, commerce)
• 8+ years sales, development, or business development experience in the project space.

• Experience in the renewable industry is strongly preferrable
• Experience working with multinational corporations
• Masters or other post graduate qualification
• Fluency in multiple languages