Sr. Proposal Manager DACH (m/f/d)
Advanced Microgrid Solutions
Posted on Tuesday, June 20, 2023
Fluence (Nasdaq: FLNC) is a global market leader in energy storage products and services and digital applications for renewables and storage. With a presence in 30 global markets, Fluence provides an ecosystem of offerings to drive the clean energy transition, including modular, scalable storage products, comprehensive service offerings, and the Fluence IQ platform, which delivers AI-enabled digital applications for managing and optimizing storage and renewables. The company is transforming the way we power our world by helping customers create more resilient and sustainable electric grids. 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.
You can be based near any of our German offices: Erlangen, Berlin, Hamburg.
ABOUT THE POSITION
Fluence is seeking an experienced Proposal Manager with a clear sales focus to help us structure complex deals from early customer engagement throughout the bidding process, contract negotiation and until the successful project award. segment.
You will report to our Market Director for the DACH region and work closely with the sales managers for the region to expand our success in this region. To be successful, you will need to become a trusted advisor to the customer, fully integrate with all members of the regional deal team, manage external partners, be extremely detailed oriented, and offer a compelling value proposition and solution to the customer.
The Senior Proposal Manager will:
•Manage tenders and bidding processes from the offer phase to the successful project award with a focus on contracting and negotiations.
•Shape the build-out of our Proposal Management function in the DACH region.
•Manage all internal and external stakeholders during the sales phase including liaising with external suppliers involved in the bidding process.
•Build a strong relationship with the procurement teams of our customers, understand their needs, and ensure that our proposal is clearly understood and exceeds their expectations.
•Create persuasive proposals that address the project specific needs and bring across our compelling value propositions to the customer. Identify risk and opportunities for bid submission and contracting.
•Autonomously manage an internal team to negotiate and close transactions for energy storage solutions with all technical and commercial aspects with the support of our sales engineers, commercial project managers, legal team and other internal stakeholders.
•Contribute to the development and maintenance of a repository for templates, standard language, product collateral, exhibits and other resources.
•Support and participate in business development and sales meetings with customer and represent Fluence at industry conferences and other events.
•Coordinate and participate in Sales Approval meetings and provide project delivery team with comprehensive handover after project award.
•Maintain, develop, and improve tools (e.g. Salesforce) to support sales efforts and improve sales team efficiency.
What will our ideal candidate bring to Fluence?
The successful candidate will have 5+ years work experience in sales or bid management roles in the energy or similarly complex industry. In addition, qualified candidates will have:
•Proven experience in bid management for complex large-scale projects in an international environment. Proven experience in the energy storage industry is preferred.
•Bachelor or Master degree in (electrical) engineering, renewables or another relevant discipline.
•Excellent presentation, communication, negotiations, and interpersonal skills.
•Ability to solve complex technical problems and effectively communicate results.
•Desire to work collaboratively in a fast-paced entrepreneurial environment.
•Track record of taking ownership over responsibilities and pursuing them diligently.
•Ability to understand and synthesize complex technical and product and information.
•Incredible attention to detail and strong analytical and problem-solving skills.
•Ability to create productive relationships with customers, colleagues, and external partners.
•Proficiency with Excel, PowerPoint and Word. Proficiency with Salesforce and RFPIO preferred.
•Willing and able to travel, domestically and internationally (expected 10% of time)
•Fluent in written and spoken English. Other European languages are a plus.
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.