Head of Commercial Sales

Company
The Decarbon Technologies segment is positioning itself as a technology leader for the energy transition and showcasing its credentials as a 'green industrial powerhouse’ with extensive capabilities for the green transformation. It comprises the thyssenkrupp rothe erde, thyssenkrupp nucera, thyssenkrupp Uhde and thyssenkrupp Polysius businesses. thyssenkrupp rothe erde is the world’s No. 1 supplier of the latest generation of bearings, with which it is making the energy transition possible. thyssenkrupp nucera is one of the world's leading providers of electrolysis plants for the production of green hydrogen. thyssenkrupp Uhde is a global technology leader in the ammonia value chain (including ammonia cracking), where production will increasingly be through green methods in the future. thyssenkrupp Polysius is one of the pioneers for the climate-neutral transformation of the cement industry with its green technologies, such as the patented oxyfuel technology. The businesses combine many years of experience, in-depth expertise in international plant engineering, an extensive installed base and close customer relationships. Approximately 15,000 employees work in the segment, which generated sales of around 3.4 billion euros in fiscal 2022/2023.

thyssenkrupp Uhde combines unique technological expertise and decades of global experience in the engineering, procurement, construction and service of chemical plants. We develop innovative processes and products for a more sustainable future and thus contribute to the long-term success of our customers in almost all areas of the chemical industry. Our portfolio includes leading technologies for the production of base chemicals, fertilizers and polymers as well as complete value chains for green hydrogen and sustainable chemicals.

**Your responsibilities**:

- Taking over of the disciplinary and professional management as well as development of the Commercial Sales Division, its subfunctions and employees at different global locations. Reporting directly to the CFO of BU Uhde, ensuring alignment with global organizational goals and standards.
- The responsibility for the Commercial Sales discipline includes a dedicated team for Commercial Sales Management, Estimation and Bid Controlling.
- Defining commercial sales processes internationally and ensuring their implementation in the organization as well as compliance with industry standards and regulatory requirements.
- Defining and implementing commercial sales initiatives to strategically develop the global commercial sales community.
- Preparation of required information for Pursue/ Non-Pursue and Bid/ No-Bid Decisions, including contribution to bid strategy development.
- Identifying (commercial) USPs and favorable options.
- Development, structuring, preparation, and negotiation of proposals.
- Developing and negotiating the commercial, financial, and contractual framework in alignment with the respective functions (e.g. Finance, Legal, Tax, etc.).
- Defining commercial execution concepts including tax-, social security-, International Project Assignments (IPA)-, insurance
- and finance concept (e.g. hedging concept) in alignment with the respective Central Functions.
- Analyzing financial and payment risks and developing corresponding payment security concepts (e.g. payment terms and securities, ECA etc.) in alignment with the central function finance.
- Identification and evaluation of chances and risks of the projects as well as the development of the necessary counterstrategies and measures.
- Contribution to and evaluation of lost-order-analysis and feedback into the organization as part of continuous improvement.
- Managing interfaces with internal and external stakeholders, including customers, partners, third party companies, engineering and process technology divisions, commercial divisions, etc., to address project-related issues and ensure alignment with organizational goals and objectives.
- Consolidation of cost estimates provided by central functions and establishing the overall cost and bid price estimate.
- Benchmarking, Cold Eye Reviews, Target Costing/ feasibility and development/ implementation of tools/ digitalization.
- Ensuring adherence to the project information and approval process in accordance with the relevant rules and regulations.
- Controls the development of selling expenses. Responsible for the budgets (proposal cost).

**Your profile**:

- At least 10 years of professional experience in international EPC turnkey projects.
- Profound knowledge of contract and project management, risk management and estimation.
- Experience in working with corporate decision makers, partners, contractors as well as internal & external stakeholders.
- Proven record of leading international teams respective intercultural awareness and ability to leverage cultural differences.
- Experience in establishing complex project scenarios.
- Drive and ability to work under high pressure while still m