Identify/Create Opportunities - Business Development:

• Develop and leverage expert knowledge of market Region; indentify industry/regulator trends, key customers and opportunities
• Analyze the utility industry in focus countries and identify how Wartsila's USPs bring value added to the sector; work closely with advisory services
• Develop relationships with market participants (i.e.,Gas Companies, ESCO, utilities, IPP's, regulators, government officials, industrials, and brokers/agents, etc.)
• Educate governmental regulators, utilities, policy makers and other stakeholders about benefits of flexibility generation
• and transform concepts into leads and/or opportunities
• Identify industry trends, key players/customers, and opportunities
• Assess project feasibility and identify customer's project drivers based upon "real needs:
• Prepare Sales development plan and budget
• Review Sales plan with General Manager
• Implement Regional Marketing Program
• Generate and qualify leads within Region

Lead Sales Process:

• Organize, manage and lead a team of cross functional experts (technical, sales support, financial, legal, O&M, etc.) in order to close sale
• Collect competitive intelligence and recommend actions needed to improve Wärtsilä's competitive positioning
• Continuously Inform General Manager of all financial and legal issues to ensure compliance with company guidelines and directives.
• Work closely with Product and Network companies serving the best interest of the Group.
• Lead the development of a winning bid/offering package:
• o Expedite project development timetable
• o Manage project development costs
• o Review/approve project cost calculations
• o Facilitate development of an effective technical solution
• Maximize sales project margin balanced against competitive positioning
• Sell Company's added value services (e.g. WDFS, WOM, Service, etc.)
• Contact and manage accounting, legal, fiscal and construction due diligence services on the transaction.
• Engineer transaction to minimize the Company's tax liabilities

Close the Sale:

• Lead contract negotiations with customer (i.e. equipment supply agreement or EPC contract, payment security, bonds/LCs, O&M/Service agreements, etc.)
• Draft contracts to minimize Company's risk profile
• Prepare Sales Contract QA/QC documents for approval
• Interface with Delivery Management, Service, WDFS, Wartsila Services, etc.

Kick-Off Project Delivery:

• Communicate contractual obligations to all Wärtsilä Divisions
• Lead project transition from sales to delivery phase
• Mitigate potential problems during project delivery phase
• Coordinate external Press Releases, according to Corporate guidelines
• Support Delivery Management as needed
• Establish local construction companies contacts, as needed
• Contract local accounting and legal service companies, as needed
• Set up SPC reporting requirements pursuant to Company's directives

Identify/Create Opportunities - Business Development:

• Develop and leverage expert knowledge of market Region; indentify industry/regulator trends, key customers and opportunities
• Analyze the utility industry in focus countries and identify how Wartsila's USPs bring value added to the sector; work closely with advisory services
• Develop relationships with market participants (i.e.,Gas Companies, ESCO, utilities, IPP's, regulators, government officials, industrials, and brokers/agents, etc.)
• Educate governmental regulators, utilities, policy makers and other stakeholders about benefits of flexibility generation
• and transform concepts into leads and/or opportunities
• Identify industry trends, key players/customers, and opportunities
• Assess project feasibility and identify customer's project drivers based upon "real needs:
• Prepare Sales development plan and budget
• Review Sales plan with General Manager
• Implement Regional Marketing Program
• Generate and qualify leads within Region

Lead Sales Process:

• Organize, manage and lead a team of cross functional experts (technical, sales support, financial, legal, O&M, etc.) in order to close sale
• Collect competitive intelligence and recommend actions needed to improve Wärtsilä's competitive positioning
• Continuously Inform General Manager of all financial and legal issues to ensure compliance with company guidelines and directives.
• Work closely with Product and Network companies serving the best interest of the Group.
• Lead the development of a winning bid/offering package:
• o Expedite project development timetable
• o Manage project development costs
• o Review/approve project cost calculations
• o Facilitate development of an effective technical solution
• Maximize sales project margin balanced against competitive positioning
• Sell Company's added value services (e.g. WDFS, WOM, Service, etc.)
• Contact and manage accounting, legal, fiscal and construction due diligence services on the transaction.
• Engineer transaction to minimize the Company's tax liabilities

Close the Sale:

• Lead contract negotiations with customer (i.e. equipment supply agreement or EPC contract, payment security, bonds/LCs, O&M/Service agreements, etc.)
• Draft contracts to minimize Company's risk profile
• Prepare Sales Contract QA/QC documents for approval
• Interface with Delivery Management, Service, WDFS, Wartsila Services, etc.

Kick-Off Project Delivery:

• Communicate contractual obligations to all Wärtsilä Divisions
• Lead project transition from sales to delivery phase
• Mitigate potential problems during project delivery phase
• Coordinate external Press Releases, according to Corporate guidelines
• Support Delivery Management as needed
• Establish local construction companies contacts, as needed
• Contract local accounting and legal service companies, as needed
• Set up SPC reporting requirements pursuant to Company's directives