Actions
Show me jobs like this one
| Job Ref: | 2013-3236 |
| Employer: |
SunPower. |
| City: | Paris |
| Country: | France |
| Job Description: |
Overview: Do you want to make a bigger impact on the world? SunPower's vision is to change the way the world is powered, and we are doing that every day with a brilliant, passionate and driven team. SunPower is widely recognized as the global leader in high-efficiency solar for residential, commercial and utility markets. We operate in North America, Europe, Asia and Australia and are seeking talented people to join us in building a global clean energy future. SunPower is committed to the success of our company, our employees and the communities around the world that need us most. We support our employees' commitment to their communities through a culture of volunteerism, and through The SunPower Foundation, which makes grants to green initiatives throughout the world. As a company, we operate with the highest sustainability standards. In an industry that is reshaping the world's energy future, there's no better place to be than SunPower. Summary of Role: The VP Residential & Light Commercial EMEA/APAC will be responsible for aggressively growing SunPower's leadership in the Residential and Light Commercial (RLC) business segment in the EMEA/APAC region. The VP RLC, EMEA/APAC will build and lead SunPower's RLC team. This leader will develop the overall business models, go-to-market strategies and tactics for extending the company's reach, market share, and product position in this dynamic marketplace by building key external relationships with key developers & end users, resellers/installers/dealers, corporations, and financiers as well as internal relationships especially with SunPower's product innovation, operations, and finance organizations to ultimately create a thriving, multi-billion-dollar enterprise for SunPower. Creating and driving a unified vision, inspiring our employees and external partners to execute and deliver results, and interacting with all key stakeholders in an energetic and professional way are essential ingredients for the VP RLC's success. The Strategic & Operational challenge The EMEA / APAC RLC activity has historically driven sales of PV products through the management of a large network of resellers / installers / dealers (1200 partners). It has enjoyed substantial MegaWatt volumes and margins through government subsidies, 20-year-based Feed-in-Tariffs, aimed at developing the renewable industry. Since solar is now reaching grid parity (solar kWH cost below or at par with average cost of electricity) in many countries, subsidies tend to be reduced or cancelled. SunPower is engaging in a major transformation of its RLC activity, becoming a Solar Energy Service Provider, by financing & installing solar systems to residential & light commercial end users' rooftop, and generating electricity bills savings. This implies a transition of the activity to a more direct, performance-warrantied systems & go-to-market model. Key figures 300MW / year, 400 MM USD sales Key relationships: • Reports to: Sr VP, EMEA/APAC • Staff: Sr Director Sales RLC Europe, Managing Director RLC Japan, Managing Director RLC Australia, Channels, Marketing, and a number of matrixed positions that are part of the EMEA/APAC's staff including Products, Customer Operations, Supply-chain & manufacturing, and other groups as needed to drive successful development of the business. Essential Duties include the following: • Reposition the EMEA / APAC RLC business from a product seller to indirect channels to a Solar ESP • Manage SunPower's RLC EMEA/APAC business - Total P&L accountability for sales, revenue and margin, and operating expenses - Determine customer solution, proposals & pricing (in partnership with Products Group) - Market strategy, planning and channel management, partnering with Products and Marketing - Accountability for regional OpEx investment • Work closely with the Customer Operations and Operations leaders to ensure on-time, high-quality delivery of products, systems and services throughout the sales and after sales lifecycle within SunPower's cost and safety targets. • Work closely with Product Management and Supply Chain teams to make sure that appropriate products are available to optimize customer opportunities and revenue recognition. The candidate will play a critical role in successfully growing a company footprint in broader markets, where SunPower is still not present. Key responsibilities will include: • Define, leveraging corporate planning tools and systems, budgets and goals, quarterly and yearly. Directs all domestic sales activities to maximize sales revenues and meet corporate objectives: o Accurately forecasts annual, quarterly and monthly revenue streams. o Develops specific plans to ensure revenue growth in all company's products. o Provides quarterly results assessments of sales staff's productivity. o Directs professional account management activities. o Directs recruitment, training and on-going management of staff: • Marshalling resources inside and outside SunPower to develop and present customer-focused product and service presentations and proposals and win new business. Configure customer segmentation to prioritize resources towards the most optimal distribution opportunities. • Analyzing potential markets for SunPower in the Residential and Light Commercial sectors for the purpose of identifying and analyzing new business opportunities to determine which will create the most value for SunPower. • Recommend and develop new business models, in line with market evolution • Determine and implement the best commercial and go-to-market strategy by country: o Market Analysis; o Choice of commercial networks (dealers, direct sales, online, etc.) and appropriate organization to deliver on goals; o Price policy; and o Implementing total quality policy for customer satisfaction, managing customer relations, quality, litigation, and other items which impact that satisfaction; • Ensure successful partner contract execution according to defined obligations (e.g. clients volume forecast) and rights (e.g. partner sales and reporting). • Ensure a professional, inviting Web site employing the latest technology to encourage initial and repeat visits. Develop an online store to take orders for new products, upgrades and add-ons directly. • Help initiate and execute an entire online strategic marketing plan to make the most of this important new medium. • Drive delivery of an exceptional customer service and online lead generation program to support the resellers. • Develop an effective channel program including: training & education, promotions, distributor and reseller relations. • Drive and support the creation of strategic partnerships, alliances and bundles that ensures SunPower is highly visible and properly positioned and referenced. • Acting as a thought leader and team player who builds a consensus and a shared vision across the company, and wins support to execute the strategy and business objectives. • Working with the in-house structured finance team and in-house counsel to develop the best contract terms and best financing structure and operations for segment and geography. • Monitoring and analyzing the impact of existing and proposed regulations on business development strategies and modifying business development plans if necessary. • Recruiting, developing, training, and managing the staff. Minimum Requirements: Education and/or Experience • Top 5 MBA or equivalent • 10+ years experience of P&L management, with high-level sales leadership into residential and commercial markets • Fluent in English required, other European and Asian languages preferred Preferred Requirements: Ideal Experience • Proven track record of rapidly growing and scaling sales and distribution organizations, with innovations that create lasting differentiated competitive advantage. • Deep residential (or closely related) consumer product distribution general management experience of multi-country organization, including oversight of sales, product delivery, after sales management, supply chain and products and marketing. • Business-to-Consumer sales and direct sales experience and expertise with strong network-building skills • Thorough understanding of channel and distribution strategy, management and execution, e-commerce and services. Must be skilled and uncompromising on operational excellence in fulfilment of customer orders and commitments. • Experience in creating and leading the success of a project portfolio delivery model through an efficient and geographically remote back office operation • Current or recent experience as an executive of a company that is a leader in providing high-value products or services to through a channel delivery mechanism - preferably into residential and commercial markets. • Experience within energy industry desired but not required • Exposure / experience to financial structuring (equity / debt) • Proven ability to coordinate effectively across a matrix and achieve results due to superior influencing and partnering skills. Can align operational imperatives/implementation with broader corporate strategy. • Customer centric, customer orientation • Proven leadership, management and delegation skills • Executive presence. Ability to communicate effectively at all levels of the organization, both internally and with customers. • A proven, motivational leader of sales talent • Proven people management skills, including career development, mentoring, coaching and all aspects of performance management. • Strong communications skills - both verbal and written • Proven ability to work effectively in a complex, matrixed organization. • Project management/organizational skills • Experience managing multiple teams across broad geographies, able to bridge language and cultural barriers Ideal Personal Characteristics • Strategic and Tactical Expertise - The VP RLC EMEA/APAC must possess both strategic and tactical expertise. The successful VP RLC EMEA/APAC will be an individual known for his command of the details, who is comfortable "rolling up his/her sleeves" in a fast-paced, dynamic environment where flexibility, problem solving, and critical decision making are required daily. • Leads by example, and carries a consistent positive attitude with a very strong work ethic • Tenacious problem solver - can identify and assess problems in a timely manner and development, implement and communicate solutions. • Proven ability to adapt to change in a calm and measured manner. • Proven ability to position a company or division to win in competitive situations. • Highly effective communicator - can craft and present excellent written presentations and analyze data to support arguments. Can create, summarize, and present information logically, for executive decision-making. • Optimistic outlook and "can-do" attitude. • Detail-oriented. • Highest personal and professional ethical values; impeccable integrity. • Self-confidence and maturity to interact and work comfortably and effectively with senior management, peers, subordinates, and external stakeholders. • Team worker with strong leadership and interpersonal qualities. • Develops, motivates and guides the team, using appropriate methods and interpersonal style, toward successful outcomes and attainment of business objectives. • Comfortable in a highly multicultural environment, able to lead and motivate a highly qualified multi-country team of diverse nationalities. Education and/or Experience • Top 5 MBA or equivalent • 10+ years experience of P&L management, with high-level sales leadership into residential and commercial markets • Fluent in English required, other European and Asian languages preferred |
| Post Date: | 07/25/2013 |
|
|
