Country Commercial Manager - Energy Transition

COUNTRY COMMERCIAL MANAGER - NORDICS

Location: Any Nordic country
Duration: Full time, permanent

The energy transition allows us to move away from CO2-emitting fossil fuels towards energy supplied from clean and green sources. Through decarbonization, the energy transition will create a cleaner, healthier, and more affordable future for everyone. Our client's energy transition strategy aims to play a leading role in the financing of clean energy assets that produce, distribute, or consume clean energy.

The ETT Country Commercial Manager, Nordics for Energy Transition Team is a new role within our client. As the Nordics Country Commercial Manager for Energy Transition ("ET"), you will help contribute to the transformation of society and industry to achieve a more productive, sustainable future. You will be responsible for the strategic development and direction of the ET commercial function, as well as have primary responsibility for the performance of the ET business, overseeing Business Development, Program Management, and Sales activity in our vendor, direct, other partner, GBU, e-mobility, and Rabobank origination channels in the Nordics. You will lead and manage the Nordics commercial organization. You will develop and execute commercial objectives in line with the ET strategy and against budget goals. You will be responsible for driving the team forward, developing and initiating the sales process, and being responsible for local and international key contacts that affect Nordics, internally and externally.

You are expected to actively participate in identifying new prospects and, of course, work for the positive development of our existing partners through a strong and successful team. Furthermore, you will be responsible for follow-up, analysis, and implementation. Our Nordics ambition is to achieve €105 million of new business volume in 2028. As a member of the ET global commercial management team, you will work in collaboration to develop the overall ET commercial strategy and Nordics ET strategy and drive a high-performance culture. You will align, work closely, and build a strong relationship with the Nordics Country Manager, holding regular monthly meetings, and with the Nordics management team.

RESPONSIBILITIES
* Develop and implement an ET commercial (business development, program management, and sales) strategy, plan, targets, and objectives within the boundaries of our client's overall ET strategy to give systematic direction to and control over sales and business relationship activities. Consult with stakeholders to implement the ET strategy. Enable and optimize local commercial execution by providing industry expertise, guidance, and training and by hiring and retaining key members.
* Implement the country's commercial organizational structure and lead a team of commercial resources to develop and manage business relationships and sales activities on a local level.
* Manage, monitor, and coach the performance and development of the country commercial team to achieve commercial targets on new business volume, portfolio, margin, non-interest income, risk costs, and profitability.
* Develop new country partner, vendor, direct, GBU, e-mobility, and Rabobank opportunities, lead country new business development initiatives, establish and implement new local program agreements, and achieve sales and New Business Volume targets. Develop and implement the ET pipeline.
* Work closely with the direct, e-mobility, Rabobank, broker, and GBU origination team members within our client that are responsible for ET activities to build productive relationships, align on ET strategies and activities, and generate ET new business volume.
* Develop and implement the financial products, structures, and services necessary to support the acceleration and growth of the energy transition business for end-user customers and our partners in targeted markets to meet the current and future needs of our customers. Expand existing products, including pay-per-use initiatives to new customers and asset classes.
* Professionalize ET key account management and new business development prospecting activities and implement CRM and commercial reporting system addressing specific ET requirements.
* Represent ET and our client to external stakeholders (i.e., customers and prospective customers) in line with business needs and external developments. Work closely with ET strategic marketing and marcom to develop ET marketing plans and marketing communications.
* Drive growth of ET annual new business volume from to €105 million over the next four years.

MEASURES
* P&L budget achievement including NBV, portfolio, margins, gross profit, risk costs, direct costs, and ROIC
* Sustainability budget achievement including % of green portfolio and emission and energy cost savings
* Compliance with our client's policies and local legislation
* Successful local execution of ET's strategic plan and initiatives
* Timely and correct delivery of reports, internal and external
* Overall performance of the country commercial organization and members

REQUIREMENTS
* Academic level of thinking
* A proven strategic and strong commercial leader with the ability to manage a sales team using a range of management styles (i.e., coaching, directive, visionary, etc.)
* Highly developed emotional intelligence (EQ)
* +5 years of relevant commercial experience in the asset finance industry with experience of coaching and developing a team preferred
* Experience of working in a matrix structure (i.e., dual reporting) preferred but not essential
* Strong understanding of and commercial experience in financing clean and green energy assets
* Broad business knowledge across different types of products, structures, markets, and asset types and a deep knowledge of business models, risk, legal structures, and asset management
* Strong understanding of business drivers and strong business development skills
* Experience in managing complicated sales processes and negotiating legal documentation including operating/program agreements.
* Strong influencing, collaborating, and negotiation skills.
* Ability to communicate complex information in a way that is easily understood.
* Confident building and maintaining internal and external networks and relationships.
* Confident and engaging presentation style
* Excellent communication skills (speaking and writing) in English.