IPBU Large B2B Key Account Manager (m/w/d)

Country
Belgium
Location
Walloon Region
Workplace location
LIEGE-SAINT LAURENT(BEL)
Employer company
TotalEnergies Power & Gas Belgium
Domain
Procurement, Sales
Type of contract
Regular position
Experience
Minimum 6 years
Candidate Profile

• Engineer or Business degrees or equivalent. At least 5 years professional experience in the fields of economics, finance, market analysis, or contract negotiations or administration;
• Relevant experience includes past positions in legal, economy / finance, negotiations, or market analysis;
• Proven negotiation and deal closing skills / proven value creation skills;
• Given the international dimension and skills required, the individual must be fluent in English;
• The Negotiator will have prior and substantial experience in power, markets, contracts, and commercial standards and practices of the sector;
• Competencies / qualities: Curiosity, Responsiveness, Anticipation, Creativity / Innovation, Interpersonal Skills, Critical Thinking, Autonomy, Reliability;Language: English, French and/or Dutch. Capability in Spanish, Portuguese or German an advantage.

Activities
Focusing on prospects and customers identified as LB2B targets, often working with ONEB2B and REN Business Development teams, listen to customer needs and construct competitive and differentiated power solutions to meet them based on the tool box of products and services that TTE can provide;
Note: it is expected in many instances that the hunting / general relationship management of prospects will be done ONEB2B and / or REN Business Developers. The role of LB2B is to take these relationships and opportunities and construct, negotiate and then close deals / manage the contracted solution.

• Analyze the objectives and constraints of the counterparties with whom the Company negotiates. Use such analysis to develop negotiating strategy and contractual solutions that are innovative and respond to these needs while also being compatible with all internally involved parties boundaries and capabilities;
• Construct the commercial solution to maximize the chance of success for the closing deals, whilst assuring an optimum rate of return for the Company. Proposing, identify and prioritize commercial solutions most appropriate for each Large B2B customer's needs;
• Major values added by this role will be :
• take an identified prospect and construct a solution that meets their need, collecting analyzing and understanding customer needs where value can be captured;
• lead and coordinate the project commercial workstream, including brainstorming, evaluating and implementing / negotiate with the customer the contractual and pricing details (within internal set guidelines). Take into consideration all aspects of a project - economic, markets, finance, legal;
• coordinating internal to ensure all teams deliver and that internal processes, contracts, pricing etc are put in place. Mobilize, engage and coordinate experts and specialists as necessary (legal, economists, tax, market analysts, etc);
• closing the deal that maximizes / optimizes value for TTE and minimizes associated risks to an acceptable level. Participate and analyze, with the support of legal, the drafting and finalization of commercial contracts (Proposals, Letters of Interest, Sale Agreements, etc) and obtain management approvals and alignment.
• Present and defend dossiers as a part of the internal approval process (CDGRP, potentially including Business Review, CoRisk, CoVal and Comex involvement) under the supervision of the head and VP of Large B2B;
• Follow the management of the contracts for the files in which the Marketing Senior Negotiator is in charge. Work with customer service team to ensure quality delivery of solutions;
• Contribute to the day-to-day management of the Company, including contributions to the Company and Management briefing notes, management / IPBU reporting of sales (volumes / revenue), budget and PLT matters;
• In collaboration with Large B2B teams, develop innovate offerings to add value and reach large B2B customers' needs in terms of products, services and solutions for power and gas;
• Develop business by selling the catalogue of power related products, services and solutions for power and gas for large B2B customers.

Context & Environment

• TotalEnergies is implementing an Integrated Power Business Unit, with a global footprint, bringing together its assets, experience and capabilities to deliver power solutions to B2C, B2B, utilities and wholesale merchant energy. This will combine renewable energy, flexible assets, hydro, CCGTs as sources of energy production and modulation. TotalEnergies has a stated strategy and plan to have 35 GW in operation by 2025 and 100 GW by 2030 of renewables plants globally;
• The Integrated Power Business Unit will focus primarily on de-regulated energy markets but will also provide power related solutions in regulated markets globally for B2B and local utility customers;
• The LB2B&CPPA function is focused on developing business on power related products, services and solutions for large B2B customers in globally where regulation and TotalEnergies footprint allows competitive solutions to be deployed, initially focused primarily on EU, US and other key industrial markets, countries and zones;
• Power related products, services and solutions are expected to combine various components such as physical power supply, renewable power (on site and off site), demand response, battery storage, EV etc, along with more complex value chains such as H2;
• The function will be expected to construct, manage, negotiate and contract solutions for customers , ensuring effective risk mitigation & value creation for TTE.