Offers “ENGIE”

Expires soon ENGIE

Commercial and Sales Performance Manager

  • Internship
  • Courbevoie (Hauts-de-Seine)
  • Sales

Job description

Who we are:

ENGIE is a global energy company, a leading provider of electricity, natural gas, and energy services. With 153,090 employees in more than 70 countries worldwide, ENGIE achieved revenue of €66.6 billion in 2016. ENGIE is committed to being a leader in the energy transition.

We are looking for talented and motivated people to create the future of energy. Join a rewarding and flexible work environment that encourages innovation and creativity, and help us meet the energy challenges of today and tomorrow.

Global Energy Management (GEM) is one of ENGIE's Business Units. We deliver services in supply and logistics management, asset management, risk management, market access management, while contributing to the market understanding, design and efficiency and developing market solutions to accelerate the energy transition.

GEM manages one of the largest and most diversified energy portfolios in Europe, including electricity, natural gas, bulk commodities and environmental products.

With 5 trading platforms and activities in more than 50 countries, GEM has an extended geographical coverage in Europe, Asia-Pacific and in the US. It employs 1,300 people around the world.

Organization:

The Expertise Center Commercial is the voice of the client within GEM, it assures that GEM keeps its client focus to enable commercial development and client loyalty. It ensures the highest quality of products, delivering value for clients supported by secured and replicable structures for GEM.

Role:

The Commercial and Sales Performance Manager is an operational position within the EC Commercial, and thus is not a role allocated to a specific Business Platform.

The objective is the job is to define a common framework of rules and methodologies from commercial performance management at BU level, implement it at Business Platform/Transversal Business level, and produce reporting to provide GEM with the overview of commercial activities, with an attention to continuous improvement to increase data quality and process automation.

Commercial performance is measured at deal level to build indicators by clients (measuring the value and profitability of each client), activities (type of business / products) and individual (achievement of commercial and financial objectives). Indicators are aggregated at desk, Business Platform/Transversal Business, and GEM levels to steer commercial activities.

GEMforce is the system upon which all commercial performance process and reporting will rely on.

Main Activities:

Main activities include a project mode (define and implement) and a recurring part (follow-up, data stewardship, reporting and improvement).

Client value management:

·  Extend the definition of Value at Inception (VAI) and Traded volumes in all GEM commercial activities, formalize the rules, maintain the methodology up to date as new business emerge, book structure and deal management system evolve, and deliver training on the methodology to commercial and trading people
·  Accompany Business Platforms to implement VAI capture in the Deal Management systems, work with FinOps teams to implement VAI and Traded volumes data control and validation, work with IS teams to implement reporting process in GEMforce
·  Commercial P&L: define and implement traders books P&L allocation rules to each deal and client - in coordination with EC FinOps
·  Client profitability: define and implement costs allocation rules to each deal and client to get a net profitability indicator

Performance reporting:

·  Accompany each BP/TB to define and implement in GEMforce a commercial dashboard
·  Build the GEM commercial dashboard
·  Ensure ad hoc reporting and analysis on commercial performance at the request of Business Platform/Transversal Business, EC Management or ExCom
·  Implement in GEMforce individual performance follow-up, targets & objectives and achievement

Non-financial commercial KPIs: Define, implement and ensure reporting of non-financial commercial KPIs (hit ratio, contract renewal rate, deal pipeline value, …)

Budgets & sales forecasts:

·  Contribute to the commercial budget elaboration at the request of BPs
·  Consolidate the commercial budgets of all BPs and produce the GEM overview
·  Implement commercial budget follow-up in GEMforce
·  Develop sales forecast methodologies based on deal pipeline

Contribute to Business Planning exercise in coordination with Business Platforms

Work location:

Courbevoie, ENGIE T1

Travels:

Paris & Brussels

International travels to GEM locations on occasional basis might be needed

Education and professional background:

Engineering School or University Master's degree: sciences, economics or comparable studies.

3 to 10 years of professional experience

Strategy, Management Consulting experience

Past experiences in energy management / energy trading sector and commercial activities

Hard skills:

·  Business process analysis
·  Data management, data “crunching” and analysis, Excel
·  Good understanding of the GEM organization, activities and business model
·  Understanding of the Front-to-Back operational chain
·  Knowledge of book structure / value capturing
·  Knowledge of Power BI, Python or Salesforce reporting & dashboard is a plus

Soft skills:

·  Team player, ability to create a collaborative environment
·  Client-oriented, ability to listen, problem solving
·  Rigorous, attention to details
·  Strong analytical skills, critical thinking
·  Resilient to stress
·  Proactive and autonomous

Languages:

English, French (oral and written), other language as a plus

Additional Information
·  Posting Date: Aug 7, 2020

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