Jul 12, 2019

Wind Energy Business Director

CDI
Saclay
Marketing
Sales
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Context

Leosphere, founded in 2004, is the world leader in ground-based and wind turbine-nacelle mounted Lidar (Light Detection and Ranging) equipment for atmospheric observation.

The company designs, develops, manufactures, sells and services turnkey remote-sensing instruments for wind measurement and aerosol characterization. Leosphere, a Vaisala company, employs altogether 125 professionals who together build high-technology solutions for atmospheric observations.

Market and company context

  • Wind Energy business segment entering a new era creates a historical opportunity
    • Industry wide acceptance of Lidar remote sensing for multiple applications (WRA, PC, PO) and as part of customer operational processes
    • Cost reduction and extended reliability now a reality allowing to compete with lower cost technologies and eventually met towers
    • Turbine Control application is starting to become a real operational market with significant volumes: an opportunity by itself but also a real catalyst for the above market trends and related opportunity.
  • Intense competition (especially from China) on pricing and performance
  • Competitive advantages
    • Integrated company (R&D and production in house, wide occupancy/control of Lidar value chain (from components design and manufacture to post processing and services)
    • Strong industrial and financial back up by global met leader Vaisala
    • Lidar industry leadership and reference
    • Global and multi-market
    • Innovation capacity, culture, and substantial/durable investment

Mission

In this context, Leosphere wants to concentrate the entire responsibility of this business segment to a wind energy Director.

Main missions will be:

  • To define and update a long term market strategy, and the related yearly plans and objectives
  • To execute those plans and deliver the growth, profit, competitivity, reliability, customer satisfaction expected on this market by managing indirect and direct sales, product life cycle management, application management and marketing/communication in partnership with the Vaisala group’s resources.
  • To nurture innovation
  • To ensure synergies with other market segments of the company (other energies, aviation weather, meteorology)
  • To participate to the mobilization and development and people in the company
  • To contribute actively to the company’s global strategy, execution and performance (marketing, innovation, engineering, industrial, financial, human capital)

Organization

  • Reports to Leosphere SAS President (Wind Lidar business Line)
  • Heads a division composed of
    • Product marketing and application managers (3 people)
    • Sales (direct or indirect through sales business units) : Europe, APAC, MEA, China, Americas (10 people)
    • Communication (1 person + Vaisala’s support)
    • Strong Application / Scientific management (4 people – dotted line)
  • Supervises worldwide network of 30+ distributors and partners with 4 Vaisala’s regional offices
  • Strong customer/supplier relationship with engineering department

Detailed assignment

1/ Marketing

  • Market analysis and expertise (application, market structure, trends, standards, value analysis, segmentation, market survey, competition)
  • Marketing strategy (business targets – growth, profit, IRR; branding, positioning, product roadmap, portfolio strategy, PLM, offering definition, pricing and business models, distribution strategy, communication strategy, value proposal)
  • Marketing execution (sales tools, lobbying, customer cases, proofs, conferences and scientific support, communication, training, win/loss analysis)
  • Sales support (clients’ meetings, tender support, follow up with customers, win/loss analysis)
  • Global reporting on market performance

2/ Sales

  • Global sales strategy
  • Funnel management (Lead generation,  qualification, customized value proposals, customer visits, bid answering, negotiation and closing; inside sales management)
  • Key account management
  • Sales network management (Identifying appointing, managing sales reps and distributors)
  • Supporting Vaisala’s global sales network
  • Sales analytics and reporting
  • Sales tools and processes modernization
  • Margin control

3/ Participation to the global management of the company

  • Actively contributing to the company’s global strategy
  • Creating synergies with other market segments (Product roadmap, customer sales relationship management tools, process re-engineering)
  • Participating to global management of the company through executive management meeting

4/ HR

  • Managing the team
  • Developing the team

Profile / Skills

Experience

  • Experienced manager able to develop in autonomy a profitable business from marketing strategy, new product development, business development, and sales – 15/20 years of experience and proven track record.
  • Deep knowledge of the wind power industry and wind sensing solution applied to it (structure, value chain, applications, business models, players, competition)
  • Good knowledge of atmospheric measurement products (technical understanding of LIDAR is an asset even though not mandatory)
  • Good understanding of high technology product engineering and industrialization process
  • Management experience of marketing and sales teams
  • Full marketing scope experience (Analysis, strategy, tactics and operational deployment)
  • Executive experience within an executive management team
  • International sales experience
  • Deep strategic analysis capability

Profile

  • Ability to think wide while accompanying its team in operational execution
  • Client oriented, Results oriented
  • Able to represent the company towards all level of outside contacts (high level government officials, key accounts executives)
  • Innovative and humanist
  • Fluent English (French is an asset but not mandatory)
  • Based in Paris France – intense international activity

Practical aspects

Position based in Saclay (Paris France), with a permanent contract and to be filled immediately.

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