LTSA / FA - Lead Location: Wangara, WA, Australia, 6065 Company: Chart Industries Ensuring Chart's Success Provide competent LTSA customer sales and services solutions to all mining, PCOG, Power and industrial customers with an aim to add value to the customers installed equipment, existing and or new services and additional development needs, achieving sales revenue targets and developing long-term customer relationships. What Will You Do? Accountabilities Achieve the annual LTSA & FA contracts objectives by, Design, develop and negotiate contract proposal drafts already in the quotation phase together with Sales and corresponding business partners for our APAC regions, supporting our RSM's and Services teams - end to end Contact person for support relating to the underlying services contracts and applicable legal framework conditions for All services and framework contracts in APAC region Answering inquiries about contractual obligations and controlling all contract revisions (contract change management), identification of risks, legal impact, renewals and our performance objectives In collaboration with APAC sales teams on developing our business funnels covering AFM, NB and Outage business opportunities The continuous development of our business volumes for longer term maintenance contracts by analyzing our target markets with sales associates, analyzing applicable roots to market, trends and supporting regional expectations, funnel management Supporting scheduling and management of customer contracted services, FSE management and customer planning interface, supporting our service teams working closely with regional services management, ensuring OTD to customer requirements and contractual obligations Coordination and determination of contracts revision intervals and deadlines with LTSA customers directly with the corresponding business partners, CRM controlled Create All New LTSA, FA and AuM attachment opportunities effectively in CRM, controlling clean and efficient data, reports monthly Collaboration efforts between Product business units and regions establishing a suitable root to market on LTSA offerings to customers ensuring a turn key solution offered aligned to product expectations over equipment life. Understanding customer needs aligned to OEM Identifying and developing new industrial customers covering both prior lost business opportunities, existing installed base equipment and post new build supply Maintain visiting prospective and existing customers to identify services contracts sales opportunities for the region, this includes working with regional sales managers ensuring all customers supported, assessing customer needs and recommending appropriate industrial products and services Preparing service contracts and outages tenders and negotiating pricing and contract terms with the respective customers, closing the targeted sales opportunities and securing long-term service agreements for the busines Documentation Responsible for LTSA contract management, for the comprehensive processing (contract administration) of the services contracts within the APAC region. The full implementation of the contract components and communication as an interface to the sales responsible persons involved as well as to the customer and contract services execution teams Reporting Create and present monthly reporting for APAC contracts in CRM, report on contract opportunities, contracts updates, renewals with a time scale average between 0 - 6 months, contract expansions and probabilities, Your Physical Work Environment Will Require Essential skills, knowledge & behaviours - Excellent communication skills (written and verbal): must be able to interact and communicate effectively with individuals at all levels of the organization with tact and diplomacy with a high level of cultural sensitivity - Ability to interpret financial data and perform accurate pricing calculations (pricing, margins, exchange rates) - Minimum of 3 years experience working on ERP system (preferably Microsoft AX) - Minimum of 5 years experience working on field services, preferably rotating equipment services - Ability to handle multiple priorities simultaneously in a fast-paced environment, set priorities, and work both independently and in a team environment - Ability to work under pressure while keeping a positive and result- driven attitude - Negotiation skills - High level of attention to detail and ability to maintain high level of accuracy - High level of PC literacy, especially MS Excel, Outlook, Internet Explorer - Extensive working knowledge on contracts, legal observations and ability to work with legal teams Your Experience Should Be Understanding of rotary equipment (fans, compressors) and process application - Dealing with demanding customers and demanding priorities Identify opportunities to enhance effectiveness, streamline activities and procedures, overcome obstacles and to utilise resources more effectively Our Benefits Package Chart Industries is an equal employment opportunity (EEO) employer and will not discriminate against any employee or applicants because of his or her race, color, religion, sex, gender identity or expression, sexual orientation, pregnancy, age, national origin, disability, veteran status, military status, marital status, genetic information or any other reason prohibited by law. Additionally, it is and shall continue to be our policy to provide promotion and advancement opportunities in a non-discriminatory fashion. Chart complies with applicable local, state, and federal statutes governing "equal employment opportunity" and nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including hiring, placement, promotion, termination, layoff, recall, transfers, leave of absence, compensation and training.
