Industrial Decarbonization Sales Manager - Europe

ACCIONA Energía is looking to incorporate, within the Energy Services (ESCO) commercial area, an Industrial Decarbonization Sales Manager oriented towards identifying, originating, and converting industrial decarbonization commercial opportunities in some of the main industrial clusters in Europe, including northern Italy, central Germany, and the Benelux region.

The position will be focused on energy-intensive industries and process heat users (cement, steel, chemical, food and beverage, paper, ceramics, glass, foundry, and other manufacturing sectors), driving decarbonization solutions through thermal electrification, waste heat recovery, biomass, renewable gases, renewable self-consumption, hybrid systems, and Energy-as-a-Service (EaaS) models.

They will act as the commercial lead for market development in the main industrial clusters within their geographic scope, leading the relationship with industrial clients from opportunity identification to contract closure. The technical development of solutions will be the responsibility of specialized bidding and technical office teams, with their function being to generate demand, develop the opportunity, build a relationship of trust with the client, and lead the negotiation and closing of contracts.

• Identify energy-intensive industries within their area of operation with the potential for decarbonization of heat and cold, while maintaining the client's operational reliability and cost competitiveness.
• Develop prospecting activity and market opening to identify new industrial decarbonization opportunities and establish relationships with potential clients.
• Offer and coordinate feasibility studies.
• Sustain the client relationship during long sales cycles, accompanying their internal decision-making process with various stakeholders.
• Present and defend to the client the proposals prepared by the bidding team and the technical office, frequently articulated as EaaS models (design, financing, construction, and operation of the solution, with the sale of final energy—heat, steam, cold, or electricity—under a long-term contract).
• Negotiate and close contracts, ensuring conditions that allow for the implementation of the solution.
• Coordinate with bidding and the technical office so that the proposal fits the real client needs detected during opportunity development.
• Build trusting, long-term commercial relationships with multinational industrial groups, developing a multi-site vision that allows for the replication of solutions across different plants and geographies.
• Ensure client satisfaction and loyalty once the contract is closed, laying the groundwork for new opportunities (expansions, other plants, other technologies).
• Develop relationships with technologists, engineering firms, industrial associations, and other relevant actors in the ecosystem.
• Perform follow-up on commercial opportunities until they materialize, keeping the pipeline updated and reporting on its progress.
• Collaborate fluidly with other departments (technical office, bidding, legal, risk, finance) to guarantee the viability and execution of each operation.

• Ability to convince and educate the client, rather than simple capture of existing demand
• Persistence and management of long sales cycles with multiple internal client stakeholders
• Ability to generate trust and build long-term commercial relationships
• Soft skills to interact effectively with other departments (technical office, bidding, legal, finance)
• Negotiation and closing
• Effective technical-regulatory communication to the client (translating technology and regulations into business arguments)
• Strategic business vision