Commercial Lead, Asia Pacific

Key responsibilities:

• End-to-end deal commercial ownership: Lead the overall commercial progress for priority APAC opportunities from qualification and tendering/negotiation through contract signing and handover, ensuring timeline and outcomes are controlled.
• Develop and execute deal commercial strategy: Define the value proposition, pricing logic, risk allocation, and negotiation approach for each deal, aligned with profitability targets and customer success.
• Value optimization and commercial term structuring: Proactively identify value-creation levers by optimizing scope, commercial levers, payment terms and indexation, services bundling, liability caps, warranties, and performance guarantees to improve deal value and controllability.
• RFP/tender analysis and bid governance: Break down customer RFP/tender requirements into executable bid plans, commercial positions, and compliance matrices, focusing on key metrics such as price, schedule, performance, bankability, and lifecycle value.
• Cross-functional virtual bid team coordination: Coordinate solutions, sales, legal, finance, services, and project management teams with clear responsibilities, timelines, and decision points to ensure consistent technical/legal/financial alignment.
• Contract drafting, negotiation, and deal closure: Present and clarify proposals to customers, lead negotiation of English equipment and services contract terms, and manage customer legal teams, consultants, and third-party counsel to accelerate closure.

Qualification and expertise:

1. Bachelor's degree from an accredited college or university
2. Fluent in English and Chinese in speaking and writing, other language would be a plus
3. Significant experience leading commercial activities for large-scale infrastructure/energy transactions (renewables, grid, storage, wind/solar, EPC, OEM, services, or industrial projects).
4. Strong customer orientation; able to influence senior stakeholders and build trusted relationships.
5. Demonstrated leadership of cross-functional/virtual teams across multiple geographies and cultures; strong cultural fluency across APAC.
6. Excellent commercial judgment: pricing, margin, cash, risk, and bankability considerations.
7. Strong analytical and problem-solving skills; ability to make decisions with limited/conflicting data under time pressure.
8. Executive-level communication: confident proposal defence, governance presentations, and negotiation leadership.
9. High attention to detail while maintaining a strategic, portfolio-level view; able to manage multiple complex pursuits simultaneously.
10. Willingness and ability to travel and to work intensively during bid/negotiation periods.
11. Strong technical curiosity and enthusiasm for renewable energy and energy transition solutions.