SEBASTIAN FAHTZ

Industrial Sales and Business Development Manager

Industrial Engineer with over 20 years of international experience in industrial B2B sales, business development and energy asset management across Chile, Latin America and Europe. Extensive practical knowledge of industrial boilers, thermal generation assets, maintenance and plant performance gained at GETEC. Helped build Fraunhofer Chile’s industrial thermal processes research business and developed and sold multiple process heat and efficiency projects. Track record includes €2–3 million in annual revenue at FAM and over €700,000 in annual sales at Fraunhofer. Combines mining key account relationships, full sales cycles, P&L responsibility and team leadership with professional English communication across international stakeholders.

Santiago, Chile

Languages

Skills

Certifications

Work Experience

Head of Business Development

Fraunhofer Chile ResearchSantiago, Chile

Apr 2024

Establish and develop the research business in industrial thermal processes and decarbonization; developed and sold multiple projects in industrial process heat, solar thermal energy, energy efficiency and thermal process optimization
Define and execute commercial and go-to-market strategies for renewable energy and industrial decarbonization in Chile and Latin America, with annual sales exceeding €700,000 and a pipeline of more than €1 million
Manage the full B2B sales cycle for industrial clients, utilities and public institutions, from market intelligence, prospecting and qualification to technical and commercial proposals, forecasting, negotiation and contract awards
Developed 25 strategic partnerships with companies, research centers and public institutions; coordinate technical, commercial and research teams to translate customer needs into applied solutions and projects

Maintenance Planning Manager

GETEC Kundenservice GmbHMagdeburg, Germany

Jul 2019 — Mar 2024

Worked primarily with industrial boilers, applying extensive practical knowledge of thermal and heat and power generation assets to maintenance planning, operational requirements and plant performance management
Led five professionals in developing and implementing a digital Asset Performance Management (APM) solution supported by Business Intelligence, integrating operational requirements with asset and commercial data
Optimized a portfolio of more than 120 heat and power generation plants and over 10,000 thermal installations through maintenance planning, analytics and performance monitoring

Branch Manager

IRW Industrieservice GmbHMagdeburg, Germany

Feb 2018 — Jun 2019

Led the regional branch with full P&L responsibility; developed and executed sales and go-to-market strategies for industrial services, driving prospecting and new business opportunities
Managed strategic industrial accounts through consultative selling of long-term services, from needs assessment and proposal development to high-value negotiations and contract closing

Asset Manager

GETEC Heat & Power GmbHMagdeburg, Germany

Jul 2017 — Jan 2018

Managed heat and power generation assets, coordinating preventive and corrective maintenance for eight steam generating biomass plants and two coal-fired power plants with internal teams and suppliers to support availability, reliability and operational requirements

Sales Engineer | Project Manager

FAM América Latina Ltda.Chile

Sep 2006 — Jun 2017

Managed complex technical B2B sales in Chile and Latin America, generating annual revenue of €2– 3 million through industrial solutions and long-term contracts
Developed mining key accounts including BHP, Codelco and Antofagasta Minerals, building long-term relationships and identifying customer needs and cross-selling opportunities in maintenance, spare parts, engineering and asset optimization
Led complete sales cycles from opportunity identification and qualification through technical and commercial proposals, forecasting, negotiation and contract awards to delivery, coordinating engineering, service, project and sales teams
Led maintenance and operational optimization projects for 18 units of equipment at Minera Spence, coordinating the customer and international technical teams to improve performance, reliability and efficiency

Skills

Industrial BoilersThermal Energy SystemsIndustrial Process HeatDecarbonizationEnergy EfficiencyCommercial StrategyMarket DevelopmentMining Key AccountsSales Cycle ManagementNegotiationP&L ManagementTeam LeadershipTechnical and Commercial ProposalsPipeline Management and ForecastingCRMProject and International Stakeholder Coordination

Education

Industrial Engineering

Hochschule Magdeburg-Stendal, Germany

Oct 2002 — Aug 2006

Tax Specialist

Berufsbildende Schulen, Germany

Aug 1996 — Jul 1999

Certifications

English Course

e-class

2025

Renewable Energy in Building Construction

VDI Wissensforum

2023

Project Management

Rauwerdink Management

2022

Lean Six Sigma Yellow Belt

M+M Six Sigma Akademie

2021

Drivers License B, C

Languages

German

Native

Spanish

Fluent

English

Advanced

References available upon request.