In place of the previous
Strategic Business Units, from now on MAN Energy is placing reliance on a
triad consisting of Front End, Product Lines and Engineering, while the Group
Functions will continue to provide support for all areas.
One of MAN Energy
Solutions’ strengths is its product portfolio, which is able to supply segments
as diverse as shipping, power generation, oil and gas production, and
industrial production. As a solution provider, we want to combine our products
intelligently as required in order to achieve the optimum outcome for our
customers. But that was precisely where the snag lay until now: the structure
of the Strategic Business Units was too rigid, too complex and too confined in
silos. The new organization, which took effect on 1 February 2021, is going
to change that. The goal is more cooperation between Marine, Power and
Industries (formerly Turbomachinery), as well as better customer focus.
We are putting our
aspiration to give greater importance to the regions into practice. Front End
brings together all sales activities for new equipment and aftersales. Each
sales region (Americas, Asia Pacific, Europe and Middle East/Africa) will now
have just one Head of Region instead of the three it had before. They will bear
responsibility for all business in their region and be our face to the
customer. The regions will cooperate closely with the segments at head office.
The Heads of Segment are responsible for, among other things, the global sales
strategy for the Industries, Marine Two-Stroke, Marine Four-Stroke, Power, New
Solutions, PrimeServ Marine & Power and PrimeServ Industries segments. The
Heads of Region and Heads of Segment will communicate on equal terms. “If we
break down the old silos, I’m convinced that the Front End will give us
improved and, most importantly, direct access to the markets and our customers,
which will ultimately lead to more growth,” says Chief Sales Officer Wayne
The four new Product
Lines (PL) follow an integrated approach too. “Turbomachinery and engines are
the heart of our business. So the restructuring might almost be described as
open-heart surgery, but it is vital if we are to be competitive again,” says
Martin Oetjen, Chief Operations Officer. In PL Engines and PL Turbomachinery,
purchasing, logistics, quality and production are being brought back under one
umbrella, making it possible to cut costs and optimize processes. PL EPC
Solutions is responsible for Engineering, Procurement & Construction, which
involves building complex industrial facilities. It will enable MAN Energy
Solutions to use its expertise in the construction of turnkey power plants in
other areas, such as energy storage solutions or hydrogen production and
storage. PL Components brings together all the components that cannot be
assigned to a single product. These include apparatus and reactors from
Deggendorf, new acquisitions H-TEC SYSTEMS, MAN Cryo and AKA, and, looking
ahead, ship propellers. PL Components will also handle sales of turbochargers,
exhaust gas treatment systems and, in the future, castings and injection
systems. This outside business is intended to boost capacity utilization and
make production more independent of market fluctuations.
The restructuring might almost be described as
open-heart surgery, but it is vital if we are to be competitive again.
Engineering was brought
together in a single unit a while ago and will retain its existing form.
Product Management will play a coordinating role in the cooperation between
Front End, Product Lines and Engineering. Front End will communicate market
requirements, which will have to be balanced with our development and
production capacity. This will ensure that the development pipeline is filled
with realistic and profitable products, and enable Production to plan its
capacity utilization reliably.
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