Senior Commercial Manager

Job Description SummaryThe Commercial Manager (CM) drives functional and operational Commercial Intensity and Policy 5.0 rigor for assigned deal opportunities. The CM will manage the quoting, proposal generation, contract negotiation, risk management and ITO-OTR turnover processes for all assigned deal opportunities of the assigned segment and sub-region. In this role you will be responsible for work that is less defined in scope and have the understanding and experience to execute business objectives, be involved in short-term and long-term planning and contribute to the overall business strategy.

Job Description

Responsibilities

• Work as a key member of the region and/or sub-region Inquiry To Order (“ITO”) team in support of achieving the region’s and/or sub-region’s commitments, orders, sales, cash, operating profit, and margin targets for the applicable segment. 
• Working with the region and/or sub-region Sales, Operations, and functional teams, lead the ITO proposal generation and contract formation process for Gas/Gen/CC Steam/HRSG projects across the Tx Services / Upgrades / CS and MMP ExW and Master Terms and Conditions segment with the intent of developing winning strategies to leverage successful deal closures while ensuring compliance with established guidelines for the Policy 5.0 risk management process and the advance release process. 
• Responsible for all aspects of ITO contract creation, including proposal development, risk management and mitigation, specification compliance, scope development, transactional pricing, customer negotiations, customer communications and issue resolution. 
• Be responsible for effectively driving the proposal and contract ITO processes to develop scope, cost, risk, and market / value pricing strategy for an assigned deal opportunity to provide technical and commercial solutions meeting both customer and GE’s requirements and business goals. This effort requires collaborating with the respective sales, operations, and other functional teams during the deal development and review process to ensure that all technical risk points, risk mitigation, and business risk acceptance levels are properly incorporated into the development of the opportunity scope, cost, strategy, and actual proposal / contract language 
• Prepare and lead the HQ/Regional/Sub-Regional/Deal Team Policy 5.0 review process in co-ordination with the applicable Commercial Director, subject matter experts, approvers, and functional teams. 
• Be responsible for driving and coordinating ITO process compliance and metrics across assigned deal opportunities with special emphasis on Policy 5.0 requirements, proposal and contract completeness, timeliness, and quality, and the effectiveness and efficiency of the ITO-OTR (Inquiry To Order - Order To Remittance) handover process. Drive proposal throughput, yield, cost, efficiency, and individual productivity. 
• Continuously seek to refine ITO processes across the business segment, with special emphasis on simplification opportunities to drive speed, waste reduction, and commercial intensity. Lead/champion region simplification projects to improve the ITO process. Represent Regional Commercial Ops team in support of Regional and Global driven workouts.
• Ensure process adherence to all government-contracting requirements with minimal support from GE legal resources. 
• Be responsible for exercising Commercial Manager deviation and signature authority within the parameters of the Power Services Policy 5.0 Process and Signature Authority Matrix. 
• Enforce order-booking requirements and drive an improved OTR turnover process to ensure proper control of contract flow-down requirements. 
• Be responsible for reducing cost-of-quality issues arising from inaccurate or poor scope definition, costing, or contract drafting during the ITO process and inadequate handovers during the ITO-OTR handover and advance release process for assigned deal opportunities. 
• Be responsible for developing personal commercial, and technical skill sets to enable further personal ITO processes empowerment, simplification, and speed. Mentor new Commercial & Sales Managers/Commercial Leadership Program members on the ITO processes during their rotations with Commercial Operations. Help develop and present training to fellow commercial managers on relevant business subjects or processes.

ITO Metrics:
- Orders, Sales, Margin%, Operating Profit, and Cash
- Price enhancement
- Policy 5.0 Compliance
- R1 Responsiveness

- Throughput of On-time quality proposals

- Cost of quality

- Hit / win rate

- KPIs

Qualifications/Requirements

• Bachelor’s degree in Engineering, Business, Technical field (or equivalent degree).
• 8+ yrs of experience in Sales/Commercial Operations
• 8+ yrs of experience within the Power Generation and/or Energy Industry

 

Desired Characteristics

• 5+ yrs of Commercial experience with Services and Upgrades solutions in the Power Generation and/or Energy Industry
• Recent Experience with Gas / Steam / Gen Complex Upgrades Projects and Core Maintenance projects.
• Experience within both the Multi-Year Contractual and Transactional Services businesses
• Experience managing large complex deals with multi-functional interactions. Ability to prioritize and manage multiple individual and team responsibilities for multiple complex projects.
• Experience negotiating Ts and Cs
• Capability to communicate with high-level management
• Excellent technical and/or commercial writing and reading comprehension skills.
• Multi language (English/others)

Additional Information#LI-Remote - This is a remote position