Job Description Summary
GE Vernova's Software & Control Solutions (SCS) business line focuses on advanced control systems and digital solutions for the Power Generation, Oil & Gas, and Industrial segments. The Commercial Manager provides commercial support to the Sales Team to enable growth of controls product lines across the pole/region in the Control Solutions & Services (CSS) business line.
This individual leads the overall proposal development by bringing key stakeholders (sales, finance, engineering, product line, tax, risk, legal, execution, among others) together to implement the technical solution and commercial deal strategy. The Commercial Manager reports to the Pole/Regional Commercial Operations Leader.
Key Responsibilities
- Work with Sales to develop the competitive wing-to-wing commercial proposal and partner to develop a winning strategy.
- Lead the Inquiry-to-Order (ITO) commercial proposal generation process for Core & Complex Control Projects.
- Review customer tender RFQs, terms and conditions, identifying deviations, mitigation, fall-back language, technical scope, clarifications, and cost/price.
- Collaborate with the Commercial Leader, engineering/services subject matter experts, approvers and functional teams to outline scope, cost, risk and pricing strategy.
- Review terms and conditions and conduct risk management assessment and mitigation.
- Manage the tender schedule and ensure timely internal approvals, bid submission and readiness for order booking.
- Present deals to the Commercial Review Board (CRB) in line with the ITO process and established delegation of authority.
- Actively participate in commercial and technical meetings and contract negotiations with customers.
- Manage the advance release and short cycle process.
- Support handover meetings with the Order-to-Remittance (OTR) team to accurately depict As-Sold financials and scope of supply.
- Use Salesforce.com to manage proposal risk profile and pipeline forecasts.
- Lead communications at all organizational levels, including deal reviews with senior and executive leadership.
- Own the ITO commercial process and support other organizational functions as necessary.
- Lead and take part in LEAN and commercial excellence initiatives.
Required Qualifications
- Bachelor of Engineering/Business Administration or equivalent knowledge.
- Minimum 3 years or more experience in Power Generation business projects and/or tendering or relevant industry.
- Strong business acumen, negotiation, analytical and interpersonal skills.
- Willingness to travel, 10% to 15%.
- Experience with contract drafting, managing both commercial and legal terms within a customer agreement.
- Fluent in English and French.
Desired Characteristics
- Ability to lead customer negotiations and handle customer communication.
- Understanding of financial models and advanced-level formula-driven spreadsheets.
- Strong knowledge of public tendering processes and regional procurement rules and regulations.
- Knowledge of GE Gas Power and GE Nuclear businesses.
- Knowledge of multiyear services and maintenance agreement modeling and quoting.
- Ability to lead and influence cross-functionally.
- Proven leadership in project organization.
- Commercial and technical experience.
- High energy and enjoys operational challenges.
- High sense of ownership, drive and support for continuous improvement.
Additional Information
Relocation Assistance Provided: No
This is a remote position.
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