Senior Commercial Manager - Multi-Year Agreements and CM&Us

Job Description Summary

Job Description

Role Summary/Purpose:

The 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, and ITO-OTR turnover processes for all assigned deal opportunities of the Multi-Year Agreement (MYA) and associated upgrades (CM&U). 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. This role will support and foster a culture of Lean thinking to drive sustainable business standards and sustainable improvement to increase process capability.

Responsibilities

  • Work as a key member of the North America Pole Services ITR teams in support of achieving the CS and MMP business lines objectives. As a key member of the team, the role requires awareness of the business lines' quarterly and yearly key metrics (KPIs) performance and for the prioritization of these metrics as business objectives and needs may change.
  • Integral to quality backlog is the confidence and likelihood of converting the backlog of commitments as planned. This role will require the CM to have an understanding of risk to achieving the business objectives and support team in strategies to mitigate or eliminate such risk during the P5.0 process.
  • Working with the region CSA Product Specialists, Account Managers and/or Sales, Operations, and functional teams, lead the ITO process for highly complex renegotiation, renewal and new Multi Year Agreements across the 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 and the various other commercial processes. Actively participate in and/or lead commercial and technical meetings and contract negotiations with customers.
  • Be responsible for effectively driving the proposal and contract ITO processes to develop scope, cost, risk, cycle time and for an assigned deal opportunity to provide technical and commercial solutions meeting both customer and GE's requirements and business goals.
  • Support CS sales specialist ('SWAT'), ITR account teams and functional teams to determine market / value pricing strategy. 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, price and actual proposal / contract language.
  • Coordinate and lead the HQ/Regional/Sub-Regional/Deal Team Policy 5.0 review process in coordination with the applicable ITO 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, quality, and the effectiveness and efficiency of the R3 handover process. Drive proposal throughput, yield, cost, efficiency, and individual productivity.
  • Continuously seek to improve ITO processes across the business lines, with special emphasis on simplification opportunities to drive speed, waste reduction, and commercial intensity. Lead/champion region simplification projects to improve the ITO process in support of Regional and Global driven problem-solving events.
  • Ensure process adherence to all contracting requirements with minimal support from GE legal resources.
  • Be responsible for exercising Commercial Manager deviation and signature authority within the parameters of the Gas Power Services Policy 5.0 Process and Signature Authority Matrix.
  • Enforce order-booking requirements and drive an improved R3 turnover process to ensure proper control of contract flow-down requirements.
  • Responsible to ensure accuracy for the scope definition, costing, and contract drafting during the ITO process and further during the R3 handover 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.
  • When appropriate, 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 :
  • Commitments, Margin%, Sales, Operating Profit to include Cumulative Catch Up (CCU), Net Cash
  • Policy 5.0 Compliance
  • R1 Responsiveness
  • R2 On-time, quality offerings
  • R3 On-time, quality Handover


Qualifications/Requirements
  • 5+ yrs of experience in Sales/Commercial Operations, preferably in the Heavy Duty Gas Turbine segment
  • 5+ yrs of experience within the Power Generation and/or Energy Industry
  • Engineering, business or technical degree from an accredited college or university


Desired

  • 5+ yrs of Commercial experience with complex gas turbine, aero, steam turbine and generator service solutions in the Power Generation and/or Energy Industry
  • 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 often with competing deadlines.
  • Capability to effectively communicate with high-level management
  • Excellent technical and/or commercial writing and reading comprehension skills.
  • Proficient computer application skills


Additional Information

GE offers a great work environment, professional development, challenging careers, and competitive compensation. GE is an Equal Opportunity Employer . Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.

GE will only employ those who are legally authorized to work in the United States for this opening. Any offer of employment is conditioned upon the successful completion of a drug screen (as applicable).

Relocation Assistance Provided: No

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