27 days old

Commercial Operations Sales Proposals Lead

GE Energy
Detroit, MI 48226
**Job Description Summary**

The Commercial Operations (ComOps) Specialist is responsible for the development and management of a strong proposal generation and risk process in the commercial phase, including its operations aspects to grow capabilities & efficiency of the Inquiry-to-Order (ITO) teams, and ensure commercial intensity & compliance to the Grid Solutions Deal Risk Management process (Policy 5.0). This role drives change through adaption & localization initiatives & improved rigor in deal making/closure and for a better Operational Excellence to ensure proper risk management throughout the deal lifecycle, while closely aligned to customer CTQs.

**Job Description**

As the North America Commercial Operations Specialist, you will:

+ Own the ComOps and respective proposal generation & risk process, including the use of tools (Speak4GE, RAM, GRIP) and governance instances (GS DOA, GE REN DOA, PRB), ensuring development of consistent operations in ITO, adherent to our policies, processes & metrics

+ Steer commercial teams in quality assurance of proposal build including risk and approval management as well as a proper transition to OTR for all GS Product Lines in the region

+ Build & operate Deal Desk / Risk Reviews to drive early engagement / strategy development with region & product teams as well as Operations, ensuring leadership alignment at all levels to obtain necessary decisions timely

+ Ensure performance & effectiveness measurement through appropriate support of ITO teams, by applying KPIs and by challenging risk/opportunity assessment & mitigation strategies (e.g. based on trend analysis, proposal post-mortems & customer feedback)

+ Work closely with the Region Sales teams as a key partner in the strategy development to create winning proposals and meeting or exceeding the regions plan for orders, margin and cash

+ Drive analysis of customer terms and conditions (T&Cs), preparing redlines, assessing deal risks, and gathering required approvals

+ Lead or support customer negotiations, ensuring an acceptable risk profile for GE given the specific scope of supply and deal dynamics

+ Ensure seamless hand-over of Pos/signed contracts to OTR

+ Drive empowerment through localization of T&Cs, functional expertise across region, and people capability development

+ Establish training, on-the-job coaching & mentoring to ensure an optimal defined level of proficiency and knowledge of ITO teams in T&Cs, risk management and negotiation skills

+ Support design and drive implementation of proposal standards and new commercial models to increase orders volume and market reach

+ Steer Lean/quality initiatives to drive process rigor, simplification and customer outcome through sales & bidding as well as margin improvement measures (e.g. lessons learned / effective Return of Experience operational mechanism)

+ Support and drive change management process to challenge current commercial processes, in order to reduce cycle times & costs, improve service quality & mitigation plans and define the appropriate pricing and commercial strategy; drive accountability to agreed/implemented changes

+ Interface with all functions across region and products such as Sales, Tendering/units, Legal, Commercial Finance & OTR teams to enhance successful commercial strategies and solutions

+ Maintain knowledge of market trends, customer requirements, competitor actions and customer base; interface with internal and external customers, identify customer needs


+ Bachelors degree in Business, Finance, Legal, Engineering or related area from an accredited university or college

+ Minimum of 2 years of experience in the Energy industry within contract proposal, sales, sourcing, operations or fulfillment

**Desired Characteristics**

+ Strong didactical contractual & negotiation skills.

+ Graduate of a GE leadership program (e.g. CLP, FMP)

+ Knowledge of electrical transmission and distribution projects or power projects

+ Ability to influence and lead cross functional teams

+ Experience in developing complex proposals or structuring complex deals

+ In depth knowledge of contractual terms and conditions; experience in structuring and negotiating contracts to minimize business risk

+ Strong oral and written communication and presentation skills

+ Strong interpersonal and leadership skills

+ Self-sufficiency and ability to program manage

+ Ability to think strategically and be operationally rigorous

+ Change agent with strong services acumen

+ Familiarity with the use and function of SPEAK4GE (SFDC)

**Additional Information**

GE offers a great work environment, professional development, challenging careers, and competitive compensation. GE is an Equal Opportunity Employer (https://assets.phenompeople.com/CareerConnectResources/GE11GLOBAL/en\_global/desktop/assets/images/poster\_screen\_reader\_optimized\_w\_supplement.pdf) . 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


Posted: 2021-03-15 Expires: 2021-04-14

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Commercial Operations Sales Proposals Lead

GE Energy
Detroit, MI 48226

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