Lead Commercial Proposals Manager at GE - General Electric

Job Description Summary

• The MYA Commercial Manager will be an integral member of the Commercial Operations team in SSA made of technical, legal and financial functions, assembled to build proposals / bids and successfully close contract negotiation and compliance with contract commitments and commercial risk assessment for Multi-Year Agreements (MYA).

Roles and Responsibilities
The Power Services Commercial Manager, MYA’s will manage the Inquiry to Order (ITO) process within his/her scope and will be responsible for pulling all necessary resources in preparation of proposals/bids, contract negotiation and compliance with contract commitments and commercial risk assessment Jobs at this level operate with some autonomy but are covered by well-defined Commercial policies or review of end results. The MYA Commercial Manager is expected to:

• Partner with sales to define the commercial strategy
• Leverage knowledge of MYA offerings to improve the win rate on this segment
• Lead the overall proposal development, by bringing key stakeholders (finance, engineering, product line, tax, risk, legal, Order to Remittance - OTR, among others) to implement the overall technical and commercial deal strategy
• Present deals for delegation of authority approvals and ensure ITO process compliance, including review of terms and conditions & risk management assessment
• Participate in Quality initiatives within ITO to drive process rigor and/or improvements
• Work with Sales for contract negotiations with customers
• Lead a flawless ITO to OTR hand-over process after contract award.

Desired Characteristics

• Experience in the fields of Commercial Operations, Engineering, Sales and Risk Management in the power industry, is preferred
• Ability to perform effectively in a matrix management
• Ability to manage multiple transactions and priorities simultaneously
• Self-starter with high energy and ability to energize others
• Experience with customer specification review, Terms & Conditions, public procurement law, proposal development and leading a sales effort
• must have a demonstrated track record of delivering high-quality commercial proposals through creating winning solutions & drafting contracts with respect to both commercial & legal terms In this role, you will:
• Primarily responsible for managing complete lifecycle and development of deal execution process including on-time delivery of proposals aligned with customer outcomes and business profitability / risk profiles; this may include but is not limited to – request for proposal reviews, bid planning, risk reviews, solution estimates & pricing, deal analytics / reviews, 3rd party coordination & negotiations, documentation, and analysis of terms & conditions.
• lead and drive deal team to develop bid requirements related to technical, and commercial inputs to support strategy development and risk management.
• Accountable for the development and continuous evolution of contract templates and framework agreements.
• Use Nex to manage proposal workflow & develop pipeline forecasts.
• Manage the policy 5.0 risk process for Long term service agreement deals.
• Lead communications, including leading deal reviews with senior and executive leadership.
• Prior experience with contract drafting – managing both commercial and legal terms within a customer agreement.
• Outstanding verbal, written, and presentation skills.
• Strong integrity & demonstrated ability to identify opportunities for strengthening overall commercial compliancy & reduce risk in commercial proposal processes.
• Highly organized, driven self-starter with ability to operate independently.
• Strong problem-solving skills and decision-making ability.
• Able to thrive in a matrix organization.
• Ability to lead and influence cross-functionally.
• Ability to work within a short cycle, occasionally high-pressure environment.
• Willingness and ability to work flexible hours as required.

Technical Expertise:

• Familiarity with power plants of multiple configurations
• Experience and demonstrated success working in a cross-functional environment
• Strong customer focus mindset and willingness to meet tight deadlines
• Familiarity with multiyear agreements and modeling.

Business Acumen:

• Strong business analysis and problem-solving skills
• General urgency in execution and tendency toward speed with ability to adapt and change
• Proven ability to influence through persuasion, negotiation, and consensus-building
• Ability to work collaboratively across teams.