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  • Posted: Dec 4, 2020
    Deadline: Not specified
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    General Electric (GE) is an American multinational conglomerate corporation incorporated in New York and headquartered in Fairfield, Connecticut. The company operates through the following segments: Energy [2013 inactive], Technology Infrastructure, Capital Finance as well as Consumer and Industrial. In 2011, GE ranked among the Fortune 500 as the 26th-la...
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    Lead Commercial Proposals Manager

    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.

    Method of Application

    Additional Information

    • Relocation Assistance Provided: No

    Inclusion & Diversity

    • We are passionate about creating an inclusive work environment. By valuing the ideas and contributions of a diverse workforce we help inspire others to grow, succeed, and raise the bar for everyone. Join us at GE Gas Power, where results can be achieved by embracing a community of belonging.
    Interested and qualified? Go to GE - General Electric on jobs.gecareers.com to apply

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