Job Description Summary
Within Grid Solutions (GS), the Power Transmission (PT) Business Line is accountable for the design, production, sales and services of high and medium voltage products with ~7 000 employees. The product portfolio covers Power Transformers, Air and Gas Insulated Switchgears, Power Quality Products and the sf6-free g3 technology. Typical customers of PT are worldwide Transmission, Distribution, Power Generation Utilities and Developers, as well as a wide range of Industrial customers. Typical project values range from a couple of thousand dollars, up to the multimillion-dollar range. PT Profit and Loss accountability is being structured around 7 geographical Regions, whereby EUROPE contributes with the three regions: NORTH, CENTRAL and SOUTH EUROPE.
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The ComOps Manager PT EUROPE is responsible for driving operational excellence across PT in its European regions, by i) steering the Sales teams and (ii) a strong Risk Review processes, and by (iii) engaging personally in complex negotiations, to grow capabilities & efficiency of bid and customer facing teams in risk management and positive differentiation. The role drives change through adaption, localization, improved rigor & quality of deal making to ensure better customer outcomes while protecting the company.
In this role, he/she leads the Risk Review process & function during Sales & Tendering, up to transfer to project execution teams, and he/she acts as a matter expert support to the Sales & Tendering teams on terms, conditions, and risk mitigation. The role will report to the Commercial Operations Leader PT EUROPE.
Job Description
- Owns the assigned ComOps and respective proposal generation & risk process ensuring development of consistent operations in the ITO phase, adherent to our policies, processes & metrics
- Steers commercial teams in quality assurance of proposal build incl. the risk and approval management as well as a proper transition to OTR for all GS businesses in the region
- Builds & operates Deal Desk / R Reviews to drive early engagement / strategy development w/ region & product teams as well as Operations, ensuring leadership alignment at all levels to obtain necessary decisions timely
- Ensures performance & effectiveness measurement through appropriate support of customer facing teams, by applying KPIs and also by challenging project teams in risk/opportunity assessment & mitigation strategies, e. g. based on trend analysis, proposal post-mortems & customer feedback
- Ensures seamless hand-over of POs + signed contracts to OTR
- Drives empowerment through localization of Ts&Cs, functional expertise across-EC/GE, and people capability development.
- Establishes training, on-the-job coaching & mentoring to ensure an optimal defined level of proficiency and knowledge of customer-facing teams in risk and in negotiation skills.
- Supports the design and drives implementation of proposal standards and new commercial models to increase orders volume and market reach, e.g. Digital Thread/Services
- Steers quality initiatives across ITR 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 ops. mechanism.
- Support and drive change mgt. process to challenge current commercial processes, to reduce cycle time + costs, improve service quality; drives EE's accountability to agreed/implemented changes.
- Interfaces with all functions across region and products such as Sales, Tendering/units, Legal, Commercial Finance & OTR teams to enhance successful commercial strategies and solutions
- Maintains knowledge of market trends, customer requirements, competitor actions and customer base
Qualifications / Requirements
- Bachelor's Degree in Business or Engineering
- Minimum 10 years of Sales, ComOps Mgt. or Contract Mgt. experience
- Minimum 5 years of experience in the Energy industry
- Fluent English skills, additional european language would be an ass
- Strong didactical contractual & negotiation skills
- Potential to lead a team of ComOps Managers
Desired Characteristics
- Self-sufficiency and ability to program manage
- Ability to think strategically and be operationally rigorous
- Change agent with strong services acumen
Additional Information
Relocation Assistance Provided: No