Commercial Operations - Proposals Manager

Job Description Summary

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 job allows modification of procedures and practices covering work as long as the end results meet standards of acceptability (typically annual volume, margin and compliance requirements). Responsible for medium-sized sales territories.

Job Description

Roles and Responsibilities

• Develop proposals; may negotiate with customers; ensure deals deliver shareholder value; drive competitive pricing. May include compiling and submitting required tender documentation.
• Utilizes in-depth knowledge of own and others sales territory, product lines, markets, sales processes or customer groups and uses analytical thinking and commercial experience to execute policy/strategy.
• Has knowledge of best practices and how own area integrates with others; is aware of the competition and the factors that differentiate them in the market
• Uses some judgment and has some ability to propose different solutions outside of set parameters to address more complicated, day-to-day problems with projects, product lines, markets, sales processes, or customers. Ability to prioritize information for decision making. Uses technical experience and analytical thinking. Uses multiple internal and limited external sources outside of own teams to arrive at decisions.
• These sales jobs will mainly be individual contributors.

• Own full tender submissions for GE Vernova, Software & Controls Solutions services offerings, including costing, pricing, deal strategy and terms and conditions, in full compliance with ITO processes
• Participate and lead internal commercial meetings and risk reviews to gain Management approvals where necessary (including but not limited to Pre-tender reviews, Bid-to-win, ITO-OTR Contract Hand-off)
• Provide leadership during the deal review process to ensure that all technical and commercial risks mitigation and business risk acceptance levels are properly incorporated in the development of the scope, cost and proposal wording
• Identify appropriate qualifications/exceptions to drafts of contracts and support T&Cs negotiations with customers through to contract award and hand-over to OTR (ITO-OTR Contract Hand-off)
• Interface with the Regional Sales and functional teams to develop commercial strategies and solutions that will meet customer requirements as well as meet or exceed business goals
• Coordinate the output of proposals to insure the bid delivery dates are met and that a high-quality, complete proposal is issued to the customer.
• Issue clarifications to customers and distribute responses in a timely and efficient manner.
• Ensure SFDC and other Comm Ops tools are updated regularly throughout the lifecycle
• Develop new and leverage existing cross-functional relationships with Solution Architects, Product Management, Finance, Legal, Sales, Marketing and others to clarify technical scope & deliver commercial proposals on time.
• Maintain knowledge of market trends, customer requirements, competitor actions and customer base.

• This role requires advanced experience in the Sales & Proposals.
• Bachelor's degree from an accredited university or college
• Strong oral and written communication skills in English.
• This position requires professional-level fluency in Spanish, including the ability to effectively read, write, and communicate verbally; proficiency in Portuguese is considered a strong asset.

• Deep understanding of the legal frameworks governing public tenders in the region and more specifically in South America.
• Understanding of the contractual obligations often found in government contracts, including performance bonds, liability clauses, and dispute resolution mechanisms unique to the region.
• Demonstrated ability to analyze and resolve problems. Ability to document, plan, market, and execute programs. Established project management skills.