Lead Commercial Operations Manager

Job Description Summary

The Lead Commercial Operations Manager will work closely with the Commercial Operations Team and sales managers to develop and execute commercial opportunities from inquiry through order.

Job Description

Key Responsibilities

• Lead end-to-end management of low to medium complexity commercial opportunities including parts, services, repairs, and upgrades
• Develop and execute deals that meet key targets and metrics, ensuring shareholder value
• Navigate the commercial process (Policy 5.0, R Process, tools, and DOA checklists) with occasional support
• Drive competitive pricing strategies and contribute to pricing recommendations aligned with business objectives
• Actively participate in deal negotiations with customers, preparing fallback positions and using persuasive approaches
• Draft clear commercial offers with appropriate structure, format, and minimal errors
• Compile and submit required tender documentation according to GE standards
• Effectively document work as it is being done per latest GE standards with minimal support
• Consolidate and interpret deal financials with accuracy, identifying financial risks and calculating impacts
• Prepare financial summaries including price/cost analysis, contribution margins, and cash flow projections
• Map out and build consensus from team members in regards to delivery timelines, executing based on priorities for simple to medium complexity deals
• Utilize analytical thinking and commercial experience to address day-to-day problems with projects, product lines, markets, or customers
• Engage stakeholders to support deal timelines and maintain momentum
• Apply solid understanding of GE Standard Terms & Conditions and rationale behind GE standards
• Highlight typical deviations proposed by customers and obtain necessary approvals
• Quantify and demonstrate financial impact of T&C deviations
• Engage subject matter experts for input and validation on risk matters
• Propose solutions that demonstrate value and align with customer critical-to-quality requirements
• Coordinate with finance, engineering, site, OTR, project, and product line teams to support deal development
• Demonstrate solid understanding of stakeholders and decision-makers involved in opportunities
• Communicate complex information verbally and in writing, developing skills to tailor messages to different audiences, respectfully challenge opposing views to gain buy-in when necessary
• Build consensus among individuals and teams, aligning deal team efforts toward required outcomes
• Act as a resource for colleagues with less experience
• Train and mentor junior colleagues on basic techno-commercial concepts, tools, and processes
• Provide real-time, meaningful insights to develop and motivate team members
• Share constructive feedback when requested and accept feedback to improve performance

• Bachelor's degree from an accredited university or college, preferably in Business or Engineering discipline
• Experience in Sales, Commercial Operations, Proposals, or Contract Management within the power generation or energy services industry
• Demonstrated ability to develop proposals and negotiate with customers
• Good understanding of commercial processes, tools, and documentation standards
• Proven ability to analyze and resolve commercial and technical problems
• Strong project management skills with ability to prioritize and plan for simple to medium complexity deals
• Solid financial acumen with ability to consolidate and interpret deal financials
• Strong oral and written communication skills in Portuguese and English

• Experience with Gas Power products including parts, services, repairs, and upgrades
• Oral and written communication skills in Spanish
• Knowledge of GE Gas Power commercial processes (Policy 5.0, R Process, DOA checklists)
• Familiarity with terms and conditions in power generation contracts
• Understanding of power plant operations and customer business models
• Experience working in matrix management environments
• Six Sigma or formal project management certification
• Track record of meeting commercial targets and KPIs