Lead Commercial Operations Manager

Job Description Summary

Erstellung von Vorschlägen/Angeboten, Vertragsverhandlungen und Einhaltung von Vertragsverpflichtungen sowie Bewertung des kommerziellen Risikos Arbeitet mit einer gewissen Autonomie, unterliegt jedoch normalerweise den üblichen Verkaufspraktiken und -verfahren.Die Rolle unterliegt einer regelmäßigen Überprüfung der Verkaufsergebnisse.Möglicherweise ist ein gewisses Urteilsvermögen erforderlich, dies erfolgt jedoch in der Regel unter Anleitung.Ggf. Verantwortlich für mittelgroße Verkaufsgebiete.

Job Description

Key Responsibilities

• Lead end-to-end management of low to medium complexity commercial opportunities including parts, services, repairs, and standard 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
• Minimum 2-5 years of 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 Spanish, and English

• Experience with Gas Power products including parts, services, repairs, and upgrades
• 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