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
- Partner with the Account Manager to provide strong coordination to understand customer growth strategies, cultivate customer trust and develop customer credibility & influential relationships;
- Be accountable for deal ownership, balancing risks and bridging to drive the outcome;
- Enable customer & GE Vernova success through early planning by initiating kick off meetings to drive proposal time lines & engaging relevant stakeholders early;
- Having in-depth knowledge of the GE Vernova Suite of Products, including New Products Introduction and leveraging the product line group knowledge & product catalogue information;
- Be the contact point for receiving the engineers technical proposal and own the proposal submission, combining all aspects of the offering into a quality winning proposal package and drive responsibility for all aspects of contract management through development, specification compliance and scope clarity;
- The proposal responsibilities can be achieved through the following attributes: + Understand the winning strategy & communicate it as applicable, in coordination with the AM, to deliver the customer requirements & expectations. + Understand the technical output & leverage the Regional Customer Application Engineering tools, such as the Life Cycle evaluations. + Participate in the early positioning of opportunities with Product Line & the relevant engineering team.
- These negotiation/winning skills can be demonstrated through the following attributes:
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+ Demonstrate Use teamwork skills by partnering with the AMs to collectively strategize, evaluate and adapt contractual terms and conditions & customer evaluation criteria showing knowledge of the contact, and being collaborative in decision making whether to accept or deviate from customer requirements.
+ Maintain the DOA (Delegation of Authority) Strike-zone tool and understand the rationale behind the tool to identify any risks, mitigants and be able to articulate decisions across all levels of management.
Required Qualifications
- A successful candidate will demonstrate strong interpersonal communication & presentation skills, be very customer focused, with a risk manager mindset. He/she will have solid business acumen in market, products, commercial & financial arenas. Have a credible professionalism, strong negotiation skills, the ability to work with colleagues and customers at all levels of the organizations, and achieve/or exceed growth targets. Other requirements include:
- Bachelor's Degree from an accredited university or college, preferably in a relevant Business or Engineering discipline
- Extremely strong written and verbal communication skills & proficient with IT tools & skills
- Strong communication skills at all business levels including senior leadership
- Ability to travel regularly - estimated at 30-50% time
- Strong interpersonal and negotiation skills
Desired Characteristics
- Knowledge of the industry & of market economics, competitive dynamics, technology and projects
- Strong business acumen & an understanding GE' Vernova's business model and an appreciation of customer financial drivers / needs
- Risk Management & legal experience in sales and in commercial contract terms & conditions negotiation, mitigation & execution preferred
- Ability to influence & lead a multi-functional team and operate in a matrix organization.
Additional Information
Relocation Assistance Provided: No