MYA Senior Commercial Manager

Job Description Summary

The Senior Commercial Manager (CM) drives functional and operational Commercial Intensity and Policy 5.0 rigor for assigned deal opportunities. The CM will manage the quoting, proposal generation, contract negotiation, and ITO-OTR turnover processes for all assigned deal opportunities of the assigned segment and sub-region. This role is responsible to execute business objectives, be involved in short-term and long-term planning and contribute to the overall business strategy.

Job Description

Roles and Responsibilities

• Work as a key member of the Americas Aero Services Inquiry To Order ("ITO") team in support of achieving the region's and/or sub-region's commitments, orders, sales, cash, operating profit, and margin targets for the applicable segment
• Lead the ITO proposal generation and contract formation process for Aero Services projects across the CSA and MMP ExW and Master Terms and Conditions segment with the intent of developing winning strategies to leverage successful deal closures while ensuring compliance with established guidelines for the Policy 5.0 risk management process and the advance release process
• Responsible for all aspects of ITO contract creation, including proposal development, risk management and mitigation, modeling, specification compliance, scope development, transactional pricing, customer negotiations, customer communications and issue resolution
• Drive the proposal and contract ITO processes to develop scope, cost, risk, and market / value pricing strategy for an assigned deal opportunity and provide technical and commercial solutions meeting both the customer and GE's requirements and business goals
• Collaborate with the region and/or sub-region Sales, Operations, and functional teams during the deal development and review process to ensure that all technical risk points, risk mitigation, and business risk acceptance levels are properly incorporated into the development of the opportunity scope, cost, strategy, and actual proposal / contract language
• Prepare and lead the HQ/Regional/Sub-Regional/Deal Team Policy 5.0 review processes in co-ordination with the Commercial Director, Subject Matter Experts (SME), approvers, and functional teams
• Drive and coordinate ITO process compliance and metrics across assigned deal opportunities with special emphasis on Policy 5.0 requirements, proposal and contract completeness, timeliness, and quality, and the effectiveness and efficiency of the ITO-OTR (Inquiry To Order - Order To Remittance) handover process
• Drive proposal throughput, yield, cost, efficiency, and individual productivity
• Refine ITO processes across the business segment, with special emphasis on simplification opportunities to drive speed, waste reduction, and commercial intensity
• Lead/champion region simplification projects to improve the ITO process. Represent Regional Commercial Ops team in support of Regional and Global driven workouts
• Ensure process adherence to all government-contracting requirements with minimal support from GE legal resources
• Exercise Commercial Manager deviation and signature authority within the parameters of the Power Services Policy 5.0 Process and Signature Authority Matrix
• Enforce order-booking requirements and drive an improved OTR turnover process to ensure proper control of contract flow-down requirements
• Reduce cost-of-quality issues arising from inaccurate or poor scope definition, costing, or contract drafting during the ITO process and inadequate handovers during the ITO-OTR handover and advance release process for assigned deal opportunities
• Utilize commercial and technical skill sets to enable further personal ITO processes empowerment, simplification, and speed
• Mentor new Commercial & Sales Managers/Commercial Leadership Program members on the ITO processes during their rotations with Commercial Operations
• Help develop and present training to fellow Commercial Managers on relevant business subjects or processes

• Bachelor's in Engineering, Business Management, Finance or Law from an accredited college or university
• Minimum 5 years of experience in Sales, Commercial Operations, and/or Engineering in the Power Generation industry
• Fluent in Spanish
• Ability and willingness to travel up to 25%

• 5+ years of Commercial experience with Services and Upgrades solutions in the Power Generation and/or Energy Industry
• Experience within both the Multi-Year Contractual and Transactional Services businesses
• Experience managing large complex deals with multi-functional interactions
• Ability to prioritize and manage multiple individual and team responsibilities for multiple complex projects
• Excellent technical and commercial writing and reading comprehension skills
• Background in Aero derivative products and solutions
• Comprehensive understanding of GE products, processes, and organizational structure
• Knowledgeable of power generation industry trends and competition
• Strong network of relationships with key customers in the region
• Collaborative team player with strong interpersonal and leadership skills, and positive attitude
• Strong oral and written communication and presentation skills in English
• Effective negotiation and problem-solving skills with proven ability to work through difficult situations
• Innovative, open minded and organized
• Six Sigma / LEAN or equivalent Quality training
• Ability to interact at all levels of the organization and with other GE businesses
• Strong customer and quality focus
• Ability to work cross-functionally across a global landscape in a matrixed environment