Senior Commercial Operations Manager - Risk Mitigation Manager

Job Description Summary

The incumbent is a key resource directly supporting Commercial Operations and Sales with the core responsibility of review and negotiation of customer contract terms and conditions for opportunities within North America. Serves as key team member supporting compliance with GEV processes, standards, and Spirit and the Letter. Responsible to organize and lead business risk mitigation efforts, teaming with US Government contracting oversight team, maintaining compliance to business standards and certifications. This role drives change through adaption & localization initiatives (North America) and improved rigor in deal making/closure and for a better Operational Excellence to ensure proper risk management throughout the deal lifecycle, while closely aligned to customer CTQs

Job Description

Essential Responsibilities

As the North American Comm Ops Manager, you will:

• Lead efforts as the core Risk Mitigation team member leading contract efforts during the tender preparation phase and subsequent negotiation of customer terms and conditions until contract signature.
• Ensure effective flow down of final customer terms and conditions as well as securing favorable contract conditions between GEV and the supplier/subcontractor (Pre & Post Sales).
• Review and redline customer terms and conditions (T&Cs) and other commercial documents (Non-Disclosure Agreements, Memorandum of Understandings, Lien Waivers, etc.)
• Lead customer negotiations, ensuring an acceptable risk profile for GEV given the specific scope of supply and deal dynamics; engage with approvers and subject-matter experts as necessary
• The scope of responsibilities for the risk mitigation contract leader includes integrated system solutions, framework agreements, master services agreements and contracts with key accounts.
• Build and manage the risk review sessions to drive early engagement, strategy development and approvals with the region and product teams as well as Operations, and supporting functions (legal, finance, tax, EHS, etc.), ensuring leadership alignment at all levels to obtain necessary decisions timely.
• Own the ComOps and respective risk process, including the use of tools and governance instances, ensuring development of consistent operations in the inquiry to order stage, adherent to all policies, processes & metrics
• Act as the key strategic resource for the review of contracts for integrated projects, sales and operations support which may include software, hardware and remote/site services.
• Drive to minimize and/or eliminate identified risks for GEV in relation to terms and conditions as well as other contract documents.
• Analysis of customer tender documents and more specifically, customer T&Cs, identifying variances with GEV's risk and standard T&Cs policies; preparation of summaries or gap analyses, as may be requested by the business for management evaluation.
• Verification and review of all contract conditions in GEV bid submissions process to ensure compliance with established internal risks, legal policies, procedures, and requirements.
• Support tendering and project management with all insurance and bond requirements for bid submissions.
• Support Bid Managers in review of RFP terms and conditions, prepare risk deviations in Speak4GE tool to seek upper management approvals, and negotiate with external Customers.
• Team with Tendering Lead and/or Project Manager to review customer purchase and variant orders prior to booking to ensure terms are within GE's risk guidelines.
• Support Sales Managers in developing Master Agreements with customers that span all Grid Automaton product lines.
• Lead efforts for Grid Automation business vertical, engaging government expert(s) for opportunities with local, state and U.S. and Canadian (or NAM) Government entities.
• Implement and manage all level approvals of each opportunity through the risk assessment management gateway (RAM) in the GEV SFDC/SPEAK tool.
• Perform all tasks and duties in compliance with GE's Policy 5.0, supporting a unified team process for the generation, review, and approval of sales transactions for the Inquiry-to-Order (ITO) process.
• Lead business vertical efforts to team with U.S. Government Risk Mitigation leader, reviewing tender documents to determine qualifications, requirements, terms and conditions, and type of contract.
• Ensure core source and final documentation are properly archived in a central repository in accordance with GE document retention policy.
• Abide by all GEV and local policies and procedures including but not limited to Integrity, Proprietary Information, Conflict of Interest, QMS and EHS.
• Assist the team to obtain business documentation required to support qualifying tenders, such as business licenses, registration information.
• Steer sales and tendering teams in quality assurance of proposal build including risk and approval management as well as a proper transition to the execution team (OTR) for GEV opportunities in the region
• Ensure performance & effectiveness measurement through appropriate support of ITO teams, by applying KPIs and by challenging risk/opportunity assessment & mitigation strategies (e.g. based on trend analysis, proposal post-mortems & customer feedback)
• Work closely with the Region Sales teams as a key partner in the strategy development to create winning proposal package and meeting or exceeding the region's plan for orders, and financial KPIs
• Ensure seamless hand-over of POs/signed contracts to OTR
• Drive empowerment through localization of T&Cs, functional expertise across region, and people capability development and training
• Support and drive change management process to challenge current commercial processes, in order to reduce cycle times & costs, improve service quality & mitigation plans and define the appropriate pricing and commercial strategy
• Interface with all functions across region and products such as Sales, Tendering, Legal, Commercial Finance & OTR teams to enhance successful commercial strategies and solutions

• Bachelor's degree in business law, business administration, or degree in a related discipline and/or 10-15 years plus work experience in similar field.
• Needs experience and thorough understanding of: business contracts (both equipment and integrated system sales); legal terms, tender documents, product sale bid processes - involving infrastructure projects and customers; experience in negotiating procurement agreements and subcontract agreements with suppliers and subcontractors. Experience with multiple contract types, including firm fixed price, time and materials, and cost reimbursement.
• Proficiency in Microsoft Office applications such as Outlook, Word, Excel, and PowerPoint are a requirement.

• Knowledge of GE Nuclear Policy and application of the risk process associated with providing goods and services to nuclear customers.
• Knowledge of US Department of Energy Funded opportunities and associated contractual/accounting requirements. Understanding of US Government Cost Accounting Requirements.
• Knowledge of contractual terms and conditions; claim management, schedule analysis and experience in structuring and negotiating contracts to minimize business risk.
• Ability to understand different product lines and the risks which need to be mitigated.
• Ability to comprehend the type of business/plant/location (industrial, commercial, government entity) and the affects of specific risk positions for contract terms.
• Working knowledge of business requirements for US and Canadian customers.
• Strong didactical contractual & negotiation skills
• Strong knowledge of Integrated System Solutions such as SCADA and HMI systems, Electrical Power applications, Protection, Control, Metering, Telecommunication and Cyber Security is desirable.
• Knowledge of electrical transmission and distribution projects and/or power projects
• Ability to influence and lead cross functional teams
• Previous experience in the Energy industry
• Experience in developing complex proposals or structuring complex deals
• In-depth knowledge of contractual terms and conditions; experience in structuring and negotiating contracts to minimize business risk
• Strong oral and written communication and presentation skills
• Strong interpersonal and leadership skills
• Self-sufficiency and ability to program manage
• Ability to think strategically and be operationally rigorous
• Change agent with strong business acumen
• Ability to prioritize and make decisions with a strong sense of urgency
• Familiarity with the use and function of SPEAK4GE (SFDC)