Sr Sales Manager 1 - Sales

Job Description Summary

The Commercial Director North America West is responsible for developing and implementing strategies to pursue and secure executable new wind turbine orders for GE Vernova Onshore Wind in the North America West Region. The role reports to the Global Commercial Operations & Risk Leader and is a key strategic position responsible for annual order intake in excess of $2Bn.

The role is accountable for delivering commercial goals and objectives in accordance with the GE Vernova Onshore Wind Strategy and Operating Plan. Primarily the role will be measured on the successful execution of commercial strategies, development of customer relationships, meeting order intake targets and the quality of awarded contracts.
You will have overall responsibility to manage the Inquiry to Order (ITO) process, from opportunity screening to proposal development and submission, then through negotiation and handover to the Order to Remission (OTR) teams.
You will have a team of Commercial and Technical Leaders, who will be assigned to develop and win targeted opportunities, and will be responsible for providing leadership direction, implementing a robust operating rhythm, clearly setting goals, tracking performance and developing talent, all with the highest standards of integrity and compliance.
The role must maintain strong connections across the global business to ensure opportunities are identified and resources mobilized to deliver and will be expected to release resources to support global opportunities as determined by business priorities.

You will work closely with the Regional Sales Director to ensure the Commercial team and wider business is proactively positioned to connect to opportunities, with winning and executable strategies.

You will partner with the Global Commercial Enablement Leader to champion the development of best-in-class tools and digital capabilities, whilst ensuring that your team members actively participate to deliver Commercial excellence programs and initiatives.

Job Description

• Proactively support Sales Directors and other stakeholders to identify market opportunities and lead the development of regional commercial strategies
• Engage early with assigned customers in North America to develop a strong appreciation of their technical and commercial requirements and develop responses to secure business
• Evaluate and screen opportunities with Sales and other stakeholders to determine which opportunities to pursue, whilst managing resources efficiently
• Establish a regional operating rhythm and processes to proactively plan future resource needs whilst ensuring ensure responsiveness to customers and on time delivery of proposals
• Foster a One Wind International culture where team members are encouraged to work on cross-border opportunities as determined by business priorities
• Work closely with Sales, Product Management, Engineering, Fulfillment and supporting functions to develop solutions which are optimal for customers and GE Vernova.
• Work with the Sales and Product Management teams to deliver commercialization strategies for new products and services required for assigned customers in North America.
• Implement strategies to secure high value and strategically significant projects, partnering where required to deliver solutions
• Work closely with Power, Electrification, Digital Services and other GE Vernova businesses to develop integrated proposals and execution plans
• Implement within the North America region a Commercial Management Operating System including associated tools for bowlers, action plans, operating mechanism and deal reviews
• Establish team behaviors which ensure the timely and efficient passage of deals through the R-table review process, ensuring all necessary steps are completed and that review material is comprehensively prepared
• Be situationally aware of external risks which could impact the execution of projects and develop mitigation strategies
• Work closely with the Legal, Finance, Risk and Tax teams to identify and manage risk in accordance with the established Commercial Deal Management process and Commercial Delegation of Authority (DoA) and negotiate effectively with customers
• Use the latest Cost Handbook, Pricing, document management and all other applicable digital systems and tools to efficiently manage the proposal development process
• Provide active coaching and intervention to support Commercial and Technical Leaders in their delivery of business objectives
• Represent the business at a senior level in customer meetings and industry forums
• Exemplify the GEV Vernova Way to inspire team members and colleagues
• Ensure the highest levels of compliance and integrity
• Instill a learning culture in which key learnings are captured and inform improvements to processes, proposals, pricing and business execution strategies
• Share best practice between Regions, Product Lines and functions
• Develop the capability and competence of the Regional Commercial team through coaching, training, on the job learning and provide leadership and direction within a high performing team culture