Region Commercial & Sales Operations presso Gevernova

Job Description Summary

The Commercial Operations (ComOps) Manager is responsible for the management of risk processes in the commercial (Inquiry-to-Order) phase, including contract negotiation, risk review and approval, and overall engagement with the proposal generation process and commercial negotiations, to ensure commercial intensity & compliance to the Grid Solutions Deal Risk Management process (Policy 5.0). This role drives change through adaption & localization initiatives (Latin 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

• Review and redline customer terms and conditions (T&Cs) and other commercial documents
• Lead customer negotiations, ensuring an acceptable risk profile for GE given the specific scope of supply and deal dynamics; engage with approvers and subject-matter experts as necessary
• Build & operate Risk Review sessions to drive early engagement, strategy development and approvals with region & 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 CommOps and respective risk process, including the use of tools and governance instances, ensuring development of consistent operations in ITO, adherent to our policies, processes & metrics
• Steer sales and tendering teams in quality assurance of proposal build including risk and approval management as well as a proper transition to OTR for Grid Solutions products 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 proposals 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
• Support design and drive implementation of proposal standards and new commercial models to increase orders volume and market reach
• 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/units, Legal, Commercial Finance & OTR teams to enhance successful commercial strategies and solutions
• Maintain knowledge of market trends, customer requirements, competitor actions and customer base; interface with internal and external customers, identify customer needs

Required Qualifications

• Bachelor’s degree in Business, Finance, Legal, Engineering or related area from an accredited university or college
• Minimum of 6 years of experience in Commercial Operations, contract management, sales, tendering, bid management and/or project management role

Desired Characteristics

• Strong didactical contractual & negotiation skills
• Graduate of a GE leadership program (e.g. CLP, FMP)
• Knowledge of electrical transmission and distribution projects 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
• Familiarity with the use and function of SPEAK4GE (SFDC)

Additional Information

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