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Senior Commercial Operations Manager

Remote, NY, USA | General Electric

  • Industry:
    Energy / Renewable Energy / Oil & Gas
  • Position Type:
  • Functions:
    Operations / Production
  • Experience:
    7-10 years
Job Description:
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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 (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 America Commercial Manager, you will:

  • 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 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 ComOps 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 7 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

GE offers a great work environment, professional development, challenging careers, and competitive compensation. GE is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.

GE will only employ those who are legally authorized to work in the United States for this opening. Any offer of employment is conditioned upon the successful completion of a drug screen (as applicable).

As a federal government contractor, GE may in the future be required to have U.S. employees fully vaccinated against COVID-19.  Some GE customers currently have vaccination mandates that may apply to GE employees.

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