Commercial Manager

Job Description Summary

Responsible for activities and processes that help the sales organization achieve business objectives
Impacts the team's ability to achieve service, quality and timeliness of objectives. Subject to Commercial policy objectives. Has independence in achieving commercial objectives within operating budgets and operating guidelines. There is moderate autonomy within the role to enter into/execute Commercial arrangements. High levels of Commercial judgment are required to achieve outcomes required.

Job Description

Roles and Responsibilities

• Work as a key member of the Consulting Services commercial team in support of achieving the financial commitments, orders, sales, cash, operating profit, and margin targets.
• Oversee and handle project inquiries process in SFDC to convert them into confirmed orders. Ensure smooth order booking process and follow-up.
• Working with the region Sales, Operations, and functional teams, enable the proposal generation and contract formation process as well as helping define for contracts Master Terms and Conditions with the intent of developing winning strategies to leverage successful deal closures while ensuring compliance with established guidelines for the risk management process and the advance release process.
• Responsible for key aspects of contract creation process, including proposal review, risk management and mitigation, specification compliance, DoA implementation, enabling pricing decisions, supporting customer negotiations, customer contracts communications and issue resolution.
• Be responsible for effectively driving the proposal and contract processes to develop cost, risk, and supporting market/value pricing strategy for opportunities and commercial solutions meeting both customer and GEV's requirements and business goals. This effort requires collaborating with the respective regions, practices, and other 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 R-process operating rhythm & review process in co-ordination with the applicable commercial leads, subject matter experts, approvers, and functional teams.
• Be responsible for driving and coordinating sales process compliance and metrics with special emphasis on R-process 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.
• Continuously seek to refine ITO to OTR processes across the business segment, with special emphasis on simplification opportunities to drive speed, waste reduction, and commercial intensity.
• Lead and facilitate regular OTR forecast review meetings, collaborating with key stakeholders to align on project and financial objectives.
• Provide weekly updates on proposal and project status and progress, ensuring all teams are aligned and informed on critical milestones and deliverables.
• Ensure process adherence to all government-contracting requirements with minimal support from GEV legal resources.
• Be responsible for exercising Commercial Manager deviation and signature authority within the parameters of the Consulting Services DoAs & R-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.
• Help develop and present training, and hold weekly office-hours for commercial trainings, questions and issue resolutions.
• Work closely with Commercial Director to ensure compliance to ERP booking requirements..

• Bachelor's degree in Engineering, Business, or related field
• 10+ years' of experience in Sales, Commercial Operations, or Sourcing or related field within the Energy industry
• At least 5 years' experience with project management with a focus on financial tracking and reporting • Travel ability ~10%
• Strong verbal and written skills in English

• Sales Order Management experience in ERPs and SFDC
• Experience within both the Multi-Year Contractual and Transactional Services businesses
• Experience managing complex deals with multi-functional interactions.
• Ability to prioritize and manage multiple individual and team responsibilities for multiple projects.
• Ability to communicate with high-level management
• Excellent technical and/or commercial writing and reading comprehension skills.