Job Description Summary

The Commercial Manager (CM) drives functional and operational Commercial Intensity and R-process rigor. The CM will enable the quoting, proposal generation, contract negotiation, risk management and ITO-OTR turnover processes for Consulting Services opportunities. In this role you will need to use your commercial judgment & expertise to ensure high quality of proposal formation, enabling pricing decisions and helping identifying risk and their mitigation strategies for the bids. You will also be involved in short-term and long-term planning and contribute to the overall business strategy. High levels of Commercial judgement are required to achieve outcomes required.

Job Description

• 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.
• 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, practice, 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 processes across the business segment, with special emphasis on simplification opportunities to drive speed, waste reduction, and commercial intensity. Lead/support simplification projects to improve the ITO process.
• 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
• 7+ years' of experience in Sales , Commercial Operations, or Sourcing or related field within the Energy industry
• Ability to travel ~10%
• Strong verbal and written skills in English

• Sales Order Management experience in ERPs
• 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.
• Capability to communicate with high-level management
• Excellent technical and/or commercial writing and reading comprehension skills.