Job Description Summary

Leads a team of commercial operations managers in the Americas supporting Power & Energy Resource customers. Manages a team of six (6) commercial operations managers and proposal analysts with varying levels of experience.

Oversee the preparation of proposals/bids, contract negotiation and compliance with contract commitments and commercial risk assessment. High levels of commercial judgment are required to achieve outcomes required.

Job Description

Roles and Responsibilities

• Curious & Humble: Has ability to assess quality of information given and ask pertinent questions to stakeholders or customers. Goes to genba outside of their own function to help arrive at a decision. Always looking for the best answer, not assuming it is their own.
• Drive to win: Driven to work as a team to get to yes, but in a way that is smart for the business and the team. Is also comfortable managing the tension that comes with balancing pressure from sales with compliance.
• Proposal/Industry Depth: Requires specialized knowledge across proposal best practices, markets, sales processes, or customer groups. Requires strong commercial awareness and is expected to influence the development of strategy for their broad sales territory, including control of resources. Stays informed of industry trends that may inform work. Experience and knowledge of APMP or Shipley proposal best practices is also an asset.
• Lean: Leads with an eye to lean and continuous improvement to simplify process and deliver proposals for customers faster and more effectively. Familiarity with and instinctive use of lean tools like daily management, problem solving and standard work to drive results.
• Communication: Communicates difficult concepts clearly, guides others to step outside the box to solve problems and consider a different point of view. Is able to push back when necessary and encourage others to do the same to set boundaries.
• Development-Focused: Serves as a mentor and coach to a team of commercial managers at all career levels. Formal people leadership experience is an asset but not a requirement.
• Judgement: Effectively interprets internal and external business challenges and recommends best practices to improve products, processes, or services. Uses high level of judgment to make decisions and handle complex tasks or problems within projects, product lines, markets, sales processes, campaigns, or customers.
• Flexible: Able to offer new solutions to problems outside of set parameters and can construct and provide recommendations. On occasion, the leader may be required to develop proposal content or strategy for large, complex deals directly or assist other members of the team in doing so. This would include negotiating with customers; ensuring deals deliver shareholder value; driving competitive pricing.

• Bachelor's degree from an accredited university/college or equivalent
• 8+ years of experience in a commercial function

• A leader that focuses on developing, motivating and empowering the team around them
• Active listener with a clear, open and approachable style of communication
• A passion for lean as a mechanism for continuous improvement
• Ability and willingness to candidly push their team, peers and leaders to get to the best result
• Demonstrated ability to analyze and resolve complex problems.
• Demonstrated ability to lead programs / projects.
• Ability to document, plan, market, and execute programs.
• Established project management skills.