Job Description Summary

The Commercial Operations Leader - North America (NAM) will drive the commercial operations activities, leveraging the tendering processes to deliver compelling and compliant control solutions to the customer base in a timely manner whilst at all times managing and mitigating the commercial and contractual risks.

Job Description

Roles and Responsibilities

• Responsible for effectively leading a team of CSS Commercial Managers and Commercial Application Engineers supporting North America region (NAM).
• Responsible for supporting the pole/region to meet its financial orders, sales, cash, and margin targets.
• Responsible for running an efficient, consistent and compliant Inquiry to Order (ITO) process for CSS Projects: starting from deal screening (R0), resource allocation (R1), deal construction & reviews (R2), and contract handover (R3). This includes deal reviews with Commercial Review Board (CRB), senior leadership where needed, and exercising the assigned delegation of authority (DOA).
• Responsible for ensuring the development of on time, high quality techno-commercial proposals, that provide technical and commercial solutions that meet both customer and GE Vernova’s requirements and business goals, working in partnership with sales team and stakeholders/ subject matter experts from operations, pricing, supply chain, engineering, legal and other functional support teams.
• Responsible for leading contract negotiations of unique customer Ts&Cs / Master Agreements / Multi Year CLS agreements.
• Responsible for identifying and articulating deviations-to-standard as described in the Risk Checklist and mitigating those risks as necessary to achieve the best commercial deal.
• Responsible for providing leadership during the deal life cycle including supporting complex negotiations with customers.
• Responsible for ensuring consistent adoption and usage of digital tools such as SFDC, OCPQ, SAP, etc...
• Responsible for coordinating advance releases, short cycles, material & resource validation to meet schedule and delivery requirements during bidding phase.
• Responsible for verifying that customer purchase orders & contracts are compliant with GEV offer, and obtaining amendments/ approvals for any exceptions, and for ensuring that complete and accurate documentation associated with all bids, financial capture, approval documents, performance guarantees basis, etc. are maintained securely.
• Responsible for ensuring effective hand over of contracts to Order-to-Remittance teams (OTR).
• Responsible for signing ITO documents including proposals, order acknowledgements, contracts, amendments, master agreements, etc. and exercising the current signature authority for the appropriate legal entity.
• Responsible for daily management and maintenance of Commercial KPI’s such as on-time-delivery, cycle time and others.
• Responsible for Risk Management process compliance and implementing counter measures to mitigate technical, execution, and commercial risks.
• Responsible for minimizing cost-of-quality issues arising from inaccurate scope definition and costing during the ITO process and inadequate handovers during the ITO-OTR handover and advance release process.
• Responsible for implementing LEAN principles of Standard Work, Problem Solving & Continuous Improvement to achieve best in class commercial performance, and drive productivity
• Providing coaching, mentoring and appropriate training & development opportunities for Team members.

Required Qualifications

• Bachelor’s degree in Engineering or Business from an accredited university or college
• Significant experience in Sales, Commercial Operations, Engineering or Project Execution
• 5+ years of experience in the power generation industry.
• Strong commercial acumen in the aforementioned scope
• Ability and willingness to travel up to 40%

Desired Characteristics

• 3+ years of direct supervisory / employee management experience
• Experience in Control Systems
• Contracts expertise primarily supporting all phases of projects including negotiations, managing commercial issues, customer and supplier relationships, payment security, disputes, and insurance.
• Applies general knowledge and leverage your Engineering background by providing hardware, software, and services solutions proposals to support Control Solutions & Services growth initiatives.
• Have excellent communications skills both written and verbal, with the ability to communicate complex information in a simplified fashion.
• Have excellent leadership and interpersonal skills - ability to effect