Job Description Summary

The Commercial Center of Excellence (COE) Leader is a strategic leadership role responsible for driving techno- commercial excellence within the Controls Services & Solutions (CSS) business line.

The Commercial COE Leader will report to the Global Commercial Operations Leader, and lead a high-performing team of specialized Senior/Global Commercial Application Engineers, Commercial Excellence Managers, and Commercial Tools Managers. The Commercial COE leader will oversee the development and implementation of best-in-class commercial processes and tools in support of the growth of the Controls Services & Solutions (CSS) business line.

Job Description

Roles and Responsibilities

As the Commercial COE Leader, you will:

• Lead a high-performing Senior/Global Commercial Application Engineers, providing techno-commercial guidance to the commercial team for respective CSS product lines: Unit Control Systems, Generator, HMI, Cyber, DCS, Control Lifecare Services (CLS), etc….
• Collaborate with Engineering, Product Management, Digital Marketing, Pricing, and Supply Chain to improve the CSS value propositions, optimize costing & pricing models, and maintain the CSS quoting limits.
• Lead the development and upkeep of the CSS offer templates. Support the digitization of such templates in the CSS quoting tools including SFDC & OCPQ.
• Collaborate with the Risk Management team to incorporate Risk Mitigation strategies into the commercial processes & tools.
• Partner with Finance team for the upkeep of financial models within the CSS tools. Co-develop process & tools to improve the measurement of project cashflows and enable feedback mechanisms to update costs and prices regularly.
• Lead the Development and Maintenance of commercial documentation including: Standard Work Instructions (SWI) and Quality Management System (QMS) documentations, ensuring process governance.
• Maintain & upkeep of the CSS Commercial Operations HomePage (Our One Stop shop for everything Commercial) with the latest & greatest documentation, process, trainings related to the commercial functions.
• Lead/Contribute/Support the revamp of ITO Digital Technology (DT) systems including CPQ and SFDC
• Drive standardization of the Controls products and enable digitization of quoting such products in the commercial quoting tools.
• Develop & maintain the commercial operations’ staff capability matrix. Accordingly, facilitate the development of technical & commercial training programs for the commercial & sales teams to enhance the commercial savviness of the CSS commercial workforce.
• Collaborate with the Global Commercial Operations Leader to define and track key commercial KPIs (e.g., Commercial Conversion Rates (CCR), ITO Efficiency, Revision Rates, On time deliveries (OTD), Proposal Cycle Times, etc…).
• Collaborate with cross functional teams to prioritize Technical and Commercial Excellence activities
• Maintain live / digitized analytics to run Commercial Operations Daily Management and Monthly Operating Review (MOR) activities, drive continuous improvement and productivity.
• Benchmark performance against industry best practices and adapt commercial strategies to drive continuous improvement and sustainable productivity.
• Support cross-business line process harmonization, and business integration activities.
• Drive & facilitate continuous improvement events, workouts, projects and initiatives using LEAN methodologies and process optimization, in collaboration with the LEAN leader. Ensure timely execution of the event actions.
• Collaborate with Quality team performing quality audits, assigning and dispositioning Non-Conformance Report (NCR), STOP Work, or other quality cases assigned to the commercial function.

Required Qualifications

• Bachelor’s Degree in Engineering or Business from an accredited college or university 8+ years of experience in within the Energy industry: in commercial operations, project management, continuous improvement, governance, process management, business integration

Desired Characteristics

• Strong business acumen with a minimum 5 years of related work experience in: commercial strategies, pricing models, contract structures, and risk management.
• Experience in the Gas Power commercial process
• Strong leadership skills with experience managing cross-functional teams in a matrixed organization.
• People Leadership skills: managing a large multifunctional technical and commercial experts
• Expertise in working with DT teams, Salesforce.com (SFDC), CPQ, data analytics, and commercial tools to