Job Description Summary

The Risk Mitigation Sales Specialist is responsible for the management of risk processes in the commercial (Inquiry-to-Order) phase, including contract negotiation, risk review and approval, and overall support for the proposal generation process, to ensure commercial intensity & compliance to the Grid Solutions Deal Risk Management process (Policy 5.0). This role drives change through adaption, improved rigor in deal making/closure and for a better Operational Excellence to ensure proper risk management throughout the deal lifecycle, while closely aligned to customer CTQs.

Grid Solutions, Power Transmission (PT) Business Line is accountable for the design, production, sales, and services of high & medium voltage products. The product portfolio covers Air & Gas Insulated Switchgears, Power Quality Products & Power Transformers. Typical customers are Transmission, Distribution, Power Generation Utilities and Developers, as well as a wide range of ‘Industrials’.

Job Description

Essential Responsibilities   

• Review customer terms and conditions (T&Cs) and other commercial documents such as NDAs (Non-Disclosure Agreement), MOUs (Memorandum of Understanding), Lien Waivers, Assignment Agreements, Estoppel Letters, etc., preparing updates, assessing deal risks, and gathering required approvals

• Lead customer negotiations, ensuring an acceptable risk profile for PT given the specific scope of supply and deal dynamics; engage with approvers and subject-matter experts as necessary

• Build & operate Risk Review sessions to drive early engagement, strategy development and approvals with region & product teams as well as Operations, and supporting functions (legal, finance, tax, EHS, etc.), ensuring leadership alignment at all levels to obtain necessary decisions timely

• Own the ComOps and respective risk process, including the use of tools and governance instances, ensuring development of consistent operations in ITO, adherent to our policies, processes & metrics

• Provide direction to sales and tendering teams in quality assurance of proposal build including risk and approval management as well as a proper transition to OTR for Grid Solutions products

• Ensure performance & effectiveness measurement through appropriate support of ITO teams, by applying KPIs and by challenging risk/opportunity assessment & mitigation strategies (e.g. based on trend analysis, proposal post-mortems & customer feedback)

• Steers, potentially supported by ComOps-Risk experienced team member(s), commercial teams & different deal-types in bid build, risk assessment & mitigation, negotiations & escalations to ensure top bid quality & risk / reward balance

• Builds & operates Deal Desk 1-4 for PT-region, drives early engagement / strategy development with other Grid Solutions BL-region teams, enabling faster decision making

• Takes corrective action, based on LEAN tools, via post-mortem, win-loss analysis & customer feedback, to support word-class offer quality

• Contributes to quality initiatives to drive process rigor, simplification, cash flow and tools adaption

• Negotiates complex contracts terms, mapping customer needs & understanding PT’s key quality goals & strategic imperatives

• Ensures performance/effectiveness through strong support of deal teams, by challenging risk/opportunity assessments/RAM Process

• Drives empowerment through standardized/deal-specific T&Cs, engagement with Deal Desks, GSMM, and people capability development

• Leads change mgt. to challenge status quo, to reduce cycle time + costs, improve service quality; drives behavioral change

• Interfaces with all functions such as Sales, Tendering, Legal, Finance & Operations, and also with other Grid Solutions BLs to optimize sales solutions

• Ensure seamless hand-over of Pos/signed contracts to OTR

• Support and provide guidance to the project team on general contractual issues, including clarification of contractual or legal queries

• Maintains knowledge of market trends & actions, customer requirements, competitor actions and customer base and understands local particularities of sub-markets across region; interface with internal and external customers, identify customer needs

 

 

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