Job Description Summary

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 Insu-lated Switchgears, Power Quality Products & Power Transformers. Typical customers are Transmis-sion, Distribution, Power Generation Utilities and Developers, as well as a wide range of ‘Industrials’. Typical project values range from a couple of thousand dollars, up to the multimillion-dollar range.

The Commercial Operations (ComOps) Manager 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.

Job Description

Essential Responsibilities:

• Review and redline 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

• Support design and drive implementation of proposal standards and new commercial models to increase orders volume and market reach

• Support and drive change management process to challenge current commercial processes, in order to reduce cycle times & costs, improve service quality & mitigation plans and define the appropriate pricing and commercial strategy

• Work closely with the Region Sales teams as a key partner in the strategy development to create winning p