Commercial Proposals Manager

at  Digital Power Generation Oil Gas

JOB DESCRIPTION SUMMARY

Responsible for providing all aspects of proposal development & contract management for GE Power Digital Software solutions. Requires pre-qualification of opportunities, interaction with sales & services leadership, customers, channel, & other cross-functional business teams. Must have a demonstrated track record of delivering high quality commercial proposals through creating solution architectures & recommendations & drafting contracts with respect to both commercial & legal terms.

JOB DESCRIPTION

Essential Responsibilities :

• Must have a demonstrated track record of delivering high quality commercial proposals through creating solution architectures and recommendations and drafting contracts with respect to both commercial and legal terms.
• Primarily responsible for managing complete lifecycle and development of deal execution process including on-time delivery of high quality solutions & proposals aligned with customer outcomes and business profitability / risk profiles; this may include, but is not limited to - request for proposal reviews, bid planning, risk reviews, solution estimates and pricing, deal analytics / reviews, 3rd party coordination & negotiations, technical architecture, documentation, and analysis of terms & conditions.
• Lead and drive deal team to develop bid requirements related to technical, financial, and commercial inputs to support strategy development and risk management.
• Manage customer specification review, proposal development, contract development and negotiations, including complex software sales and service agreements.
• Act as a liaison between Sales Managers, Solution Consultants, Product Managers, & Services to identify common architectures, value pricing & estimation concepts.
• Participate in Customer negotiations from both functional/technical and commercial perspectives.
• Review Customer Purchase Orders to Ensure Compliance with Approved Price Levels, Terms and Cycle commitments to coordinate Hand off to Project Execution teams.
• Accountable for the development and continuous evolution of contract templates and framework agreements.
• Use SalesForce.com to manage proposal workflow & develop pipeline forecasts.
• Lead communications at all organizational levels including leading deal reviews with senior and executive leadership.
• Provide continuous improvement of solutions lifecycle processes & methodologies.

Qualifications/Requirements :

• Bachelor’s degree in Business or Engineering from an accredited college or university.
• 5-8 years of commercial operations / contract management experience including minimum of 1 years in the Power Generation or Utilities industry (preferred)

Desired Characteristics :

• Knowledge of / background in software and expertise in targeted industries such as Oil & Gas, Asset Monitoring, Discrete, Mining, Advanced Analytics, Remote Monitoring, to name a few.
• Working knowledge of and ability to read and write French is preferred
• Prior experience in sales, field services, commercial finance, contract negotiation and execution.
• Prior experience with contract drafting - managing both commercial and legal terms within a customer agreement.
• Strong project management skills.
• Outstanding verbal, written, and presentation skills.
• Strong negotiation and interpersonal skills.
• Strong integrity & demonstrated ability to identify opportunities for strengthening overall commercial compliancy & reduce risk in commercial proposal processes.
• Highly organized, driven self-starter with ability to operate independently.
• Strong problem solving skills and decision making ability.
• Able to thrive in a matrix organization.
• Ability to lead and influence cross functionally.

Additional Eligibility Qualifications :

• Must have a demonstrated track record of delivering high quality commercial proposals through creating solution architectures and recommendations and drafting contracts with respect to both commercial and legal terms.
• Primarily responsible for managing complete lifecycle and development of deal execution process including on-time delivery of high quality solutions & proposals aligned with customer outcomes and business profitability / risk profiles; this may include, but is not limited to - request for proposal reviews, bid planning, risk reviews, solution estimates and pricing, deal analytics / reviews, 3rd party coordination & negotiations, technical architecture, documentation, and analysis of terms & conditions.
• Lead and drive deal team to develop bid requirements related to technical, financial, and commercial inputs to support strategy development and risk management.
• Manage customer specification review, proposal development, contract development and negotiations, including complex software sales and service agreements.
• Act as a liaison between Sales Managers, Solution Consultants, Product Managers, & Services to identify common architectures, value pricing & estimation concepts.
• Participate in Customer negotiations from both functional/technical and commercial perspectives.
• Review Customer Purchase Orders to Ensure Compliance with Approved Price Levels, Terms and Cycle commitments to coordinate Hand off to Project Execution teams.
• Accountable for the development and continuous evolution of contract templates and framework agreements.
• Use SalesForce.com to manage proposal workflow & develop pipeline forecasts.
• Lead communications at all organizational levels including leading deal reviews with senior and executive leadership.
• Provide continuous improvement of solutions lifecycle processes & methodologies