Senior Commercial Manager
Job Summary
The Senior Commercial Manager provides commercial support to the Sales Team to drive growth within the Control Solutions & Services (CSS) business line. This role leads proposal development by coordinating cross-functional stakeholders to implement technical and commercial deal strategies. You will manage the entire Inquiry-to-Order (ITO) process, ensure successful bid submissions, and lead contract negotiations.
Responsibilities
- Lead ITO proposal generation for complex control projects
- Manage contract terms, risk assessment, and bid strategy
- Coordinate with cross-functional teams for pricing and scope
- Negotiate commercial and technical contracts with customers
- Drive LEAN and commercial excellence initiatives
Required Skills
- Bachelor's degree in Engineering or Business
- 5+ years in power generation or tendering
- Contract drafting and risk management
- Financial modeling expertise
- Strong negotiation and cross-functional leadership
Job Details
Roles and Responsibilities
- Work with Sales to develop competitive proposals and winning strategies.
- Lead the Inquiry-to-Order (ITO) proposal generation for Core & Complex Control Projects.
- Review customer tender terms and conditions, identify deviations, mitigation, and fall-back language while working with subject matter experts.
- Collaborate with the Commercial Leader and functional teams to outline scope, cost, risk, and pricing strategy aligned with business goals.
- Review terms, conditions, and perform risk management assessments.
- Manage the tender schedule, ensuring timely internal approvals, bid submission, and readiness for order booking.
- Present deals for the Commercial Review Board (CRB) complying with ITO processes and delegation of authority.
- Actively participate in commercial and technical meetings and contract negotiations with customers.
- Manage the advance release and short-cycle process.
- Support handover meetings with the Order-to-Remittance (OTR) team to accurately depict As-Sold financials and scope of supply.
- Use Salesforce.com to manage proposal risk profiles and pipeline forecasts.
- Lead communications at all organizational levels, including deal reviews with senior leadership.
- Own the ITO commercial process and support other organizational functions.
- Lead and participate in LEAN and commercial excellence initiatives.
Required Qualifications
- Bachelor's degree in Engineering or Business Administration.
- 5+ years of experience in Power Generation business projects and/or tendering.
- Experience with contract drafting, managing both commercial and legal terms.
- Knowledge of public tendering processes and regional procurement rules.
- Understanding of financial models and advanced formula-driven spreadsheets.
Eligibility Requirements
- Must be legally authorized to work in the USA without sponsorship.
- Willingness to travel (20%).
Desired Characteristics
- MBA degree.
- Strong knowledge of CSS Control Product Line, GE Gas Power, or Nuclear businesses.
- Commercial Leadership Program (CLP) graduate.
- Strong business acumen, negotiation, analytical, and interpersonal skills.
- Ability to lead and influence cross-functionally and manage customer negotiations.