Job Description Summary

The Senior Commercial Manager drives functional and operational Commercial Intensity and Policy 5.0 rigor for assigned deal opportunities. The CM will manage the quoting, proposal generation, contract negotiation, risk management and ITO-OTR turnover processes for all assigned deal opportunities of the assigned segment and sub-region. In this role you will need to use your commercial judgment to prioritize deal opportunities, be responsible for work that is less defined in scope and have the understanding and experience to execute business objectives.

You will also be involved in short-term and long-term planning and contribute to the overall business strategy. High levels of Commercial judgement are required to achieve outcomes required. As a Senior Commercial Manager, you are also expected to provide certain mentoring and coaching to the other team members within the MENA commercial team with regards to commercial process, complex deals management and senior leadership communications among other aspects.

Job Description

Key Responsibilities

• • Work as a key member of the Iraq, East Med. and Pakistan sub-region Inquiry To Order (“ITO”) team in support of achieving the region’s and/or sub-region’s commitments, orders, sales, cash, operating profit, and margin targets for the applicable segment.
  • Working with the region and/or sub-region Sales, Operations, and functional teams, lead the ITO proposal generation and contract formation process for Gas/Gen/CC Steam/HRSG projects across the Tx Services / Upgrades / MMP / CS and MMP Extra Work and Master Terms and Conditions segment with the intent of developing winning strategies to leverage successful deal closures while ensuring compliance with established guidelines for the Policy 5.0 risk management process and the advance release process.
  •  Responsible for all aspects of ITO contract creation, including proposal development, risk management and mitigation, specification compliance, scope development, transactional pricing, customer negotiations, customer communications and issue resolution.
  • Be responsible for effectively driving the proposal and contract ITO processes to develop scope, cost, risk, and market / value pricing strategy for an assigned deal opportunity to provide technical and commercial solutions meeting both customer and GEV’s requirements and business goals.  This effort requires collaborating with the respective sales, operations, and other functional teams during the deal development and review process to ensure that all technical risk points, risk mitigation, and business risk acceptance levels are properly incorporated into the development of the opportunity scope, cost, strategy, and actual proposal / contract language.
  • Prepare and lead the HQ/Regional/Sub-Regional/Deal Team Policy 5.0 review process in co-ordination with the applicable Commercial Director, subject matter experts, approvers, and functional teams.
  • Be responsible for driving and coordinating ITO process compliance and metrics across assigned deal opportunities with special emphasis on Policy 5.0 requirements, proposal and contract completeness, timeliness, and quality, and the effectiveness and efficiency of the ITO-OTR (Inquiry To Order - Order To Remittance) handover process.  Drive proposal throughput, yield, cost, efficiency, and individual productivity.
  • Continuously seek to refine ITO processes across the business segment, with special emphasis on simplification opportunities to drive speed, waste reduction, and commercial intensity. Lead/champion region simplification projects to improve the ITO process. Represent Regional Commercial Ops team in support of Regional and Global driven workouts.
  • Ensure process adherence to all government-contracting requirements with minimal support from GEV legal resources.
  • Be responsible for exercising Commercial Manager deviation and signature authority within the parameters of the Power Services Policy 5.0 Process and Signature Authority Matrix.
  • Enforce order-booking requirements and drive an improved OTR turnover process to ensure proper control of contract flow-down requirements.
  • Be responsible for reducing cost-of-quality issues arising from inaccurate or poor scope definition, costing, or contract drafting during the ITO process and inadequate handovers during the ITO-OTR handover and advance release process for assigned deal opportunities.
  • Be responsible for developing personal commercial, and technical skill sets to enable further personal ITO processes empowerment, simplification, and speed.  Mentor new Commercial & Sales Managers/Commercial Leadership Program members on the ITO processes during their rotations with Commercial Operations.  Help develop and present training to fellow commercial managers on relevant business subjects or processes.

 

Required Qualifications

 

• • Bachelor's degree in Engineering, business, technical (or equivalent).
  • Min. 8 years of experience in Commercial Operations and Commercial Bid/Contracts Tendering,  out of which at least 4 years within the Gas Power Generation industry.
  • Experience in project tendering in Iraq, understanding of local procurement rules.
  • Experience in managing complex projects that involves bids of multi-technologies and / or extended scope
  • Strong verbal and written skills in English and Arabic.
  • Ability and willingness to travel as required (including Iraq, on short notice basis)  

 

Desired Characteristics

 

• • Minimum 3 years of Commercial Operations experience with Services and Upgrades solutions in the Power Generation Industry.
  • Experience within both the Multi-Year Contractual and Transactional Services businesses.
  • Experience with decarbonization offerings
  • Capability to communicate with high-level management.
  • Excellent technical and/or commercial writing and reading comprehension skills.
  • Master of Business Administration (MBA) graduates are preferred.

Additional Information