Sr. Construction Commercial Manager – Boiler

Windsor, Connecticut
03 Oct 2016
18 Nov 2016
Oil and Gas
Contract Type
Full Time
A Sr. Construction Commercial Manager - Boiler is responsible for the development of scope identification and the associated cost estimation requirements for Design & Erection (D&E) of coal fired power plant maintenance and retrofit projects. Projects will largely be located in North America.

Essential Responsibilities

The Sr. Construction Commercial Manager - Boiler will lead or participate in Proposal Development; including but not limited to, developing a strategy, leading a proposal team, developing costs estimates, managing the proposal approval process, developing a final proposal for Customer submittal and leading the negotiations to close the deal. The Sr. Construction Commercial Manager - Boiler will interface with many decentralized resources (Subject Matter Experts) for confirmation of the estimating factors. The candidate will actively pursue initiatives to improve effectiveness and efficiencies for process standardization. The Sr. Construction Commercial Manager - Boiler drives functional and operational Commercial Intensity and Policy 5.0 rigor for assigned deal opportunities. The Sr. Construction Commercial Manager - Boiler will manage the quoting, proposal generation, contract negotiation, and ITO-OTR turnover processes for all assigned deal opportunities of the assigned segment and sub-region.

In addition, you will:
  • Develop the complete Work Break Down structure and associated construction estimate, identifying all Direct and Indirect cost items
  • Ensure all Direct and Indirect cost items align with the Division of Work (DOW)
  • Develop cost estimates for new opportunities and contract revisions
  • Utilize engineering packages (drawings, customer specifications, etc.) to prepare request for quotations for purchasing of components, supplier evaluations and cost analysis
  • Work as a key member of the region and/or 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 Sales team, lead the ITO proposal generation and contract formation process for Boiler Performance Solutions projects across the 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, the advance release process
  • Support the regional Sales team before/during commercial and technical meetings/negotiations with customers
  • Be responsible for effectively driving the proposal and contract 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 GE'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 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
  • Participate in region simplification projects to improve the ITO process


  • Ensure process adherence to all government contracting requirements with support from GE 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
  • Provide insight on construction industry trends, including productivity factors and advanced technologies
  • Develop Basis of Bid and Estimating Production Factors and / or Cost Basis
  • ITO Metrics:
    • Orders, Sales, Margin%, Operating Profit, and Cash
    • Price enhancement
    • Policy 5.0 Compliance
    • R1 Responsiveness
    • Throughput of On-time quality proposals
    • Cost of quality
    • Hit / win rate

  • Bachelor's Degree in Engineering, Business, or technical discipline
  • Minimum of 5 years of experience in Sales / Commercial Operations
  • Minimum of 2 years of experience within the Power Generation and/or Energy industry
  • Minimum of 2 years of experience with Construction Estimating for coal fired power plants
  • Ability and willingness to travel 15% of the time, as required

Additional Eligibility Qualifications

GE will only employ those who are legally authorized to work in the United States for this opening. Any offer of employment is conditioned upon the successful completion of a background investigation and drug screen.

Desired Characteristics

  • Greenbelt certification or equivalent Quality certification (GE Employees ONLY)
  • Experience managing Medium / High complex deals
  • Ability to develop and execute priorities and plans for self and/or others
  • Good technical and/or commercial writing and reading comprehension skills
  • Multi language (English/others)
  • Expert knowledge of boiler power plant drawings and related documents
  • Strong written and oral communication skills
  • Ability to influence and negotiate
  • Strong customer focus
  • Excellent time management skills
  • Will work mostly in corporate office environments
  • Will work occasionally at on-site construction offices
  • Project planning and reviews can require climbing, entering confined spaces, tolerating short-term hot temperatures and working around heavy machinery
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