Commercial Manager – Boiler – NAM, Performance Projects

Unspecified, Alabama
03 Oct 2016
22 Oct 2016
Oil and Gas
Contract Type
Full Time
The Commercial Manager - Boiler - NAM, Performance Projects drives functional and operational Commercial Intensity and Policy 5.0 rigor for assigned deal opportunities. The Commercial Manager - Boiler - NAM, Performance Projects 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.

Essential Responsibilities

As the Commercial Manager - Boiler - NAM, Performance Projects, you will be responsible for work that is less defined in scope and have the understanding and experience to execute business objectives, be involved in short-term and long-term planning and contribute to the overall business strategy.

In addition, you will:
  • 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
  • Work with the Region Sales team, lead the ITO proposal generation and contract formation process for Boiler Performance 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
  • 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 a technical discipline
  • Minimum of 5 years of experience in Sales / Commercial Operations
  • Minimum of 5 years of experience within the Power Generation and/or Energy Industry

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

  • Minimum of 3 years of Commercial experience with complex Economizer Gas Temperature Control methods & service solutions in the Power Generation and/or Energy Industry
  • Six Sigma Greenbelt certification or equivalent Quality certification
  • Experience within the Multi-Year Contractual and/or Transactional Services businesses
  • 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
  • Bilingual (English/others)
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