EndereçoThe Commercial leader will own the preparation of the commercial proposal, review and amend contract documents, put forward GE’s contractual positions and negotiate to a successful contract award, whilst working in accordance with GE Commercial policies and processes. In this role, he/she works closely with key stakeholders, including the Commercial Director, Technical Leader, Sales Leader and extended functions such as Risk, Legal, Commercial Finance, Tax, and Project Management.
The Commercial leader must operate with the highest standards of integrity and compliance.
The Commercial Leader is expected to ensure a winning strategy is set on the deal, able to optimize every aspect of the offering without exposing the company to any further risk and obtaining buy in from every relevant function in a timely manner. The expected candidate should also anticipate future issues and be able to defend their commercial strategy to GE leadership.
The Commercial Leader will show leadership within the region and international community of Commercial Leaders through providing mentorship to junior members while capable to independently manage complex deals with extended scope offerings.
Roles and Responsibilities
Support the Commercial team, as a Commercial Leader for ONWI, reporting to the Regional Commercial Director.
Support the achievement of Team Key Performance Indicators (KPIs) with particular focus on orders, cash collection and margin.
Deliver the commercial strategy and lead the overall proposal development. Build, prepare and negotiate commercial offers (to include the preparation of terms and conditions and internal costing information) as well as supporting development of the technical offer
Perform value optimisation on deals accounting for competitive situation;
Mobilise multi-functional teams including Legal, Commercial Finance, Risk and Engineering functions to build the commercial & technical offer;
Present the deal risk profile of the offer to the business and obtain the necessary approvals to bid;
Present the offer to the customer; take responsibility for drafting and negotiating the commercial and technical terms;
Support achievement of Commercial Team metrics related to orders and margins;
Ensure that deal deadlines are met and managing cross functional teams during the bidding process to ensure customer expectations are met
As senior member of the team, this role is expected to lead, train, coach and mentor junior commercial leaders and other internal functions with regards to Commercial Proposals.
As senior member of the team, this role is expected to impact standard approach to develop Commercial Proposals by taking new perspectives on existing solutions, influence to improve ways of working, quality, efficiency and effectiveness of the Regional and ONWI Commercial Team
As senior member of the team, this role is expected to contribute toward strategy and offering to report the market demand and support Product Line to define the product and features creating value for the customers
A Senior Commercial Leader must be able to lead complex deal offering including turnkey deals and manage the partner onboarding, qualification and commercial risk sharing strategy including agreeing the consortium agreement
A Senior Commercial Leader should be able to red line and negotiate contracts with customer independently with a full understanding on the companies preferred risk status on each commercial item
Required Qualifications
Bachelor’s degree or equivalent, from an accredited college or university
Bachelor’s degree from an accredited college or university
Contemporary leadership skills including with virtual project teams
Excellent interpersonal and oral and written communication skills; integrative team working style
Good communication skills and confidence with customer presentations
Strong process analysis, problem solving, and strategy development skills
Customer oriented
Business acumen and strategic thinking
Ability to make decisions in the face of limited or conflicting data
Ability to interact at all levels of the organization
Entrepreneurial spirit -Willingness and ability to travel and work intensively during negotiation period
Fluent in Japanese and English in speaking and writing
Desired Characteristics
5+ years of relevant experience
Enthusiasm for technology and renewable energy
Experience in the field of negotiating high value contracts would be a strong advantage.
Experience in Sales, Contracts, Customer Service in renewable energy industry
Knowledge of wind turbine technology and project execution
Experience in tendering, sales or alternatively in a role with strong customer interaction
Fluency in one or more additional languages.
Leading, Mentoring and Coaching skills including with virtual project teams
Capable public speaker
Desired Criteria
Technical and Commercial Expertise. Experience in a relevant Commercial role, with a strong understanding of the commercial activities and enablers within the commercial ITO process, including contracts, Proposals and pricing.
Strategic Mindset. Ability to understand customer needs and identify the appropriate GE commercial strategy to improve customer solutions and manage commercial and Contractual risk.
Lead with Lean. Experience in applying Lean practices, techniques and principles, particularly in problem solving and standardization of work.
Collaboration. Demonstrating ownership and accountability for results and customer satisfaction while collaborating with team members to do what is best for the overall business.
Leadership. Acts with humility, transparency, and focus. Performs as an influence leader to mobilize cross functional team members to deliver for the customer and project.
GE Leadership Profile
The GE Leadership Behaviors – Act with Humility, Lead with Transparency, and Deliver with Focus – are an essential part of our Lean culture transformation, reflecting how we each aim to act to drive progress, always with unyielding integrity.
