Commercial Manager

Job Responsibilities

• Leadership
• Demonstrates willingness to make decisions
• Mentors and guides others through the use of Commercial processes and tools to meet internal and external deadlines
• Demonstrates effective cost control and ability to operate within assigned budget or budget controls Communication
• Ensures upward communication on all issues.
• Demonstrates effective listening skills.
• Communicates information effectively through both formal and informal means (i.e. verbal, written, and presentation).
• Adjusts communications to ensure that they are appropriate for the audience.
• Interpersonal Skills and Relationships
• Responds to people’s concerns in a helpful, responsive manner.
• Demonstrates diplomacy, tact, skill and discretion when dealing with others; uses behaviors which are appropriate for the workplace and situations.
• Demonstrates proficiency in effectively completing tasks by developing good working relationships and utilizing a team approach.
• Demonstrates an ability to work with people of different levels and backgrounds. Interpersonal Skills and Relationships
• Responds to people’s concerns in a helpful, responsive manner.
• Demonstrates diplomacy, tact, skill and discretion when dealing with others; uses behaviors which are appropriate for the workplace and situations.
• Demonstrates proficiency in effectively completing tasks by developing good working relationships and utilizing a team approach.
• Demonstrates an ability to work with people of different levels and backgrounds. Continuous Improvement
• Develops and implements standard documents and templates for proposals, marketing materials, websites, and vendor qualification packages.
• Periodic review of standard documents and updating as necessary to ensure that they meet the current needs of Commercial, Sales, and Operations.
• Proactive contribution to the development of standardized work packages, cost structures, financial and other performance improvement initiatives.

Required Skills / Knowledge

• Knowledge Basis
• Proficient computer skills in Word, Outlook, PowerPoint and Excel
• Excellent organization skills; able to manage multiple assignments simultaneously
• Functional knowledge of product mix within assigned product team
• Broad financial skills, including financial analysis; Full understanding of cost and margin on products and services. Technical knowledge of EE Products & Services; ability to reflect this into valuable proposals to customers Strategy Development
• Works with sales to understand customer drivers on a sales opportunity and to develop and refine the sales strategy based on the commercial benefits of PPS products and/or commercial structures to the customer
• Able to correlate sales strategies and customer drivers with PPS product offerings and customize solutions that differentiate the PPS proposals
• Supports Sales with customer meetings to develop opportunities, ask appropriate and leading questions to understand customer drivers, and present PPS capabilities and benefits. Proposal Structure and Development
• Develops and writes proposals targeted to the opportunity, customer drivers, and sales strategy
• Manages proposal volume within their queue, with appropriate management techniques, to meet internal and external deadlines
• Reviews proposal request information (RFQs, bid docs, etc.), determines internal support requirements, holds/attends proposal kickoff meeting (as needed), and manages interfaces with internal resources as required to deliver the complete proposal
• Gathers technical data and assembles data into well-written, sophisticated proposals
• Develops price and cost models for transactional proposals involving one or more products or services related to a single facility or operating center/RBU
• Develops price and cost model for bundled proposals involving one or more products or services spanning multiple facilities or operating centers/RBUs Contract Negotiation and Closing
• Understands commercial risks (payment terms, margins, delivery, credit risk, warranty, title transfer, cash flow, performance guarantees, etc.)
• Understands highly complex commercial risks (international transaction taxes, termination true-ups, labor implications, etc.)
• Understands basic contractual risks (LOL, CDW, indemnities, confidentiality)
• Performs initial contract review to ensure that it is consistent with EE contracting policies (CPP, DOA, TLOA, Compliance, Finance, etc.)
• Supports contract negotiations with timely document edits and internal review and approvals.
• Obtained ACA (Authorized Contract Advisor) status within EE, when required. Deal Review and Approval Process
• Maintains all internal document control processes including hard copy and electronic storage.
• Understands PPS approval processes (CPP, DOA, Compliance, Finance)
• Prepares deal approval documents required for regional and/or team based approvals
• Prepares deal approval documents for complex deals requiring upper PPS or EE management approvals including ability to complete formal deal briefs and RFA documents
• Provides timely turnover of signed contracts within the Commercial Turnover processes and tools Management Reporting
• Ensures that Sales maintains Sales Force details on assigned opportunities and verifies that Salesforce details are accurate prior to closing an Opportunity as “Closed-Won”

Experience

• 5-10 years industry relevant experience in business development, commercial, and/operations.
• Clear and demonstrated proficiency in Steam Turbine Product Line preferably with an understanding of the products, services, and solutions offered by EthosEnergy, our ideal target Customers and their drivers, and the value of our offerings to those customers.
• Language - Proficient in Spanish, written and spoken

Education Requirements

• Bachelor’s Degree in Engineering, Business, or Finance. Advanced degree preferred.