AddressLocation is flexible to be based around Australia.
Job Summary:
The Commercial Proposals Manager will be responsible for the preparation of proposals/bids, contract negotiation and compliance with contract commitments and commercial risk assessment Impacts approaches. You will support the Sales function with all aspects of the Inquiry-To-Order (ITO) activities including strategy Development, External meetings/negotiations, Commercial positioning, Value proposition, Deal structuring, Proposal Generation, Pricing, Terms & conditions positions, obtain Business Approval and ultimately drive closure to Opportunities.
Additionally, working closely with the Asia Pole teams, the Commercial Proposal Manager will contribute to the portfolio’s KPIs and financial performance, including punch-list/pacing reviews and support the timely closure to assigned deals. You will be a key contributor for commercial actions related to de-risking the services portfolio and support the services portfolio health teams on risk and mitigation on assigned deals.
Location is open across Australia, and New Zealand
Essential Responsibilities
- Execute on assigned opportunities to assure Gas Power Aero Pole in APAC wins profitable and productive services orders and backlog
- De-risk and preserve the Gas Power Aero Pole in APAC services portfolio through assigned opportunities
- Strategic positioning and influencing of early-stage deals to support Account Managers to develop creative solutions and drive key initiatives that opportunities for better operating profit and cash.
- Lead Inquiry to Order process, proposal generation and deal negotiation in cross-functional team including Account Manager, Risk, Engineering, Finance, & Legal to ensure compliance with all internal processes and risk review requirements
- Perform initial risk evaluation and identify feasibility and bid compliance concerns
- Support technical scope and pricing development
- Provide subject matter expert guidance to Account Managers for contract amendment, terms creation and risk/reward investigation
- Collaborate with Services Account Manager to identify and develop growth opportunities (i.e. Capture, Extension, Digital etc.)
- Support the Business Line on best-practices and lessons learned with Global teams for product strategy development
- Utilize 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
Qualifications / Requirements
- Bachelor’s degree from an accredited university or college (or high school diploma with the relevant experience)
- Significant experience in Sales and/ or Proposal, Tendering, Sales Support in the Power Generation and/ or Oil & Gas industry
- Significant experience in commercial, operations, and/or risk management
- Strategic mindset, understanding biz financials
- Strong business acumen and presentation skills
- Proficient in tools to run financial scenarios and drive outcomes.
- Willingness and ability to travel, as needed, for customer and deal enablement.
Desired Characteristics
- Strong interpersonal, influencing, and team building skills; proven ability to work well in a matrix environment
- Prior commercial sales experience in closing large and complex agreements is preferred
- Prior experience in contract negotiations with ANZ energy customers is strongly preferred
- Deep knowledge and experience negotiating from a variety of contract forms with proven track record of timely deal closures.
- Strong investigative, project management and organizational skills
- Integrity: accepting and adhering to high ethical, moral, and personal values in choices, communications, actions, and when dealing with others
- Able to build a connection to key stakeholders and establish credibility quickly. Manage and resolve conflicts
