Job Description Summary
The Commercial Proposals Manager Multi Year Agreements (MYA) 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 MYA ITO activities including MYA 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 MYA Opportunities.
Additionally, working closely with the Asia Pole ITR teams, the MYA Commercial Proposal Manager will contribute to the CSA commercial and MMP Commercial 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 CSA portfolio and support the MYA portfolio health teams on risk and mitigation on assigned deals.
Location is open across Australia, Japan, Korea, Malaysia, Thailand and Taiwan.
Execute on assigned opportunities to assure Gas Power Aero Pole in APAC wins profitable and productive CSA Backlog or MMP backlog
De-risk and defend the Gas Power Aero Pole in APAC CSA 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 create CSA op profit and cash growth while mitigating risks to backlog
Lead ITO process, proposal generation and deal negotiation in cross-functional team including Account Manager, Risk, OTR, Engineering, Finance, & Legal to ensure compliance with Policy 5.
0 and other internal processes
Perform initial risk evaluation and determine feasibility and bid compliance concerns
Conduct formal R1 where required
Provide full proposal leadership from initial enquiry to deal closure and handover (track key dates and proposal submission deadlines)
Support technical scope and pricing development
Ensure Risk Checklist & DOA, Policy 5.0 (R Process) are followed and correctly reviewed & completed for all proposals.
Propose and support formal R2 to obtain pricing / deviation approvals where required (regional and HQ)
Generate final proposal with approved deviations / language as required
Own CSA financial analytics, P5 Deal Calculator configuration and support Account Manager with interpretation of financial metrics for assigned deals.
Conduct formal R3 review to identify and handover execution requirements / documents
Provide subject matter expert guidance to Account Managers for contract amendment, terms creation and risk / reward analysis
Collaborate with NU Sales teams to develop Lifecycle strategy with MYA to drive New Unit penetration and win profitable MYA backlog.
Support Daily Mgmt., Punchlist reviews, Strategy review for the CSA Business Line for the AERO Pole, as required
Support ITR and Business Line Portfolio Health initiates such as risk quantification and mitigation strategy development.
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 CS 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.
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 Long-term Maintenance Contract negotiation and drafting with customer is preferred
Expertise in MYA modeling tools and accounting practice is preferred.
Strong financial management skills; MYA accounting expertise
Deep knowledge and experience negotiating from a variety of contract forms and Strategy development and proven track record of timely deal closures.
Strong analytical, project management and organizational skills
Integrity : accepting and adhering to high ethical, moral, and personal values in decisions, communications, actions, and when dealing with others
Able to build a connection to key stakeholders and establish credibility quickly. Manage and resolve conflicts
Relocation Assistance Provided : No