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Commercial Manager – Steam Plants / Turkey

  • GE Power
  • Experienced
  • Posted 1/25/2017 10:00:14 AM
  • 2832271
  • Job Function: Sales
  • Business Segment: Power Power Services
Location(s): Turkey ; Istanbul

About Us:
GE is the world's Digital Industrial Company, transforming industry with software-defined machines and solutions that are connected, responsive and predictive. Through our people, leadership development, services, technology and scale, GE delivers better outcomes for global customers by speaking the language of industry.

Role Summary:
The Power Services Europe Commercial Manager (CM) Steam Plants, Turkey will be fully responsible for the proposal development and contract management in the Inquiry to Order (ITO) process within his/her scope and will be responsible for pulling all necessary resources and information to perform deal reviews and to submit successful proposals. This position will report to Power Services Europe Commercial Director CE/EE for Steam Plants.

Essential Responsibilities:
• Manage all aspects of the Inquiry to Order (ITO) phase including proposal and bid development/management
• Responsible for engagement and management of key stakeholders
• Evaluate opportunity against market dynamics and risks (execution, contractual, financial, technical, guarantees, EHS etc.)
• Ensure terms and conditions are properly reviewed, mitigated and associated risk check list are completed and approved for all proposals
• Gather detailed scope & cost for offering
• Challenge key stakeholder regarding cost and lead time
• Conduct reviews to approve deals
• Assure compliance of the commercial process (fulfillment of Policy 5.0 requirements)
• Develop and finalize proposals
• Understand market price per offering
• Support Sales in influencing bid specifications, development of bid strategy and negotiation
• Finalize proposals for hand-over to customer
• Prepare and conduct clean project hand-over to execution (OTR)

• Bachelor’s degree, or equivalent, from an accredited university or college, preferably in an Engineering discipline
• Minimum of 5 years of experience in Sales, Tender, Commercial Operations, Project Management or equivalent for Service and Conversion, Modification & Upgrade on Steam Turbines
• Excellent understanding of the Steam Turbine service market / business especially in Turkey
• Expertise in proposal preparation and presentation
• Demonstrated skill to work in international networks
• Fluent in written & spoken English and Turkish language
• Capable to lead proposal process in both languages and to use commercial tools in English language

Desired Characteristics:
• Profound technical competency in Steam Turbines technology
• Knowledge on typical costs for Steam Turbine products, services and parts.
• Profound working knowledge of commercial processes, pulling resources together to collect bid information, creating bid/proposal documents from scratch.
• Experienced in opportunity management / bid management and proposal preparation of complex projects
• Expertise in proposal presentation (internally / externally)
• Ability to structure creative deals to support customers, negotiate contracts in technical and commercial areas, and deal effectively with diverse customers.
• Ability to interface and communicate with customers to introduce and negotiate opportunity to closure
• Solid organization and multi-task capability in a dynamic environment.
• Business / financial acumen and an understanding how transactions affect the business model (both for GE and the customer) and capable of strategic thinking
• Excellent interpersonal communications, presentation and facilitation skills with ability to influence at all levels of the organization including senior leadership
• Ability to anticipate, identify, assess and manage deal risks
• Ability to perform effectively in a matrix management.
• Experience with customer specification review, Terms & Conditions, public procurement law, proposal development and leading a sales effort
• Excellent written and verbal communication skills
• Ability to travel as needed.

Locations: Turkey ; Istanbul

GE offers a great work environment, professional development, challenging careers, and competitive compensation.  GE is an Equal Opportunity Employer.  Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.
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