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China ITO Leader

  • GE Energy Connections
  • Experienced
  • Posted 5/8/2017 3:28:21 PM
  • 2909139
  • Job Function: Sales
  • Business Segment: Energy Connections Power Conversion
Location(s): China; BeiJing; Other China

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.

Essential Responsibilities:
1) Ensure the protection of the company by providing expertise and guidance on legal, financial, tax, and other commercial risk related topics. The Commercial & Contracts manager will coordinate with other members of the ITO team to generate contract documents and obtain the required approvals per the Energy Management Policy 5.0 process.
• Create value solution proposals for the commercial field sales team to meet both simple and complex customer requirements
• Configure and refine value solution proposals to enhance win rate
• Interface with technical marketing, engineering, project management, services, and other teams, as required, to leverage their expertise to create value propositions for the customer that are aligned with business solution offerings
• Manage the entire inquiry to order process to ensure that a compliant quality proposal is delivered within the designated time and that orders are effectively transitioned to the fulfillment team
• Determine and verify if quotation is within Delegation of Authority (DOA) and exercise Delegation of Authority
• Lead required proposal reviews and approval meetings
• Develop financial model for proposals incorporating required inputs
• Provide initial assessment of tender and/or contract terms and conditions and ensure completion of required reviews and approvals
• Utilize lean principles to continually improve the quote creation processes to achieve cost and cycle time reduction through relentless focus on process and metrics
• Drive efficiencies through the sharing of best practices within the region and with other regions
• Ensure compliance to the Policy 5.0 Process and Delegation of Authority
• Propose and support formal R2 to obtain pricing/deviation approvals where required (regional and HQ)

2) Lead Channel onboarding process and conduct channel performance management
• Deploy rigorous account planning to align global channel strategies
• Define addressable segment/ products/ industries (Validate market size)
• Identification of potential partners (visibility of pipeline/ available resource/ historic performance)
• Function of partner (rep/ distributor/ reseller etc)
• Strategic marketing plan (campaigns/ exhibitions visits)
• Continue emphasis on GE code of conduct and compliance
• Performance Management
• Conduct QMI reporting/ pacing
• Establish most effective local structure to support channels eg through individual local Sales Managers or the dedicated Regional Channel Manager (with attention to avoid anti-competition regulation)

3) Conduct deep dive market study to establish China go-to-market strategy
• Build customer contact strategies through targeting & prioritization models
• Build a sales force deployment plan to optimize market visibility alongside competitive strengths
• Develop deep-dive market study for strategic decision especially on renewable and marine
• Lead the market communication activities

• Fluency in Chinese
• Fluency in English
• Minimum 7 years of experience in commercial operation roles
• Experience negotiating sophisticated contractual agreements
• Experience with manufacturing and/or electrical-related agreements
• Experience with strategic marketing & market study
• Experience with channel management process
• Demonstrated prioritization skills and ability to manage multiple projects/issues

Desired Characteristics:
• Prior experience negotiating GE agreements
• Prior experience with public bid rules and doing business with governmental entities
• Understanding of contractual and transnational accounting methodologies
• Understanding of insurance contracts, bonds, etc.
• Strong coordination and influencing skills
• Strong oral and written communication skills
• Integrative team working style

Locations: China; BeiJing; Other China
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