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Commercial Operations Leader

  • GE Transportation
  • Experienced
  • Posted 12/27/2016 11:55:03 AM
  • 2808725
  • Job Function: Sales
  • Business Segment: GET Transportation
Location(s): United States ; Florida, Georgia; West Melbourne, Atlanta


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.
As a division of General Electric Company, GE Transportation is a global technology leader and supplier to the railroad, mining, marine, stationary power, and drilling industries. We drive change and progress — by rail and across oceans. We go farther and dig deeper, with advanced technology that connects people, data and machines, so resources can be gathered, goods can be transported and economies can thrive. GE Transportation is headquartered in Chicago, IL, and employs approximately 12,000 employees worldwide. Learn more about GE Transportation today!
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.

Role Summary:
The Commercial Operations Leader for GE Transportation – Digital Solutions, will be responsible to collaborate with stakeholders to define and drive the commercial strategy and support order volume and profitability for complex deals. The Commercial Operations Leader is primarily responsible for leading and owning the opportunity through the inquiry to order process and providing high quality GE proposals to our customers.

Essential Responsibilities:
In this role, the commercial operations leader will also be responsible for the overall project coordination, risk and mitigation identification, and associated reviews during the tollgate process per Policy 5.0, with accountability for meeting quality, process compliance, metrics and business objectives.

In addition, you will:

  • Be responsible for providing competitive commercial proposals and taking the lead and ownership in collaboration with the sales directors and account managers, on negotiating terms and conditions, margins, pricing and other aspects required to close contracts for complex deals
  • Partner closely with the region / account commercial teams to understand customers’ needs and define the deal strategy in order to develop outcome-based commercial solutions to meet or exceed customer goals & objectives
  • Own and lead the deal process in collaboration with the cross-functional team, including all aspects of contract management, commercial proposals, deal strategy reviews, Policy 5.0 implementation, risk management and mitigation, internal costing, margin analysis, market level pricing and customer negotiations in conjunction with internal functions
  • Be the focal project coordinator on all deal elements resulting in commercially sound outcome based solutions and proposals
  • Lead virtual and global project teams with stakeholders including sales, legal, finance, risk, product management, engineering, services and other functions to maximize customer value and meet business goals
  • Present to leadership throughout the tollgate process to ensure that all commercial elements and risk factors are vetted as well as business approvals are properly secured and reflected in the scope, profitability and structure of the proposal
  • Progress the opportunities from the initial customer request for quotation to contract closure
  • Accountable to meet all KPI’s and operating metrics: order budgets, proposal timeliness (OTD), cycle time, hit rate/win rate, project profitability, VOC as well as others
  • Mentor and coach other junior team members as they manage transactional and non-complex deals

    Qualifications/Requirements:
  • Bachelor's Degree in Engineering, Business, or a Technical field from an accredited college or university
  • Minimum of 8 years of experience in sales / commercial operations
  • Minimum of 5 years of experience within the Transportation Industry

    Desired Characteristics:
  • Exceptional project management
  • Ability to influence and drive others in a matrix organization
  • Awareness to interact and manage across global and virtual teams
  • Clear thinker able to simplify complex scenarios to logic strategies / positions
  • Strong analytical capabilities
  • Details oriented and focused
  • Clear, articulate and concise communication skills
  • Ability to be assertive when required
  • Strong decision-making capabilities
  • Disciplined and process compliance focused
  • High commercial intensity and business acumen
  • Customer-oriented
  • Creativity for solution & strategy formulation
  • Six Sigma Greenbelt certification or equivalent Quality certification
  • Experience in Digital businesses
  • Experience managing large complex deals with multi-functional interactions
  • Ability to prioritize and manage multiple individual and team responsibilities for multiple complex projects
  • Capability to communicate with high-level management
  • Excellent technical and/or commercial writing and reading comprehension skills

    Locations: United States ; Florida, Georgia; West Melbourne, Atlanta

    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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