Senior Sales Staff Manager EEMEA – Risk Mitigation

Responsibilities

• Proactively support Sales Directors and other stakeholders to identify market opportunities and lead the development of regional commercial strategies.
• Engage early with customers in Eastern Europe, the Middle East and Africa to develop a strong understanding of their technical and commercial requirements and craft responses to secure business.
• Evaluate and screen opportunities with Sales and other stakeholders to determine which opportunities to pursue, while managing resources efficiently.
• Establish a regional operating rhythm and processes to proactively plan future resource needs while ensuring responsiveness to customers and on-time delivery of proposals.
• Foster a One Team culture where team members are encouraged to work on cross-border opportunities as determined by business priorities.
• Work closely with Sales, Product Management, Engineering, Fulfillment and supporting functions to develop solutions that are optimal for customers and GE Vernova.
• Work with the Sales and Product Management teams to deliver commercialization strategies for new products and services required by customers in Eastern Europe, the Middle East and Africa.
• Implement strategies to secure high-value and strategically significant projects, partnering where required to deliver solutions.
• Work closely with Power, Grid Solutions, Digital Services and other GE Vernova businesses to develop integrated proposals and execution plans.
• Implement within the Eastern Europe, Middle East and Africa region the commercial management operating mechanism, including associated tools for deal owners, action plans, operating cadence and deal reviews.
• Establish team behaviors that ensure the timely and efficient progression of deals through the R-table review process, ensuring all necessary steps are completed and that review materials are comprehensively prepared.
• Be situationally aware of external risks that could impact project execution and develop mitigation strategies.
• Work closely with the Legal, Finance, Risk and Tax teams to identify and manage risk in accordance with the established Commercial Deal Management process and Commercial Delegation of Authority (Do A), and negotiate effectively with customers.
• Use the latest Cost Handbook, pricing, document management and all other applicable digital systems and tools to efficiently manage the proposal development process.
• Provide active coaching and intervention to support Commercial and Technical Leaders in their delivery of business objectives.
• Represent the business at a senior level in customer meetings and industry forums.
• Exemplify the GE Vernova values to inspire team members and colleagues.
• Ensure the highest levels of compliance and integrity.
• Instill a learning culture in which key learnings are captured and inform improvements to processes, proposals, pricing and business execution strategies.
• Share best practice between regions, product lines and functions.
• Develop the capability and competence of the Regional Commercial team through coaching, training, on-the-job learning and provide leadership and direction within a high-performing team culture.

Requirements

• Commercial expertise: Proven ability to lead teams through complex negotiations, engage early with customers, identify risks and secure executable orders.
• Strong understanding of the commercial ITO process and key enabling elements such as costing and risk management.
• Strategic mindset: Customer-focused with the ability to identify regional market trends and associated opportunities or challenges that need to be addressed for the business to achieve its long-term goals.
• Ability to screen opportunities to select those offering the greatest potential to win and to deliver the desired commercial and financial outcomes.
• Ability to identify differentiating paths for GE to win against competitors.
• Lead with Lean: Strong advocate of lean transformation, problem solving and standardization of work.
• Drive adoption of lean philosophy and methodology throughout the organization.
• Demonstrated experience leading and implementing continuous improvement activities resulting in improved outcomes.
• Collaboration: Model ownership and accountability for regional results while collaborating effectively with other leaders to do what is best for the overall business.
• Demonstrated ability to lead and coach team members to do the same.
• Leadership: Acts with humility, transparency and focus.

Proven ability to lead teams to embrace the culture needed for success; experience working in a matrix environment and ability to drive an agenda across regions and break down silos.

Creates a winning mindset and high-performing team environment in which diverse talent can develop and flourish.

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