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Senior Proposals Manager

  • GE Oil & Gas
  • Experienced
  • Posted 11/9/2017 4:50:42 AM
  • 2992323
  • Job Function: Sales
  • Business Segment: Oil & Gas Global Operations
Location(s): Russian Federation; Moscow

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 Senior Proposals Manager, New Units will be responsible for delivering & executing profitable commercial proposals for the New Units Turbomachinery Solutions P&L in the Russia & CIS Region, reporting to the Commercial Operations Leader.
He/she will drive the ITO processes as well as will develop and implement commercial strategies which will drive volume and margin growth.

Essential Responsibilities:
  • Be responsible for all aspects of the New Units Contract management, including proposal and Contract development: T&Cs review, risk management & mitigation, specification compliance, scope of supply development, pricing, customer negotiations, customer communications, and issue resolution. 
  • Provide leadership during the deal review process to ensure that all technical risk points, risk mitigation, and business risk acceptance levels are properly incorporated in the development of the scope, cost, and proposal wording. 
  • Coordinate with the Region Sales team and all the ITO stakeholders to develop commercial strategies and solutions that will meet customer requirements as well as meet or exceed business goals. 
  • Meet order budget, proposal timeliness (VTW), cycle time, hit Rate / win Rate, DPMO reduction and project profitability. 
  • Negotiate appropriate Terms and Conditions with Customer basing of Risk / Reward Analysis. 
  • Define strategy on Price and Margin and leverage ROI evaluation. 
  • Take the lead for the bid preparation, bid submission, and contract negotiation, and complete project handover from Inquiry to Order (ITO) to Order to Remittance (OTR). 
  • Interface with the Product Leadership / Marketing team to leverage their expertise to create value proposition for customer. 
  • Participate in Customer presentations, conferences, and all front line marketing/sales efforts. 
  • Manage opportunities in ensuring and maintaining data quality in coordination with Sales Team and be ready to review all Opportunities pipeline in weekly QMI.  
  • Candidate will be measured on proposal timeliness, proposal $ volume, Orders, As-Sold CM, proposal defects. 
  • Lead deal structuring, pricing and all other proposal development activities as the sales team's primary proposal interface with projects, platform, global operations, risk management and other functional groups as required.

  • Bachelor’s Degree in Mechanical Engineering. 
  • Good knowledge of Rotating Equipment like Centrifugal Compressor and Gas Turbine
  • Strong business acumen. 
  • Fluent in Russian and English language. 
  • At least 5 years experience in technical Sales, commercial Operations or Proposal Manager role, developed in Oil & Gas Industry. 
  • Knowledge of the Russia/CIS's OIL&GAS and Power Generation industry and Customers. 
  • Customer focused mindset with proven ability to respond quickly to Customer needs. 
  • Excellent interpersonal communications, presentation and facilitation skills with ability to influence at all levels of the organization. 
  • Full availability to travel with short notice for business purpose world-wide. 
  • Self-starter, high motivation level, strong leadership skills. 
  • Commercial skills attitude, developed through his/her relations with Customer and knowledge of customer financial drivers. 
  • Six Sigma certification.

Locations: Russian Federation; Moscow

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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