Shire Jobs

Job Description Summary

As the Global COE Commercial Director, you will play a meaningful part in the energy transition, responsible for all aspects of contract management, while helping our commercial teams put together high-quality proposals to maximize opportunities for winning deals. This role requires pre-qualification of opportunities, interaction with Sales & Services leadership, customers, channel partners, and other cross-functional business teams, and will be part of the Global Commercial Operations (CommOps) team.

Job Description

Job Description

Responsible for managing complete lifecycle and development of deal execution process including on-time delivery of high-quality solutions & proposals aligned with customer outcomes and business profitability / risk profiles; this may include - but is not limited to - request for proposal reviews, bid planning, risk reviews, solution estimates & pricing, deal analytics / reviews, third party coordination & negotiations, technical architecture, documentation, and analysis of terms & conditions.

The proposals portfolio ranges from simple software flow deals for GE Vernova installed base of customers, to complex software proposals and large (multi-million $) turnkey opportunities possibly bid in consortium with partners.

Lead and drive the Global COE team of Commercial Managers to develop bid requirements related to technical, financial, and commercial inputs to support strategy development and risk management.

In coordination with the Sales teams based in the regions worldwide, manage customer specifications review, proposal development, contract development and negotiations, including complex software sales and service agreements.

Act as a liaison between the Sales Managers, Solution Consultants, Product Managers, Customer Solution Engineers (CSEs) & Services teams to identify common architectures, value pricing & related delivery estimates.

In coordination with the Sales teams based in the regions, participate in Customer negotiations from both functional/technical and commercial perspectives.

Review Customer Purchase Orders to Ensure Compliance with Approved Price Levels, Terms and Cycle commitments, to coordinate the Handover process to the Project Execution teams.

Work with Legal teams to maintain the development and continuous evolution of contract templates and framework agreements.

Work with Finance teams to maintain acceptable financial parameters during project execution (payment terms, cashflow, revenue collection…)

Use SalesForce.com as a CRM to manage proposal workflow & workload, develop pipeline forecasts, and monitor a set of KPIs related to the proposals generated by the Global COE Commercial team.

Lead communications at all organizational levels including leading deal reviews with senior and executive leadership.

Partner with the Global Process Excellence/Continuous Improvement team to work on a wide variety of solutions lifecycle processes & methodologies, using LEAN methodology and evangelizing the process improvement rollouts to others.

Partner with the Regional Commercial Directors based in the regions to advance global processes, meeting customer requirements aligned to internal risk framework, ensuring standard work is leveraged for all the commercial team members.

Responsible to ensure that the workload is shared between the commercial teams based in the regions and the Global COE Commercial team and shared within the Global COE Commercial team (about 15 people).

Responsible for ensuring the technical requirements, commercial requirements, and overall proposal generation activities are completed and are within the deal creation process guidelines, and demonstrate accountability for functional, business, and broad company objectives.

Ensure compliance to all CommOps Policies, and adherence to all CommOps processes. Identify and recommend simplification of current processes, tools, and templates, while participating in the improvement process

Implement and drive consistent processes, tools, and methodologies.

Drive Order to Remittance (OTR) handover process to ensure proper control of contract flow-down requirements.

Conduct negotiations with customers and partners, when necessary, to appropriately resolve contractual issues to finalize deals.

Understand and support the implementation of order booking requirements.

Take personal responsibility for quality and accuracy of proposal response related to terms and conditions, commercial risk management, CSE - or Services- developed cost/scope/ risk/schedule; and for winning business with integrity and within the strategies set forth for the opportunity.

Maintain and follow-up a set of KPIs to monitor and measure the volume and quality of the proposals generated by the Global COE Commercial team.

Desired Characteristics

Strong oral and written communication skills.

Strong interpersonal and leadership skills.

Understands and uses Lean concepts VSM, Process Mapping, Problem Solving (PSR), Action plans.

Ability to document, plan, market, and execute programs. Established project management skills.

Ability to reach to a decision with a less than perfect fact base, relying on pragmatism combined with logical reasoning.

Experience as a business user/analyst working with large scale data with a strong attention to detail.

Experience recognizing business problems and developing solutions, business, and finance acumen. Highly driven, independent individual with an execution focus and a strong sense of urgency in a rapidly changing environment.

Ability to both execute directly and prioritize the work of a cross-functional team.

Ability to move seamlessly back and forth between strategy, planning and execution.

Demonstrated leadership skills and ability to lead and influence cross functionally toward execution of strategic initiatives and projects.

Exhibited capability to break down complex issues with the goal of mitigating/eliminating barriers.

High level of initiative, curiosity and potential to go beyond the described role as the team responsibilities evolve and mature.

Required Qualifications

Degree from an accredited university with at least 12+ years of experience in Deal management , Commercial Management, Finance or Revenue Operations

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Additional Information

Relocation Assistance Provided: Yes