Job Description Summary
The Senior MYA Commercial Manager will report to the Aero Regional Commercial Director and will be responsible for the all aspects of the MYA ITO activities including MYA Strategy Development, External meetings/negotiations, Commercial positioning, Value proposition, Deal structuring, Proposal Generation, Pricing, Terms & conditions positions, obtain Business Approval and ultimately drive closure to MYA Opportunities.Additionally, working closely with the EMEA ITR teams, the Senior MYA Commercial Manager will be a key contributor for commercial actions related to de-risking the CSA portfolio and support the MYA portfolio health teams on risk and mitigation on assigned deals.
Job Description
Roles and Responsibilities
Develop transactional and MYA proposals; may negotiate with customers; ensure deals deliver shareholder value; drive competitive pricing. May include compiling and submitting required tender documentation Execute on assigned opportunities to assure EMEA Aero Pole wins profitable and productive CSA Backlog or MMP backlog
De-risk and defend the CSA portfolio through assigned opportunities
Strategic positioning and influencing of early stage deals to support Sales/ Account Managers to develop creative solutions and drive key initiatives that create CSA op profit and cash growth while mitigating risks to backlog
Lead ITO process, proposal generation and deal negotiation in cross-functional team including Account Manager, Risk, OTR, Engineering, Finance, & Legal to ensure compliance with Policy 5.0 and other internal processes
Perform initial risk evaluation and determine feasibility and bid compliance concerns
Conduct formal R1 where required
Provide full proposal leadership from initial enquiry to deal closure and handover (track key dates and proposal submission deadlines)
Support technical scope and pricing development
Ensure Risk Checklist & DOA, Policy 5.0 (R Process) are followed and correctly reviewed & completed for all proposals.
Propose and support formal R2 to obtain pricing/deviation approvals where required (regional and HQ)
Generate final proposal with approved deviations/language as required
Own CSA financial analytics, P5 Deal Calculator configuration and support Account Manager with interpretation of financial metrics for assigned deals.
Conduct formal R3 review to identify and handover execution requirements/documents
Provide subject matter expert guidance to Account Managers for contract amendment, terms creation and risk/reward analysis
Collaborate with NU Sales teams to develop Lifecycle strategy with MYA to drive New Unit penetration and win profitable MYA backlog.
Support Daily Mgmt., Punchlist reviews, Strategy review for the CSA Business Line for the Pole, as required
Support ITR and Business Line Portfolio Health initiates such as risk quantification and mitigation strategy development.
Collaborate with Services Account Manager to identify and develop growth opportunities (i.e. Capture, Extension, Digital etc.)
Support the Business Line on best-practices and lessons learned with Global teams for product strategy development
Required Qualifications
Bachelor's Degree in Engineering, Business, Marketing, or related discipline from an accredited university or college
Minimum 5 years of commercial/sales/technical negotiation experience in Aero power plant equipment offerings and/ or services offerings.
Significant experience in CS commercial, operations, and/or risk management
Strategic mindset, understanding biz financials
Strong business acumen and presentation skills
Proficient in tools to run financial scenarios and drive outcomes.
Willingness and ability to travel, as needed, for customer and deal enablement.
Desired Characteristics
Strong interpersonal, influencing, and team building skills; proven ability to work well in a matrix environment
Prior commercial sales experience in closing large and complex agreements is preferred
Prior experience in Long-term Maintenance Contract negotiation and drafting with customer is preferred
Expertise in MYA modeling tools and accounting practice is preferred.
Strong financial management skills; MYA accounting expertise
Deep knowledge and experience negotiating from a variety of contract forms and Strategy development and proven track record of timely deal closures.
Strong analytical, project management and organizational skills
Integrity: accepting and adhering to high ethical, moral, and personal values in decisions, communications, actions, and when dealing with others
Able to build a connection to key stakeholders and establish credibility quickly. Manage and resolve conflicts
Additional Information
Relocation Assistance Provided: No