**Job Description Summary**: Project Management/ Planning/ Coordinating activities typically in the context of a production or services project to fulfill a customer order or need according to financial/commercial parameters and ensuring customer satisfaction. Impacts departmental operations and responsible for planning/execution. The role has some autonomy but is focused on execution of activities within an operating discipline covered by standard functional practices and procedures. Some judgment may be required but this is typically with guidance.
**Job Description Summary**
The Commercial Manager will report to the Global Hydro O&M Leader and will be responsible for the all aspects of the Hydro O&M Contracts (O&M) activities including O&M 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 O&M Opportunities.
Additionally, working closely with the sale teams, the Commercial Manager will be a key contributor for commercial actions to promote and develop the Hydro O&M opportunities.
**Roles and Responsibilities**
- Execute on assigned opportunities to assure LATAM O&M wins profitable and productive O&M Contracts. When required, support other regions with the same goal.
- Strategic positioning and influencing of early stage deals to support Sales/ Account Managers to develop creative solutions and drive key initiatives that create O&M 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 internal processes
- Perform initial risk evaluation and determine feasibility and bid compliance concerns
- Attend R0 where required
- Conduct formal R1 and R2 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
- Conduct formal R3 review to identify and handover execution requirements/documents
- Support the Business Line on best-practices and lessons learned with Global teams for product strategy development
- As required, support the team providing coverage for Transactional and New Opportunities
**Required Qualifications**
- Bachelor's Degree in Engineering, Business or related discipline from an accredited university or college or equivalent work experience
- Proven commercial/sales/technical negotiation experience in plant equipment offerings and/ or services offerings.
- Significant experience in 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.
- Languages: Portuguese and English (Spanish is a plus)
**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
- 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