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Grid Systems Integration
2 weeks ago
Job Description Summary
Become part of a winning team and help to deliver the Green Energy transition.
Within Grid Solutions, the Grid Systems Integration (GSI) Business Line is accountable for Product Development, Business Development, Sales, Project Execution, and Services of high voltage Alternative, FACTS & Direct Current complete solutions, including Engineering, Procurement, and associated Construction (EPC).
Typical customers of GSI are worldwide Transmission, Distribution, Power Generation Utilities and Developers, as well as a wide range of Industrial customers. Typical project values range from a couple of hundreds of thousand dollars up to the billion-dollar range.
GSI Profit and Loss accountability is structured around geographical Regions, among which the North & South Europe (NSE) encompasses Denmark, Finland, Iceland, Ireland, Norway, Sweden, United Kingdom, France, Spain, Portugal, Italy, Greece, Israel, and Romania. Average order intake of GSI in NSE is in the range of $1 billion to $2 billion, captured by a Commercial & Tendering Team of around 30 people.
Job Description
Role Summary / Purpose
- The Capture team leader (CTL) is primarily focused on the tendering and sales activity for GSI Large & Complex projects, primarily HVDC.
- Dedicated to facilitating relationships with external customers and partners via the tendering process.
- The successful candidate will manage the non-technical Global business disciplines including tendering strategy, pricing, and commercial/legal negotiations in line with internal due validation process and Delegation of Authority.
Essential Responsibilities
Drive the commercial strategy to deliver order intake and associated CM and cash:
- Contribute to the region goals for orders, CM, and Down Payments targets and be accountable for these targets for the bids he/she is leading.
- Be an active member of the GSI NSE Commercial & Tendering organisation.
- Responsible for the forecast management for the deals allocated to the scope of the role.
- Define, drive, and ensure successful implementation of plans to positively differentiate from competition in the eyes of our customers.
- In close coordination with the Region OTR leadership, define and develop the Strategy and target costing for preparation, submission & negotiation of winning proposals for specific opportunities, ensuring the captured opportunities are executable at cost and on time.
- Lead deal reviews/approvals in accordance with underlying delegation of authority, up to corporate level.
- Responsible for ITO Policy process compliance including risk management process rigor and compliance.
ITO Team leadership for large & complex tenders:
- Lead and coordinate (1) the NSE Region commercial & proposal management team, (2) the Product Delivery Group teams, (3) the other Grid Solution Businesses, and (4) the consortium partners (when & as applicable), to deliver on-time and high-quality proposals and subsequent clarification responses.
- Identify & structure resources to support tender preparation and submission.
- Provide hands-on leadership for the deals you are following and drive development of high performing ITO tender teams by attracting and training the right talents.
Negotiations for large and complex tenders:
- Drive and/or support HVDC business development actions with support from the GSI tendering & expert teams from the early stages of identifying opportunities (pre RFI).
- Together with the other members of the Sales Team, drive the clarification and customer discussions of the offers in your charge.
- Lead the final deal negotiation process together with all internal and external stakeholders and in conjunction with the sales team.
- In partnership with the Region OTR team and other involved stakeholders, lead the consortium negotiation and alignment if & as needed.
Contribution to the improvement of and compliance with processes:
- Manage and improve regional operating metrics, such as productivity, proposal throughput/yield, cost accuracy, or cycle time measures.
- Ensure compliance, integrity, and EHS standards are met.
- Support and/or drive global initiatives and simplification efforts, including but not limited to leading and participating in global initiatives for ITO improvements, bid prioritisation or delegation of authorities.
- Ensure continuous & effective communication between all stakeholders.
Qualifications / Requirements:
- Bachelor’s degree from an accredited university or college.
- Extensive and demonstrated years of experience in a leadership position in sales, tendering, or operation.
- Experience in Grid Solutions and Turnkey is preferred.
- Willingness to travel 40% plus.
Desired Characteristics:
- Significant & relevant experience in sales, commercial operations, risk, or marketing.
- Effective oral and written communication in both English and German.
- Strong presentation skills.
- Clear understanding of the commercial levers for contractual obligation (and how to manage them over the duration of the contract).
- Ability to direct complex daily activity of multiple work streams, focused on issue resolution.
- A good understanding of contract management principles, the ability to manipulate and "shape" deals and formulate.
- Ability to form relationships that facilitate viable client solutions.
Grid Solutions, a GE Vernova business, serves customers globally with over 20,000 employees. We provide power utilities and industries worldwide with equipment, systems, and services to bring power reliably and efficiently from the point of generation to end power consumers. Grid Solutions is focused on addressing the challenges of the energy transition by enabling the safe and reliable connection of renewable and distributed energy resources to the grid.
About GE Grid Solutions:
At GE Grid Solutions we are electrifying the world with advanced grid technologies. Our goal is to accelerate the transition for a more energy efficient grid to fulfill the needs of tomorrow. With a focus on growth and sustainability, GE Grid Solutions plays a pivotal role in integrating Renewables onto the grid to drive to carbon neutrality.
Why we come to work:
At GE Renewable Energy, our engineers are always up for the challenge - and we’re always driven to find the best solution. Our projects are unique and interesting, and you’ll need to bring a solution-focused, positive approach to each one to do your best.
What we offer:
A key role in a dynamic, international working environment with a large degree of flexibility of work agreements. Competitive benefits, and great development opportunities - including private health insurance.
Additional Information
Relocation Assistance Provided: No
