天津招聘

Business Segment

OG-DTS Downstream Technology Solutions

About Us

GE (NYSE: GE) works on things that matter. The best people and the best technologies taking on the toughest challenges. Finding solutions in energy, health and home, transportation and finance. Building, powering, moving and curing the world. Not just imagining. Doing. GE works. For more information, visit the company's website at www.ge.com

Role Summary/Purpose

The Commercial Proposals Manager – IA> China reports to the Director - Commercial Operations for China and provides in region “wing to wing” leadership of Inquiry to Order (ITO) Proposal Generation, Policy 5.0 Risk Evaluation and Mitigation for the IA> product lines, which include centrifugal compressors, PD blowers and related controls.

Essential Responsibilities

• “Wing to wing” responsibility of the ITO Proposal Generation, Policy 5.0 Risk Evaluation and Mitigation processes that are designed to meet business needs across the organization.
• You will have the understanding, experience and leadership to execute business objectives, be involved in short-term and long-term planning and contribute to the overall regional business growth strategy.
• Provide a primary interface with Customer, Channel Partners, and Field sales on all allocated ITO transactions for proposals which require multiple technical and commercial resources to complete, including Technical studies, Cost estimates, Pricing, Terms & Conditions negotiations and formal bids.
• Lead and mobilize multifunctional support team to implement transaction strategy – COE Application engineering, contract risk, engineering, manufacturing, legal, project management, P&L, etc.
• Manage customer’s prequalification documents; manage specification review, proposal development, contract development and negotiations, including multi-year equipment sales and service agreements.
• Deep understanding of ITO Policy 5.0 Risk Evaluation and Mitigation process (R process) and tools for ensuring appropriate bid compliance and risk mitigation per established Delegation of Authority (DOA) levels prior to release of a proposal to a customer.
• Ensure Bid meets all required commercial (export), legal and technical (regulatory) compliance requirements for the appropriate source and destination countries.
• Lead regional “R” table process - Ensure all documentation is available for R1/R2/R3 review meetings, coordinate participant attendance, distribute documentation, chair meetings, record results.
• Contribute to individual deal strategies to drive both price and hit rate.
• Have working knowledge of Terms & Conditions; be able to identify the need for input from a Contracts Manager or Legal counsel, and articulate relevant aspects with sales, legal and the customer.
• Coordinate with Sales the proper recording, tracking and updating of opportunities within Compass (SFDC) per existing running rules.
• Use Compass (SFDC) Risk Review Checklist / Deal Management process to seek and obtain approval for deviations and ensure associated price or scope action recommendations are identified to provide clear guidance to approved signatories to the consequences of their approval. Where no deviation exists for a given checkpoint, completes the appropriate checkpoint entry.
• Act as Power of Attorney agent when authorized for performance bond, insurance and other matters for the bid document.
• Review Customer Purchase Orders to ensure compliance with approved price levels, terms and cycle commitments; if not in compliance, reinitiate further negotiation within the proposal review phase to renegotiate with customer where there are deviations or obtain appropriate deviation approvals prior to R3 Hand off to OTR/Customer Care teams.
• Where applicable, ensure all required documentation sets available for R3 hand-off meetings, set date, invite participants and chair R3 hand-off.
• Where applicable, provide PO Acceptance/Acknowledgment to customer with right language and terms.
• Manage storage and retrieval of all documentation and record keeping associates with a given bid using ITO standard tools and infrastructure resources according to QMS process.
• Accountable for regional ITO Team metrics related to orders, margins, Proposal cycle and Quality.
• Participate in Lean & Quality initiatives within ITO to drive process rigor, NPS and other improvements to overall ITO process.
• Find and implement organizational and product synergies across Downstream Technology Solutions (DTS) and broader O&G P&Ls.
• Continuously grow domain expertise and competences in the products and markets supported working closely with sales and product line, as needed, to ensure that bids technical and price components are well aligned with market practice and customer expectations.

Qualifications/Requirements

• Bachelor’s/Master’s degree related to Commercial Management and/or Contract Law and/or an appropriate Engineering Discipline from an accredited university or college.
• At least 5 additional years of experience in successful Sales negotiation, Commercial Operations, Customer Care, Product Line management, or close equivalency with the ability to structure creative deals for customer solutions, negotiate contracts, and deal effectively with customers and channel partners.
• Domain knowledge of Oil & Gas and/or Power industry and related technologies.
• Customer-focused mindset with proven ability to respond quickly to customer needs.
• Strong influencer.
• Strong communication skills both written and verbal in English and Mandarin.
• Creative solution and problem solving skills.
• Strong interpersonal and leadership skills.
• Integrative team working style.
• Ability to multitask and work flexible hours.
• Effective use of Personal Computer Technologies.

Desired Characteristics

• Centrifugal compressors, PD blowers domain expertise, including industry/customer knowledge and competitive landscape understanding at a transaction level.
• Prior commercial sales, commercial operations experience in developing, negotiating, and closing large and complex contractual agreements is preferred.
• Knowledge of legal aspects and implications of contracts, terms and conditions, negotiation, etc. to allow constructing contracts while minimizing risk.
• Green Belt certification (GE Employees Only).

GE石油天然气集团是全球石油天然气行业先进技术设备和服务的领先供应商。集团的产品和服务范围包括从钻井和完井，到采油、运输、炼油、加工，以及石化产品和塑料等。近年来，GE石油天然气集团在中国的业务发展迅速，参与了大型天然气管线（如国家重点工程 - 西气东输项目）、炼油石化、乙烯、煤化工、工业发电等各个行业的众多大型项目。迄今为止，GE已为中国油气行业提供了近900台离心压缩机和往复式压缩机、蒸汽涡轮机、燃气轮机和泵阀，并为油气管道输送系统提供完整的检测和管理系统解决方案。集团在上海和沈阳成立了合资企业。
作为中国石油天然气管线的主要设备供应商，GE石油天然气集团自2005年以来，为西气东输项目（一线和二线）、川气东送项目、济南至榆林管线等项目供应了共计100余台压缩机组。