Job Description Summary

The Risk Mitigation Manager will support Commercial team and Operations team in a double role acting as Commercial Operations Manager and Contract Manager (CM) supporting end-to-end the life cycle of a project for GA LAM.

Acting as Commercial Operations (ComOps) Manager, its main responsibility will be the management of risk processes in the commercial (ITO - Inquiry-to-Order) phase, including contract negotiation, risk review and approval, and overall engagement with the proposal generation process and commercial negotiations, to ensure commercial intensity & compliance to the Grid Solutions Deal Risk Management process (Policy 5.0). This role drives change through adaption & localization initiatives (Latin America) and improved rigor in deal making/closure and for a better Operational Excellence to ensure proper risk management throughout the deal lifecycle, while closely aligned to customer CTQs.

Acting as Contract Manager (CM), its main responsibility will be to provide systematic and efficient analysis of contract and management of the execution of such contracts (made with customers and partners), for the purpose of maximizing financial and operational performance and minimizing risks.

Job Description

Roles and Responsibilities – ComOps

• Review and redline customer terms and conditions (T&Cs) and other commercial documents
• Lead customer negotiations, ensuring an acceptable risk profile for GE given the specific scope of supply and deal dynamics; engage with approvers and subject-matter experts as necessary
• Build & operate Risk Review sessions to drive early engagement, strategy development and approvals with region & product teams as well as Operations, and supporting functions (legal, finance, tax, EHS, etc), ensuring leadership alignment at all levels to obtain necessary decisions timely
• Own the ComOps and respective risk process, including the use of tools and governance instances, ensuring development of consistent operations in ITO, adherent to our policies, processes & metrics
• Steer sales and tendering teams in quality assurance of proposal build including risk and approval management as well as a proper transition to OTR for Grid Solutions products in the region
• Ensure performance & effectiveness measurement through appropriate support of ITO teams, by applying KPIs and by challenging risk/opportunity assessment & mitigation strategies (e.g. based on trend analysis, proposal post-mortems & customer feedback)
• Work closely with the Region Sales teams as a key partner in the strategy development to create winning proposals and meeting or exceeding the region’s plan for orders, and financial KPIs
• Drive empowerment through localization of T&Cs, functional expertise across region, and people capability development
• Support and drive change management process to challenge current commercial processes, in order to reduce cycle times & costs, improve service quality & mitigation plans and define the appropriate pricing and commercial strategy
• Interface with all functions across region and products such as Sales, Tendering/units, Legal, Commercial Finance & OTR teams to enhance successful commercial strategies and solutions
• Maintain knowledge of market trends, customer requirements, competitor actions and customer base; interface with internal and external customers, identify customer needs

Roles and Responsibilities – CM

• Support the project execution start-up, including contract analysis
• Support all project contractual activities from handover from sales until all relevant contractual obligations are complete and all relevant contractual issues are resolved/settled
• Identification of customer/consortium and other third-party obligations and development of project claim strategy
• Support project risk and opportunity (R&O) identification, analysis and management
• Support PM (Project Manager) on the management of claims to/from contractors and suppliers as required, ensuring appropriate recovery from third parties
• Support PM on management of customer Variation Requests/Orders
• Support PM on management of project insurances
• Support and guidance to project team on general contractual issues. Clarification of contractual/legal queries, if required by referring to legal
• Provide Contract Management support as required in the event of a (potential) dispute
• Undertake any other contractual tasks as instructed/requested by Grid Automation Regional Manager

• Required Qualifications

• This role requires significant experience in the Sales & Risk Mitigation.
• Bachelor’s degree in Business, Finance, Legal, Engineering or related area from an accredited university or college
• Minimum of 5 years of experience in Commercial Operations, Contract Management, Sales, Risk Mitigation, Tendering, Bid management and/or project management role
• Fluent in English, Portuguese and Spanish (written, oral, reading)
• Desired Characteristics
• Strong didactical contractual & negotiation skills
• Knowledge of electrical transmission or power projects
• Ability to influence and lead cross functional teams
• Previous experience in the energy industry
• Experience in developing complex proposals or structuring complex deals
• In-depth knowledge of contractual terms and conditions; experience in structuring and negotiating contracts to minimize business risk
• Strong oral and written communication and presentation skills
• Strong interpersonal and leadership skills
• Self-sufficiency and ability to program manage
• Ability to think strategically and be operationally rigorous
• Change agent with strong business acumen
• Familiarity with the use and function of CRMs (Customer Relationship Management) – Salesforce

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Additional Information