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Commercial Manager

EthosEnergy

Muelheim, Germany

Job Overview

The Commercial Manager is responsible for developing proposals, managing the proposal volumes within their queue, and determining the internal resources necessary to complete the proposal.

Job Responsibilities

  • Manage commercial activities on individual opportunities in partnership with EthosEnergy Sales and in conjunction with Commercial Management processes from proposal development through contract negotiations and opportunity closure;
  • Manage commercial activities involving standard contracts and contract reviews;
  • Provide support on sales opportunities for contract reviews, redlines, and negotiations as requested by Senior Commercial Manager;
  • Provide contract and negotiation support to Sales & Contract Execution;
  • Maintain EthosEnergy standard contracts with latest approved revisions from Senior Commercial Manager, Legal, Insurance, and Finance;
  • Review customer terms and conditions for compliance with Contracting Procedures Policies;
  • Seek alternate contract language to minimize EthosEnergy risk while balancing commercial goals and strategies of the proposed value solution;
  • Coordinate required resources to seek guidance and obtain internal approvals from Finance, Legal, Tax, Insurance to mitigate potential risks within a given opportunity;
  • Develop Deal Summaries for all imminent contracts for executive management review;
  • Manage opportunities using a structured project management approach;
  • Coordinate with Engineering, Sales and Operations for scope of work and technical validations and to obtain most current cost data;
  • Develop financial models for each opportunity accounting for cost of scope and risks and in alignment with market based pricing and EthosEnergy objectives;
  • Articulate EthosEnergy’s value proposition in line with the identified customer drivers in order to maximize the customer’s view of EthosEnergy’s solution benefits;
  • Prepare targeted and strategic proposals for Light Turbine sales delivery;
  • Development of target proposals, financial models, contracts, and other documents necessary for presentation and negotiation of the EthosEnergy solution;
  • Turnover to Contract Execution Team to ensure successful contract launch and execution.

Required Skills/Knowledge

  • Demonstrated track record of successful goal achievement with the ability to think on a strategic level as well as a tactical level in order to drive solutions within a matrix organization;
  • Proficient in MS Word, Excel, PowerPoint, Project and Access;
  • Project management certification desirable but not essential;
  • Proposal development along with contract development and negotiation.

Experience

  • Operations or business execution experience desirable;
  • Experienced in delivering PowerPoint presentations;
  • Experience with commercial risk evaluation and mitigation strategies;
  • Experience working through a structured sales process;
  • Experience interpreting commercial and contractual risks and drivers.

Education Requirements

  • Bachelor’s degree in Engineering, Business, or Finance.

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