commercial Manager/ Bid manager
General Electgric
Total des années d'expérience :29 years, 2 Mois
Leading parts, services, repairs, and upgrades commercial offerings from customer inquiry to order, covering the Arabian Gulf region. Establish customer value proposition. Develop winning deal strategies and commercial structure. Lead costing and cash flow forecasting activities. Provide pricing advise. Identify and mitigate risk. Ensure compliance with established business guidelines. Lead contract document
• Expand and manage relationship with customers and Channel Partners (at all levels).
• Work with customers Power Plant team for preparation of outages and required parts
• Customer Advocate: Represent customer within GE to ensure customer requirements are met/exceeded and all transactions are processed in timely, accurate and professional manner.
• Working as a local customer team for parts, internally aligned & directly connected with people (Sales Mgrs, TA’s, Service Mgrs, QA’s, OA’s, shop personnel, etc.), processes (quoting, fulfilling, reporting, etc.) and systems/docs (Parts ERP & EDW, My Power&Water Store, COPICS, DART, PAC, inspection reports, TIL’s, FMI’s, DCI’s, O&M manuals)
• Support LEAN activities to improve parts fulfillment for both Sales & after-sales processes
Commercial Manager
Wood Group GTS, Dubai
December 2013 - Till date
Manage opportunities using a structured project management approach.
• Coordinate with Product Management and Customer Services for scope of work and technical validations and to obtain most current cost data
• Coordinate all required resources to seek guidance and obtain internal approvals for finance, legal, tax, insurance and other potential risks within a given opportunity.
• Develop financial models for each opportunity accounting for cost of scope and risks and in alignment with market based pricing and WG objectives
• Articulate Wood Group's value proposition in line with the identified customer drivers in order to maximize the customer's view of Wood Group's solution benefits.
• Prepare targeted and strategic proposals for PPS sales delivery.
• Participate in contract negotiations, managing all internal support and approvals.
OPERATIONAL EXCELLENCE: Led several bids and secured orders working with sales, pricing, legal to gather information such as theme, strengths, gaps, competitor weaknesses, etc. to strengthen the proposal and make it a “winning” proposal
COMMERCIAL EXCELLLENCE: Responsible for all aspects of contract management, including proposal development, risk management and mitigation, specification compliance, scope development, transactional pricing, customer negotiations, customer communications and issue resolution.
FULFILMENT & LOGISTICS EXCELLENCE: Analytical and logical, a lateral thinker and problem-solver that uses creativity and a positive response to pressure to generate effective solutions geared to time-sensitive deadlines. An organiser and forward planner who relishes challenges and demonstrates adaptability and versatility within fluid, ever-changing and demanding situations.
o Expertise in managing billing process, payment collection, shipment logistics, warranty management and resolution of customer complaints. Boundryless coordination with Technical Advisors/Project Managers at new project sites to ensure on time delivery of parts. Responsible for the strategic planning of the logistics for each project to ensure successful delivery. Drive cost reduction wherever applicable while meeting customer and safety requirements. Ensuring appropriate procurement of all production, construction and maintenance materials, including 2 years spare parts and client material. Recognized for logistics ability in meeting timelines.
PRICING & FORECASTING: Evaluating commercial feasibility of various parts potential opportunities by working with account managers.
Commercial Manager (For Installed Base Gas Turbines)
GE Power Generation Services (South Asia)
May 2008 - November 2013
• Identifying, targeting and developing contacts with new customers to penetrate virgin territories and establish market presence. Strategizing and negotiating lucrative long-term contracts with clients.
• Proactively pursue new and re-negotiate existing long term parts supply and service contracts
• Liaising extensively with existing and prospective clients to stay attuned to altering market trends and service issues.
• Develop appropriate Terms and Conditions for standard Customer proposals based on Risk / Reward Analysis & winning strategies to support successful deal closures while ensuring compliance with established guidelines for the Risk management process in the region.
• Keeping close tabs on market dynamics and competitor activities, conducting feasibility studies, recommending improvements to the higher management on increasing revenue growth and devising effective marketing strategies to counter the same.
• Maintaining the Proposals Tracker database to monitor each deal, the latest status and to keep a track on pending opportunities.
• Screen customer tender, identify key Critical To Quality (CTQ's), review risks & generate comprehensive customer centric Proposal.
• Provided guidance and understanding to new team members, of organization values and compliance processes promoting positive self-esteem and preparing them for challenging roles ahead.
Area Parts Manager - Gas Turbine Installed Base
GE Power Generation Services (South Asia)
April 2000 - April 2013
Custodian of Parts process for India, Bangladesh & Sri Lanka for GE Energy Services. Managing Inquiry to Revenue cycle (ITR) for Indian customers & material procurement for the power sector customers in India.
• Responsible for growth of new accounts as well as focus on maintaining existing accounts
• Partnered with peers and management to enhance selling techniques and approaches
• Achieved timely results as a result of effectively coordinating with Technical Advisors/Project Managers at new project sites.
• Successfully managed billing, collection for shipments, warranty management and resolution of customer complaints.
• To ensure convertibility of parts to meet forced outage situation
• I drive effective production scheduling for parts to minimize inventory by forecasting them well in advance.Responsible for all logistics and procurement processes
• I am engaged in driving Supply Chain to purchase different commodity products to serve various customers across the region.
• Support the development and execution of long-term strategies, which support COE objectives
• Participated on site in commercial negotiations of bid submitted for spare parts. As part of team, achieved annual financial targets.
• 2007 - Recognized by the management for leading State of the Art Seminar in Mumbai and Delhi.
• 2007 - CEO's Everyday Excellence award in 2007 for displaying External focus traits.
• 2009 - Performance Award from GE Head Quarters for exceeding sales numbers in 2009.
• Launched Contemporary Council Newsletter (CCN) for Energy Services in India to share news on India industry and competitor information.
• 2009-10 - On SPARSH (GE In-house magazine) Editorial board
• 2012 - Appreciation letter from Lakdhanavi (customer) for supporting site forced outage and bringing the unit into operation.
TRAININGS
• New Manager Development Course
• Six Sigma Greenbelt
• Effective Negotiation Skills
• Creating Client Value
• Presentation Skills
• Facilitation Skills
• Time Management
• Foundation of GE Leadership
• Gained expertise on following applications: o Oracle - ERP
o Metro vision for competitor information
o Commercial Review Metrics Table (CRMT) - Risk Triggers
EXPERIENCE
OPERATIONAL EXCELLENCE: Led several bids and secured orders working with sales, pricing, legal to gather information such as theme, strengths, gaps, competitor weaknesses, etc. to strengthen the proposal and make it a “winning” proposal
COMMERCIAL EXCELLLENCE: Responsible for all aspects of contract management, including proposal development, risk management and mitigation, specification compliance, scope development, transactional pricing, customer negotiations, customer communications and issue resolution.
FULFILMENT & LOGISTICS EXCELLENCE: Analytical and logical, a lateral thinker and problem-solver that uses creativity and a positive response to pressure to generate effective solutions geared to time-sensitive deadlines. An organiser and forward planner who relishes challenges and demonstrates adaptability and versatility within fluid, ever-changing and demanding situations.
PRICING & FORECASTING: Evaluating commercial feasibility of various parts potential opportunities by working with account managers.
MBA
ADDL QUALIFICATION: MBA - Operations Mgmt from Sikkim Manipal University