Commercial Negotiations Manager

Mitsubishi Heavy Industries, Ltd.•Lake Mary, FL

9d•Onsite

About The Position

Lead a multi-disciplinary team through the development of winning bid strategies, bid response processes, contract negotiations and contract closing for power generation equipment and EPC consortium offers. Leverage large capital project contracting expertise and negotiating skills to balance customer needs with organizational risk. Be comfortable in a role that has high level visibility with company and customer executives and be able to advocate with those executives for positions needed to successfully close a contract.

Requirements

Bachelor's degree (BS) in Engineering preferred but not required from four-year college or university; and at least 7 to 12 years related experience and/or training; or equivalent combination of education and experience. MBA preferred.
Experience working on contracts for large capital projects. Ability to negotiate legal, commercial and technical win-win solutions that balance customer and company needs. Understanding of typical contracting approaches in the power generation, oil and gas,or large manufacturing markets.
Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of. Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.
Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.
Proficient in Microsoft Office (Word, Excel, Outlook, PowerPoint) and Microsoft Dynamics or equivalent CRM tool (Salesforce, etc.); knowledge of database software; project management software; graphics; technical diagrams; flow charts, etc.

Nice To Haves

MBA preferred.

Responsibilities

Receive, review, and understand customer RFQ’s for gas turbines, power trains and EPC projects, act as the primary liaison within the Lake Mary office to Owner and EPC clients for equipment proposals and consortium partnerships.
Ensure each proposal has a clear winning strategy that considers all aspects of scope, price, performance, service, financing, and fleet opportunities.
Lead the cost and risk review process and approval processes in order to successfully fulfill all Company requirements in the preparation and delivery of a proposal.
Utilize the CRM system to manage and access all customer bid information; maintain the commercial operations opportunities database and provide timely and accurate reports to Senior Management.
Maintain weekly coordination with the Sales organization and assume responsibility for transfer and dissemination of pertinent deal data among the required internal functions.
Lead the negotiation of equipment supply and EPC contracts with EPC partners and end-user clients.
Coordinate with Engineering and Cost Estimating to reduce proposal preparation efforts.
Manage and maintain prior quote data for effective target pricing and quick turnarounds.
Coordinate strategies with responsible internal and external suppliers and MPWA senior management.
Communicate with customers in the Americas to understand new equipment needs during user events, bid meetings and customer visits.
Communicate with MHI and MPWA management to develop and understand new equipment sales and marketing strategies and needs for the Americas.
Support the development of new product offerings and company initiatives.
Travel: Up to 25% in the US and Canada.
Perform such other duties as may be required from time to time by the company.