Sales Specialist - Risk Mitigation

GE Vernova

1d • Remote

About The Position

The Risk Mitigation Sales Specialist is responsible for the management of risk processes in the commercial (Inquiry-to-Order) phase, including contract negotiation, risk review and approval, and overall support for the proposal generation process, to ensure commercial intensity & compliance to the Grid Solutions Deal Risk Management process (Policy 5.0). This role drives change through adaption, 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. Grid Solutions, Power Transmission (PT) Business Line is accountable for the design, production, sales, and services of high & medium voltage products. The product portfolio covers Air & Gas Insulated Switchgears, Power Quality Products & Power Transformers. Typical customers are Transmission, Distribution, Power Generation Utilities and Developers, as well as a wide range of ‘Industrials’.

Requirements

• Bachelor's Degree in related field (Or High School Diploma/GED with 5 years of related experience
• Minimum 5 years of advanced experience in Sales & Risk Mitigation

Nice To Haves

• Strong didactical contractual & negotiation skills
• Knowledge of electrical transmission and distribution projects 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
• Strong oral and written communication and presentation skills
• Familiarity with the use and function of CRMs (Customer Relationship Management) – Salesforce

Responsibilities

• Review customer terms and conditions (T&Cs) and other commercial documents such as NDAs (Non-Disclosure Agreement), MOUs (Memorandum of Understanding), Lien Waivers, Assignment Agreements, Estoppel Letters, etc., preparing updates, assessing deal risks, and gathering required approvals
• Lead customer negotiations, ensuring an acceptable risk profile for PT 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
• Provide direction to 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
• 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)
• Steers, potentially supported by ComOps-Risk experienced team member(s), commercial teams & different deal-types in bid build, risk assessment & mitigation, negotiations & escalations to ensure top bid quality & risk / reward balance
• Builds & operates Deal Desk 1-4 for PT-region, drives early engagement / strategy development with other Grid Solutions BL-region teams, enabling faster decision making
• Takes corrective action, based on LEAN tools, via post-mortem, win-loss analysis & customer feedback, to support word-class offer quality
• Contributes to quality initiatives to drive process rigor, simplification, cash flow and tools adaption
• Negotiates complex contracts terms, mapping customer needs & understanding PT’s key quality goals & strategic imperatives
• Ensures performance/effectiveness through strong support of deal teams, by challenging risk/opportunity assessments/RAM Process
• Drives empowerment through standardized/deal-specific T&Cs, engagement with Deal Desks, GSMM, and people capability development
• Leads change mgt. to challenge status quo, to reduce cycle time + costs, improve service quality; drives behavioral change
• Interfaces with all functions such as Sales, Tendering, Legal, Finance & Operations, and also with other Grid Solutions BLs to optimize sales solutions
• Ensure seamless hand-over of Pos/signed contracts to OTR
• Support and provide guidance to the project team on general contractual issues, including clarification of contractual or legal queries
• Maintains knowledge of market trends & actions, customer requirements, competitor actions and customer base and understands local particularities of sub-markets across region; interface with internal and external customers, identify customer needs

Benefits

• Available benefits include medical, dental, vision, and prescription drug coverage; access to Health Coach from GE Vernova, a 24/7 nurse-based resource; and access to the Employee Assistance Program, providing 24/7 confidential assessment, counseling and referral services.
• Retirement benefits include the GE Vernova Retirement Savings Plan, a tax-advantaged 401(k) savings opportunity with company matching contributions and company retirement contributions, as well as access to Fidelity resources and financial planning consultants.
• Other benefits include tuition assistance, adoption assistance, paid parental leave, disability benefits, life insurance, 12 paid holidays, and permissive time off.
• GE Vernova Inc. or its affiliates (collectively or individually, “GE Vernova”) sponsor certain employee benefit plans or programs
• GE Vernova reserves the right to terminate, amend, suspend, replace, or modify its benefit plans and programs at any time and for any reason, in its sole discretion.
• No individual has a vested right to any benefit under a GE Vernova welfare benefit plan or program.
• This document does not create a contract of employment with any individual.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level