Senior Manager of Change Management

KION•Grand Rapids, MI

About The Position

Dematic provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. The base pay range for this role is estimated to be $88,400-$125,000 at the time of posting. Final compensation will be determined by various factors such as work location, education, experience, knowledge, and skills. Logistics and Supply Chain Careers at Dematic Chart your path! Whether you are an engineer, customer service agent, supply chain expert, or salesperson, Dematic has a role for you.

Requirements

Demonstrated ability to lead customer negotiations, influence stakeholders, and drive agreement on commercial terms
Proven experience in sales, business development, account management, or customer-facing project roles where revenue growth was a responsibility.
Strong understanding of project execution and change management processes, preferably within the Material Handling Equipment (MHE) or industrial automation industry.
Excellent communication, presentation, and interpersonal skills to manage both internal and external stakeholders.
Ability to balance process discipline with sales acumen, driving both customer satisfaction and company profitability.

Responsibilities

Evaluate project cost variances and process change orders, ensuring cost recovery opportunities are maximized and properly justified.
Partner with Sales and Project Management teams to present, position, and negotiate change orders with customers, securing agreement and maintaining strong customer relationships.
Define and quantify the scope of potential changes based on input from project teams, customers, and Legal/Contract Management.
Prioritize response of requested changes to protect project execution and profitability.
Develop, maintain, and enforce a standardized change management process and tools for documentation, tracking, and reporting.
Lead monthly Change Order reviews with Business Unit leadership, providing visibility to revenue, margin, and pipeline impact of pending and executed change orders.
Support Sales in pre-contract reviews to establish a clear baseline of “as-sold” scope and proactively identify areas for commercial negotiation.
Leverage persuasive communication and negotiation skills to secure customer approval of change orders, often in contentious or high-stakes situations.
Collaborate with Solution Development on estimating and pricing of change requests to ensure proposals are commercially competitive yet profitable.
Partner with Legal Contract Management to frame change order opportunities within contractual language for maximum enforceability.
Communicate the business value of change orders to customers, linking scope changes to tangible impacts on performance, schedule, and cost.
Track and report financial impacts of change orders, including contribution to revenue targets, invoicing schedules, and cash flow.
Drive adherence to standardized change management practices across the BU.
Provide BU leadership with recommendations on which change order opportunities to pursue, balancing customer relationship considerations with financial benefit.
Participate in Quality Gate reviews and bid processes to ensure solution clarity, minimizing disputes and maximizing enforceable change order opportunities.
Collaborate with Procurement to recover supplier credits or manage cost pass-throughs to customers.
Train cross-functional teams on change management best practices and commercial strategies.
Create and maintain a library of successful change orders to support continuous improvement and knowledge sharing across regions.