Job Description Summary
The Commercial Director Australia is responsible for developing and implementing strategies to pursue and secure executable orders for GE Vernova Onshore Wind in the Australia Region.
The role is accountable for delivering commercial goals and objectives in accordance with the GE Vernova Onshore Wind Strategy and Operating Plan. Primarily the role will be measured on the successful execution of commercial strategies, development of customer relationships, meeting order intake targets and the quality of awarded contracts.
You will have overall responsibility to manage the Inquiry to Order (ITO) process, from opportunity screening to proposal development and submission, then through negotiation and handover to the Order to Remission (OTR) teams.
With a team of Commercial and Technical Leaders, who will be assigned to develop and win targeted opportunities, and will be responsible for providing leadership direction, implementing a robust operating rhythm, clearly setting goals, tracking performance and developing talent, all with the highest standards of integrity and compliance.
The role must maintain strong connections across the global business to ensure opportunities are identified and resources mobilized to deliver and will be expected to release resources to support global opportunities as determined by business priorities.
Working closely with the Regional Sales Director to ensure the Commercial team and wider business is proactively positioned to connect to opportunities, with winning and executable strategies.
Partnering with the Global Commercial Enablement Leader to champion the development of best-in-class tools and digital capabilities, whilst ensuring that your team members actively participate to deliver Commercial excellence programs and initiatives.
Job Description
Essential Responsibilities:
- Proactively support Sales Directors and other stakeholders to identify market opportunities and lead the development of regional commercial strategies
- Engage early with customers in Australia to develop a strong appreciation of their technical and commercial requirements and develop responses to secure business
- Evaluate and screen opportunities with Sales and other stakeholders to determine which opportunities to pursue, whilst managing resources efficiently
- Establish a regional operating rhythm and processes to proactively plan future resource needs whilst ensuring ensure responsiveness to customers and on time delivery of proposals
- Foster a One Wind International culture where team members are encouraged to work on cross-border opportunities as determined by business priorities
- Work closely with Sales, Product Management, Engineering, Fulfillment and supporting functions to develop solutions which are optimal for customers and GE Vernova.
- Work with the Sales and Product Management teams to deliver commercialization strategies for new products and services required for customers in Australia.
- Implement strategies to secure high value and strategically significant projects, partnering where required to deliver solutions
- Work closely with Power, Electrification, Digital Services and other GE Vernova businesses to develop integrated proposals and execution plans
- Implement within the Australia region a Commercial Management Operating System including associated tools for bowlers, action plans, operating mechanism and deal reviews
- Establish team behaviors which ensure the timely and efficient passage of deals through the R-table review process, ensuring all necessary steps are completed and that review material is comprehensively prepared
- Be situationally aware of external risks which could impact the execution of projects and develop mitigation strategies
- Work closely with the Legal, Finance, Risk and Tax teams to identify and manage risk in accordance with the established Commercial Deal Management process and Commercial Delegation of Authority (DoA) and negotiate effectively with customers
- Use the latest Cost Handbook, Pricing, document management and all other applicable digital systems and tools to efficiently manage the proposal development process
- Provide active coaching and intervention to support Commercial and Technical Leaders in their delivery of business objectives
- Represent the business at a senior level in customer meetings and industry forums
- Exemplify the GEV Vernova Way to inspire team members and colleagues
- Ensure the highest levels of compliance and integrity
- Instill a learning culture in which key learnings are captured and inform improvements to processes, proposals, pricing and business execution strategies
- Share best practice between Regions, Product Lines and functions
- Develop the capability and competence of the Regional Commercial team through coaching, training, on the job learning and provide leadership and direction within a high performing team culture
Qualifications & Experience:
- Bachelor's Degree in Engineering, Business, Marketing, or related discipline from an accredited university or college
- Extensive commercial leadership experience (10+ years) within energy, infrastructure or power generation
- Proven track record in onshore wind and/or large-scale infrastructure projects, including commercial operations, bid strategy, and risk management across the full ITO lifecycle.
- Demonstrated leadership capability in building and leading high-performing, cross-functional and matrixed teams, with the ability to influence senior stakeholders and drive outcomes across regions.
- Strong commercial acumen and negotiation expertise, with experience structuring and closing high-value, complex contracts while balancing risk, compliance, and customer requirements
Desired Criteria:
- Commercial Expertise. Proven ability to lead teams through complex negotiations, engage early with customers, identify risks and secure executable orders. Strong understanding of the commercial ITO process and key enabling elements such as costing and risk management.
- Strategic Mindset. Customer focused with the skill to identify regional market trends along with any associated opportunities or challenges that need to be tackled for the business to achieve its long-term goals. Ability to screen opportunities to select those which offer greatest potential to win and to bring the desired commercial and financial outcome. Ability to determine paths in which GEV can differentiate to win against competitors.
- Lead with Lean. Powerful advocate of lean transformation, problem solving and standardization of work. Drive adoption of lean philosophy and methodology throughout the organization. Demonstration of leading and implementing continuous improvement activities resulting in improved outcomes.
- Collaboration. Modeling ownership and accountability for regional results while collaborating effectively with other leaders to do what is best for the overall business. Demonstration of leading and coaching team members to do the same.
- Leadership. Acts with humility, transparency, and focus. Can lead teams to embrace the culture needed for success; proven ability to work in a matrix environment and ability to drive an agenda across regions and break down siloes. Creates a winning mindset and high performing team environment in which diverse talent can develop and flourish.
