At NAES, you’ll find engaging and challenging career opportunities in the power generation, renewable energy and industrial construction industry. At every level of the company, we share a common goal: To instill confidence in our clients through our steadfast commitment to safety, integrity and quality of work.
NAES is the largest independent operator of power facilities in the industry, operating more than 190 power plants throughout the United States, Canada, Mexico and the UK that span all technologies and provide over 50 GW of capacity. With the strength of 4000 people, our growing family of companies now addresses the entire life cycle of power generation and other industrial plants.
NAES is committed to supporting a culture with unique perspectives and backgrounds. We value individual differences in each other in an effort to create a brighter future in the power generation industry. We strive to attract and retain employees by offering an inclusive work environment, competitive compensation, a comprehensive benefits package (including retirement) and promotional opportunities.
Position Summary
NAES needs a motivated, results-driven VP – Commercial Management for NAES Energy Services (ES) our largest division. This position is responsible for enabling sales performance and managing company risk and profitability by providing commercial leadership for the NAES ES business unit. This position would provide direct management of contract structuring & risk assessment to ensure that each bid is technically and commercially accurate as well as sales administration for the entire division. It requires a thorough understanding of complex commercial structures, complex cost modeling, and all NAES and affiliates products and services as well as all other NAES businesses projects and services. The overall mission is to drive more value from NAES to the market, sell NAES on value wherever possible, grow NAES’ market share and margin across all business lines.
Supervisory Relations
This position reports directly to the SVP Energy Services and requires regular communication with Operations, Finance, and Business Development personnel along with NAES Group Legal, Finance, Insurance and Tax departments. This position will require strong networking and relationship management skills. This position will lead a team of commercial staff.
Essential Duties and Responsibilities
Includes the following. Other duties may be assigned as needed.
- Lead a commercial team responsible for Commercial Management activities on individual sales opportunities in partnership with NAES from proposal development through contract negotiations, turnover, and opportunity closure
- Lead Commercial Management activities in standard contracts, contract reviews, and contract and risk training
- Lead sales administration activities such as sales reporting, customer relationship management system optimization and data, dashboard development, forecasting accuracy, and analytics
- Develop, improve and maintain all Commercial Management and opportunity processes and procedures aligned with company policies
- Lead NAES bundled solutions offers, project managing and coordinating with other NAES business units
- Provide support on sales opportunities for contract reviews, redlines, and negotiations
- Provide contract and negotiation support to Business Development, Operations & Project Management
- Maintain NAES standard contracts with latest approved revisions from Commercial Management, Legal, Insurance, Tax, and Finance
- Review customer terms and conditions for compliance with the NAES Contracting Procedures Policies
- Seek alternate contract language to minimize NAES risk while balancing commercial goals and strategies of the proposed value solution
- Participate in and lead contract negotiations as required, managing all internal support and approvals
- Coordinate required resources to seek guidance and obtain internal approvals from Finance, Legal, Tax, Insurance to mitigate potential risks within a given opportunity
- Develop project specific Deal Briefs
- Manage opportunities using a structured project management approach in conjunction with the CRM application software
- Coordinate with Product specialists and Operations for scope of work and technical validations and to obtain most current cost data
- Develop financial models for each opportunity accounting for cost of scope and risks and in alignment with market-based pricing and PS objectives
- Develop deal summaries (project, client, risk table/mitigation, P&L/cash, etc.) per NAES procedure
- Articulate NAES’s value proposition in line with the identified customer drivers in order to maximize the customer’s view of NAES’s solution benefits
- Lead preparation of targeted and strategic proposals for sales delivery
- Lead development of target proposals, financial models, contracts, and other documents necessary for presentation and negotiation of our solution
- Turnover to Project Management & Execution Team to ensure successful contract launch and execution
Dimensions/Scope
This role will oversee the successful execution of NAES’s commercial management processes. This commercial leadership role has two primary missions: Enable the sales team for maximum performance and manage the company’s risk and deal quality. This position leads the Commercial function within NAES and is a member of the Power Services senior management team. Critical to the role is the identification and implementation of strategies in support of the company’s strategic goals.
Qualifications
- Bachelor’s degree in Engineering, Business, or Finance; MBA preferred
- Facility operations & maintenance, production facility asset management, or maintenance/repair/overhaul (MRO) experience highly desirable
- Demonstrated ability to lead a high-performing team
- Experienced in complex contracting and contract negotiation
- Comprehensive, complex proposal development experience
- Strong CRM software experience
- Creating and delivering effective proposals and presentations
- Significant experience with commercial risk evaluation and mitigation strategies
- Significant experience working through a structured sales process
- Significant experience in the interpretation of commercial and contractual risks and drivers
- Demonstrated track record of successful goal achievement with the ability to think on a strategic level as well as a tactical level in order to drive solutions within a matrix organization
- Highly proficient in MS Office (Teams, Word, Excel, PowerPoint, Project, Visio, etc.)
Job Requirements
- Ability to lead sales and negotiation discussions with prospective clients
- Ability to manage time effectively while working under tight deadlines
- Must have attention to detail and the ability to problem solve
- Ability to analyze scenarios and make decisions
- Ability to interpret and communicate customer needs
- Knowledge of NAES market and product offerings
- Ability to solve practical problems, clearly communicate tasks and needs, and train other personnel
- Ability to analyze and interpret data to make sound professional judgments and recommendations
- Ability to understand and interpret business financial drivers
- Excellent verbal and written communication and analytical/quantitative skills
- Significant travel required to attend meetings, training, or conferences
- Ability to do sitting, walking, reaching, climbing, and stooping and lifting (up to 25 pounds)
Compensation
Initial starting annual compensation will range from $197,000 to $230,000.
Fit for Duty
All employees will participate in the Fitness for Duty Program. This program includes a post-offer drug screening.
Performance
All employees have the responsibility to both the customer and their co-workers to do the job right the first time and to ensure the customer’s needs are being met.
NAES Safe
Safety is a core value of NAES and as a condition of employment, all employees are expected to be mentally alert and work safely at all times. Additionally, employees are required to adhere to all safety warnings and posted safety signs whenever on company property. Furthermore, employees must follow all NAES safety rules and procedures. Effectiveness in carrying out this responsibility is part of the evaluation of each employee’s performance.
NAES is committed to a diverse and inclusive workplace. It is the practice of NAES to seek employees of the highest quality and to select individuals on the basis of merit and competence, without regard to race, color, religion, national origin, gender, gender identity, sexual orientation, age, disability, military status or affiliation protected under USERRA, or any other basis of discrimination prohibited by applicable local, state and federal law.