Commercial Integration Manager Southern Europe
hace 2 semanas
The Commercial Integration Manager is responsible for the quality of the proposals issued in his/her assigned country/sub-region and full compliance with the Governance requirements and processes. He/she contributes to reaching or exceeding the Order Entry (OE) and Margin As Sold (MAS) objectives in collaboration with the other Commercial Functions.
He/she manages a Team of Commercial Integration Engineers and secures their efficiency and motivation by providing regular coaching, developing their competences through appropriate training and managing their respective workload. He/she leads by example and foster changes by proposing improvements, adopting new processes as well as attitude towards his/her direct team and transversal interfaces.
He or she promotes teamwork and create a team environment stimulating initiative, creativity and productivity. Ensure the team complies with applicable company commercial policies and procedures. He or she leads the offer development process ranging from small offers to complex, multi business unit, large dollar value opportunities to ensure that deliverables are met. This may include taking appropriate action, including escalation to management (if necessary), if problems occur in meeting the agreed upon schedule. Lead the offer team, including technical (product line), account team, marketing, legal, supply chain, finance and other resources as required.
**Duties and Responsibilities**:
**Team Management -Responsible for Managing a Team of Commercial Integration Engineers in Spain and/or other countries**:
- Competences development and maintenance
- Training
- Coaching for Large Offers
- Tasks (Offers) assignment - workload split
- Performance monitoring (quarterly reviews)
**Governance - secure compliance to all applicable procedures and processes, for example**:
- Limit of Authority
- Offer Development Process
- Bids & Proposals budgeting and monitoring
**Major Offers lead / oversight**
- Offer Lead role for some Major Offers (depending on the need but mandatory at first as a learning curve)
- Regular oversight of assigned CIE for Major Offers (contractual model, costing/pricing accuracy, LOA process,)
**Planification / Forecasting**
- Participate to the mid-term Business Plan / Forecasting rounds (Order Entry, MAS)
- CI Southern Europe costs budgeting
- Secure D365 data (CRM system) is accurately maintained by Customer Account managers and CI Engineers
- Actively participate to monthly & quarterly forecast and actuals follow-up
**Financials (OE, MAS, B&P)**
- In collaboration with the Sales Teams, reach or exceed the OE & MAS objectives. Monitor monthly actuals.
- Approve B&P budget for individual offers according to delegated authority. Monitor the Bids & Proposals (B&P) costs at sub-region level.
**Commercial Processes - active participation to Commercial Processes for the assigned region**
- Weekly Offer follow-up meeting (Sales Teams / CI)
- PALs (Pipeline Action List)
- WEROCs (Westinghouse Review Offer Committee)
- Sprint / small offers
- Return of Experience (post offer review / win-loss analysis)
**Change Management**
- Drive change - Propose and implement improvement initiatives to improve processes and tools
**Commercial M&A Integration**
- To be accountable for any merger and acquisition for commercial integration responsibilities and operating procedures.
- To be able to integrate new resources into the Westinghouse organization ensuring procedures and culture is developed within the newly integrated team.
- Considering Tecnatom on-going integration knowledge of the Tecnatom structure, organization and/or processes is a valuable asset.
**Contract Management training & competences**
- In collaboration with the Contract Management department, train EMEA CI teams to boost their competences in Contract Terms & Conditions as well as knowledge of Contractual Models pros and cons.
**Export Control**
- Secure compliance with Export Control prescriptions
- Maintain knowledge of applicable US, European and Spanish regulations
**Education and Qualifications / Skills and Competencies**:
- Master in Engineering / Economics / Business Administration / Law
- Minimum 10 years relevant professional experience
- Spanish & English mandatory, Italian desired.
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