Summary
NAES needs a motivated, results driven Director – Commercial Management for NAES SBU Engineered Performance (EP). This position is responsible for enabling sales performance and managing company risk and profitability by providing commercial leadership for the NAES EP 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.
Primary Duties
•Lead the EP Commercial function 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
•Participate as a team member in a matrix environment to develop standards for commercial structures, proposal templates, and contract templates for new products and services for the Engineered Performance SBU
•Provide support for strategic mergers and acquisitions by evaluating target companies’ existing contracts and commercial processes advising on risks, commercial processes and requirements for integrating into the NAES EP structure
•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
•Participate in and lead contract negotiations with external EP and other vendor bases 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 to obtain most current cost data
•Develop financial models for each opportunity accounting for cost of scope and risks in alignment with market-based pricing and EP 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 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
Working Relationships
This position reports directly to the SVP Engineered Performance 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, as the team grows.
Compensation
The initial compensation will range from $178,000 - $205,000 based on qualifications and experience.
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 EP team for maximum performance managing the company’s risk and deal quality. This position leads the Commercial function within NAES EP. Critical to the role is the identification and implementation of strategies in support of the company’s strategic goals. This role may include the management of direct reports or others in dotted line reporting.
Education and Experience:
•Education - Bachelor’s degree in Engineering, Business, or Finance; MBA preferred
•Years of Experience – Minimum of 10 years of experience required in commercial management or in combination with product management or contract management.
•Licenses/Certification - Any Licenses or Certifications needed to perform the position.
Specific Skills and Knowledge
•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.)
•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
Physical Requirements and Working Conditions
•Travel required to attend meetings, training, or conferences
•Ability to do sitting, walking, reaching, climbing, and stooping and lifting (up to 25 pounds)
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 fostering a diverse and inclusive workplace. We prioritize selecting employees based on merit and competence, seeking individuals of the highest quality, 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 form of discrimination prohibited by applicable local, state, and federal law.
Experience
Preferred
•5 year(s): Lead Commercial Management activities in standard contracts, contract reviews, and contract and risk training
•5 year(s): Lead the EP Commercial function responsible for Commercial Management activities on individual sales opportunities in partnership with NAES from proposal development through contract negotiations, turnover, and opportunity closure
•5 year(s): Facility operations & maintenance, production facility asset management, or maintenance/repair/overhaul (MRO) experience highly desirable
Education
Preferred
•Bachelors or better in Engineering or related field
Licenses & Certifications
Required
Skills
Preferred
•Power Plant Fundamentals
•Verbal and Written Communications
Behaviors
Preferred
•Dedicated: Devoted to a task or purpose with loyalty or integrity
•Detail Oriented: Capable of carrying out a given task with all details necessary to get the task done well
•Functional Expert: Considered a thought leader on a subject
•Innovative: Consistently introduces new ideas and demonstrates original thinking
•Leader: Inspires teammates to follow them
•Team Player: Works well as a member of a group
Equal Opportunity Employer
This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.
Washington, DC
Full-time
$178,000-$205,000
