Commercial Operations Manager

Commercial Operations Manager

The Commercial Operations Manager serves as the orchestrator of the deal supporting Sales, and Product to deliver high quality proposals to customers in a timely manner and develop compliant, clear, and concise contracts. This role is responsible for collaborating on the development of winning strategies to close new orders by proactively bringing internal stakeholders together to balance the customer and business needs through the Inquiry to Order process (ITO) for the global Wabtec Digital Intelligence product lines. This role will focus on our Train Performance & Automation operating unit, specifically on our multi-division opportunities with the Global Locomotives and Global Services Divisions. In addition, this role will be the Digital Intelligence Comm Ops Account Leader for one of our Class I Railroad customers, and spearhead commercial capability automation initiatives.

Location : Remote Available.

In the role of Commercial Operations Manager, you will :

• Partner with Sales, Product, and internal stakeholders to understand customers' critical requirements to create and clearly articulate a winning deal strategy that delivers outcome-based commercial solutions to meet or exceed high value-add customer goals & objectives with the appropriate level of detail.
• Proactively coordinate and lead the proposal and contract development tasks across multi-functional teams that meets applicable deadlines by building right to left plans to close the deal.
• Challenge recommendations and propose alternatives to achieve the right next best actions and strategy to win the deal.
• Be responsible for bid compliance to established proposal development processes and procedures.
• Write clear and persuasive content in a fast-paced, deadline-driven environment.
• Effectively identify, quantify, and communicate potential proposal, contract, and execution risks.
• Interface successfully and comfortably with different functional groups, including Sales, Product Management, Program Management, Finance, Legal, Supply Chain, Contracts, and Engineering.
• Present to leadership throughout the ITO process to ensure that all commercial elements and risk factors are vetted and that business approvals are properly secured and reflected in the scope, profitability, and structure of the deal.
• Lead the coordination of the proposal creation / review / edit process to collect input from a variety of cross-functional stakeholders.
• Ability to collaborate with Sales teams and subject matter experts in persuasive writing and proposal best practices.
• Attend customer meetings and participate on customer calls with Sales and Product as needed.

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Desired Characteristics :

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