Job Description
Commercial Operations Manager
The role of the Commercial Operations Manager is to lead the Springville Commercial Operations team and grow the Springville and ACV bookings. This position is responsible for building a highly responsive and customer driven group focused on providing our Flowserve sales organization, customers, distributors and 3rd party representative channel partners with technically sound and commercially competitive quotations. In addition, this team is responsible for reviewing orders to ensure they meet technical and commercial guidelines and to transfer the orders to the operation for execution. The Springville Commercial Operations Manager will be overlooking all technical and commercial operations activity related to the Springville operation and will be the voice of the customer.
Location: Springville, Utah. Work from Office position.
Travel requirement: 20%
Responsibilities:
- Drive timely responsiveness to all viable quotation opportunities.
- Manage and assist in developing proper quotation guidelines with respect to any applicable contracts, lead times, documentation packages and/or inspection and testing plans.
- Develop and maintain strong working relationships with fellow CO management staff members both regionally and globally to assist in better leveraging our ACV organization's entire portfolio of products and capabilities to improve our bookings pursuit and quotation efforts.
- Continually analyze and track the results of our pricing and quotation practices including the generation of win / loss quotation hit rates to enhance our effectiveness. The update and analysis of the quote dashboard is an inherent part of the function.
- Comply with Flowserve goals, objectives and policies and manage respective team members to adhere to the same standards.
- Ensure alignment of commercial terms of purchase orders and/or contracts with management approvals and support with the resolution of any respective terms and conditions issues.
- Manage the review of all valve orders for completeness and correctness and assist in resolving any issues to ensure proper order entry.
- Implement and oversee a continual training program to ensure team members:
- Properly apply technical expertise and commercial knowledge during quotation preparation.
- Remain updated on our techniques for utilizing any of the respective configurators / sizing and selection tools required for proposal generation.
- Learn and apply our best practices in sizing, selecting, and quoting the best suited Flowserve FCO products.
- Apply applicable industry standards correctly to quotation and orders.
- Work with sales group and operations management to provide accurate, timely, and detailed booking reports as well as help forecasts and project tracking updates. As such, use of Flowserve CRM tool is an inherent function of the Springville Commercial Business Partner.
- Work closely with our outside sales organization to enhance our communication, project pursuit, collaboration and overall selling efforts. This includes managing list prices, multipliers, discounts, selling prices, tariff surcharges, etc. to ensure each order meets Flowserve market and price strategy and target margin.
- Work closely and develop strong business relationships with the key members of the operations, sales and engineering management teams to help drive the success of our FCO organization.
- Track, monitor, and review the performance of individual direct reports through the performance management review process including assigning measurable goals and focused accountabilities. Monitor the progress for each team member throughout the year per HR guidelines.
- Moderate and attend meetings and conference calls and provide activity updates and reports assigned by the Commercial Operations Director.
Requirements:
- Bachelor's Degree (B.S.) from a four-year college or university; or equivalent combination of education and experience.
- 5 years of inside / outside sales experience with rotating equipment.
- Knowledge and experience serving the variety of process control markets associated with the assigned products and / or region.
- Excellent oral and written communication skills.
- Strong interpersonal and organizational skills.
- Detailed oriented.
- Proven track records of completing assignments as requested and in a timely manner.
- Basic knowledge of commercial issues including payment terms, shipping terms, and T&C contract review.
- Computer skills, including Microsoft Office along with the ability and willingness to learn how to use other or new business software packages as required by the role.
Preferred:
- Any successful sales management experience a plus.
- Experience with Flowserve ACV product portfolio or one of its competitors.
Benefits Starting from Day 1:
- Medical, Dental & Vision Insurance (including FSA and HSA options)
- Life Insurance + Supplemental Life, Child, Spousal, and AD&D Insurance
- Short and Long Term Disability
- Retirement Planning, 401(k) plan, & Financial Wellness Resources
- Educational Assistance Program
- Time off Policies (including sick leave, parental leave, and paid vacation)
Eligibility requirements apply to some benefits and may depend on job classification and length of employment.
Job Tags
Contract work, Temporary work, Work at office,