Director of Commercial Operations, WSI North America

ABOUT US
Located across the globe and with more than 45 years of experience, WSI is the industry leader in automated repairs for pressure equipment. WSI’s industry experience, global presence, and best-in-class execution is the key to delivering improved plant reliability safely and effectively.
WSI has the mission to advance innovation for global infrastructure through specialized industrial technologies. Our people empower and define who we are. Our shared values are the foundation for building strong, trusting relationships with our employees, stakeholders, and customers. We're small enough for your ideas to make an immediate impact and large enough to offer you opportunities to grow professionally at any stage of your career.

JOB SUMMARY
The Director of Commercial Operations is responsible for management of the commercial department including the proposal and contract presentation to clients. This position has ownership of the commercial performance of the business unit - supporting the business with a cross-functional team composed of Project Management, Sales, Engineering, Quality, Finance and Legal organizations to develop high quality product offerings for Customers. This role is also responsible, together with Legal Counsel, for defining and managing commercial risks and opportunities consistent with the business’ project portfolio objectives and actively participates in the sales closure process. In addition, The Director of Commercial Operations is responsible for development and implementation of Com Ops metrics relevant to the business; create and maintain a portfolio of proposal templates incorporating lessons-learned from previous business development efforts; conduct opportunity Go/No-Go reviews; conduct proposal review(s); and schedule senior management approval reviews. Lastly, the individual will manage inside sales efforts extending but not limited to relationships with client procurement individuals to ensure the organization is maximizing revenue opportunities.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Communicate with Sales Management, Regional Account Executives and Customers to accurately determine customer needs.
• Lead the Bid/No-Bid process together with Sales, Engineering, Quality, Finance, Legal, and Project Management based on a disciplined evaluation of technical and commercial risks/opportunities.
• Work with Regional Account Executives to develop sales strategies consistent with business objectives.
• Work with Project Management, Engineering and Field Operations to support proposal development plans and schedules as well as sourcing strategies required to execute the project.
• Support development of project cost estimates including materials and/or hourly labor rates.
• Support operations in defining appropriate contract commercial terms including pricing, payment, warranty and performance guarantees.
• Develop high quality proposals, managing the bid review/approval process, and submittal of all documentation required by the bid process.
• Work with Sales to lead overall negotiation of proposal and manage review and approval of all revisions to offering.
• Maintain contact with client procurement teams.
• Ensure prequalification sites such as ISN are current and valid.
• Conform final contracts and review purchase orders for approval.
• Other duties as assigned

EDUCATION and EXPERIENCE

• 5+ Years of field services or construction cost estimating experience.
• 5+ years of proposal management, product line management, or sales management experience in the industrial industry.
• Demonstrated contract management experience including commercial law is strongly desired.
• Demonstrated experience with commercial performance metrics desired.
• Excellent listening, written, and verbal communication skills
• Computer proficiency (Microsoft Word / Excel / Project / Power Point / Outlook)
• Demonstrated ability to lead cross-functional teams in developing solutions to complex technical/commercial opportunities.
• Bachelor's degree in business administration or equivalent expertise. A Master's degree is highly desirable

WORK ENVIRONMENT

• Sitting for long periods at a computer. Standing, walking, sitting, lifting up to 30 lbs.
• Office environment.
• Travel approximately 5% to 15% of the time to customer sites.