Commercial Manager, Global Service Parts Closed

Overview & Responsibilities

Ebara Elliott Energy is seeking a Commercial Manager, Global Service Parts to lead our Inside Sales, Pricing, Engineering, and Outage Planning departments.

In this high-impact role, you will manage P&L, drive global pricing strategies, and optimize margins while coordinating across international manufacturing sites. You will lead process improvements and foster a high-performance culture to meet critical customer turnaround schedules.

Reports to: Director, Global Service Parts
Supervises: Inside Sales, Pricing and Cost Management, Engineering, and Customer Outage Planning. Direct line in Americas and EMA regions. Dotted line in AP region.

Purpose of the Job:

• The position manages all aspects of Ebara Elliott Energy Global Service Parts Commercial department. Functions included in the operation are (1) Inside Sales, (2) Pricing and Cost Management, (3) Engineering, and (4) Customer Outage Planning.

• This position is a line position reporting to and working closely with the Director, Global Service Parts.

• Managing the financial aspects of the Service Parts operation to ensure optimization of financial commitments relative to: (1) operational cost control, (2) value added programs to grow market share and increase margin contributions, and (3) achievement of fiscal objectives set forth by annual planning and forecasting.

• Coordination of activities between the Service Parts Commercial department and the other departments within Ebara Elliott Energy to insure meeting the customer's expectations for timely / accurate responsiveness, quotation turnaround, and accurate lead times.

• Development and implementation of new, or modification of existing procedures to improve the efficiency, productivity and operations effectiveness of the Service Parts Commercial department.

Contact with Others

• Regular communication with all aspects of the Global Services organization. Heaviest contact with outside sales and Service Parts operations.

• Global Manufacturing operations (JNT, EETC, EEIL, EGP, EMZ) regarding lead times of product to meet Service Parts and customer requirements.

• Regular interaction and coordination with various support functions including IT, Legal, HR, Finance, among others.

• Customer contact at various levels of customer organizations.

• Travel requirements are approximately 25%. Travel can often be offset by communicating via cross regional Google Meets meetings. Such meetings are often held on off hours to accommodate different time zones.

Supervision

• The position is managerial in nature and has direct supervisory responsibilities for all personnel in the department. The position has the authority to hire, discipline, and discharge any of the employees within the reporting structure and within the guidelines of Ebara Elliott Energy policies. All performance appraisals for personnel in the department are reviewed and approved by this manager. Salary Planning and Administration, including increase and promotions, for the operation are the responsibility of this manager.

Inside Sales

• Periodically supports individual Sales personnel and representatives in their selling effort with their customers.

• Responsibility for producing accurate and timely proposals in line with customer expectations.

• Reviews specifications and proposals to determine customer needs and expectations and assists in developing proposal strategies with the sales team.

• Ensure consistency of best practice processes and procedures between region teams, while minimizing internal double handling.

• Ownership and last line of defense in regard to price, lead time, and contract terms negotiations with outside sales and customers.

• Issuing of invoicing upon shipment and/or completed milestones.

• Coordination with Credit, Contract Admin, and Compliance departments for efficient review and negotiation of customer purchase orders and contracts.

• Quote cycle time is a the primary KPI in this area.

• Develop robust upselling strategies.

• Assists sales in handling credit and account collection problems.

• Pricing and Cost Management

• Ownership of global pricing strategies, formulas & controls, execution, and related processes.

• Development and maintenance of item specific cost models to aide in quick turnaround of quotations and proposals.

Service Parts Engineering

• Pre-contract technical review, guidance, and processing in support of Inside Sales proposal development.

• Unit specific NMPL maintenance and upkeep.

• Support scope of supply definition for both new and old units.

• Support capital order handoff to Operations, including definition and ordering of raw materials.

Customer Strategy Planning

• Coordinate upcoming customer turnaround schedules with outside sales. Develop plans to maximize opportunities centered around planned turnarounds.

• Leverage strategic planning products such as kit boxes, site audits, and managed inventory to aide customer inventory management and drive sales opportunities.

• Maintain ‘install base’ data relative to key Service Parts customers. Actively maintain unit specific Normal Maintenance Parts List (NMPL) data for units known to be in operation or involved in upcoming turnarounds.

Leadership

• Provides inspirational leadership to obtain high morale and efficiency from the staff and representatives.

• Direct various departments of Service Parts, Elliott Ebara Energy, and Supply Chain to insure are all are in sync for the efficient operation of the unit.

• Development and implementation of personnel training programs through utilization of internal and external programs cross-functional job assignments and customer visitations to improve the customer awareness and technical expertise of all Service Parts commercial department personnel.

• Manage and foster supportive relationships between Service Parts Operations, Service Parts Commercial Team, other Global Services businesses, and other departments within Ebara Elliott Energy to maximize the Company's objectives.

Operational Rhythm

• Responsibility of P&L and forecasting relative to bookings forecast and attained margin. Aide outside sales in producing accurate bookings projections relative to Service Parts. Ownership of maximizing and defending ‘as-sold’ margins for the Service Parts business. Negotiating prices with Sales and Customers prices where necessary secure orders at best possible margin.

• Aides in development and implementation of strategic plans for the Global Service Parts business unit.

• Development and maintenance of departmental key performance indicators including but not limited to quote cycle time, cost accuracy, and forecasting accuracy.

• Plan, develop and implement manpower requirements for the Service Parts Commercial department to ensure optimum productivity and provide adequate back up for all key positions.

• Ensure that all systems that affect the Service Parts Commercial department are operating efficiently and make recommendations for changes and new programs that will enhance the processes for the department.

• After booking, reviews costs with Operations and Execution to create feedback loop on proposals.

• Provide the direction necessary to ensure maintenance of the Service Parts Operation ISO certification.

Customer Satisfaction

• Attaining of customer satisfaction relative to quote cycle time and accurate lead time estimation.

• Develop and maintain customer satisfaction measurements, internal and external to the department, to ensure continuous customer service improvement by the Service Parts Operation and Ebara Elliott Energy.

Background and Experience:

• Requires a bachelor’s degree in either a technical field or business discipline. Master’s in Business Administration is preferred.

•  A minimum of 10 years’ experience working in or directly with Sales, Inside Sales, Engineering, and Cost management is necessary.

• Operational background in the areas of Customer Service, Process Improvement, and Information Systems.

• Financial background in the following areas of managing a business unit: contract negotiation, contract development, incoterms, c