Job Description

Production Solutions Commercial Operations Tender Manager

Are you a highly motivated, creative individual, passionate Commercial Operations?

Do you enjoy dealing with new challenges?

Join Us!

Baker Hughes, an energy technology company (NYSE:BKR) is the world’s first and only full stream provider of integrated oilfield products, services and digital solutions. Drawing on a storied heritage of invention, Baker Hughes (BH) harnesses the passion and experience of its people to enhance productivity across the oil and gas value chain.

Baker Hughes helps its customers acquire, transport and refine hydrocarbons more efficiently, productively and safely, with a smaller environmental footprint and at lower cost per barrel. The company leverages minds, machines and the cloud to break down silos and reduce waste and risk, applying breakthroughs from other industries to advance its own.

With operations in over 120 countries, the company’s global scale, local know-how and commitment to service infuse over a century of experience with the spirit of a startup – inventing smarter ways to bring energy to the world.

Partner with the best

Baker Hughes has a new opportunity for a Production Solutions Tender Manager, within our Oilfield Services & Equipment (OFSE) product company to be based in (city), (country), or an alternative suitable location. This role reports into the MENAT-APAC OFSE Production Solutions Commercial Operations Leader, depending on the market activity and business complexity.

This position is responsible for protecting and driving profitable revenue growth through ownership and oversight of the inquiry-to-order (ITO) process. The role functions as the primary interface between sales – early engagement, accounts, sales, technical sales, and ODS teams – and commercial – commercial operations, commercial pricing, commercial risk, and commercial contracts teams and activity sets.

This position is responsible for assisting in the development of the commercial strategy for the assigned regions and segment, as well as executing it. This requires interfacing with a broad range of customers and internal stakeholders for Early Engagement (EE) and Must Win (MW) OFSE and cross-PL opportunities, as well as strategic single-PL opportunities, as applicable.

Depending on the market activity and business complexity, this position may oversee a team of Commercial Managers and/or Commercial Representatives, which may be assigned to a specific segment. The team is responsible for ensuring the best technical and commercial solutions are delivered to the customer, at the best price and lowest risk to BH, and while upholding the integrity of the ITO process.

As a Production Solutions Commercial Operations Tender Manager you will be responsible for

• Oversee a small-mid team, consisting of Commercial Managers and/or Commercial Representatives, if applicable
• Validate risk and reward balance, considering factors such as terms and conditions, technical risks, margin, security of payment
• Contributes to Prices and conditions to have a certain degree of granularity. Works on the basis of predefined contracts price frameworks. Some latitude to deviate from prices and conditions.
• Promote the business value propositions of BH to customers and internal stakeholders, providing a better customer experience through solution-based selling
• Work in close collaboration with Global PL Headquarters (HQ), Global OFSE HQ, and Region OFSE Sales teams, inclusive of market intelligence, early engagement, sales, technical sales, ODS sales, accounts, commercial pricing, commercial risk, and commercial contracts teams
• Uphold the integrity and oversee the governance of all commercial processes, policies and procedures; assist in evolving the segment commercial teams as new processes, policies and procedures are developed and released by the Global OFSE HQ teams
• Support the Global OFSE HQ Early Engagement team with any region EE opportunities and tenders
• Build & own the Commercial Proposal Summary / Project Financial forecast for all deals requiring financial approval per ITO procedure
• Own OFSE and cross-PL MW opportunities and tenders; work in collaboration with the Global OFSE HQ Commercial Operations team and Global IS HQ Commercial Operations team for select projects
• Ensure understanding of customer requirements to provide the best technical and commercial solutions for all tenders/quotes; achieve competitive technical and commercial outcomes at the lowest risk to BH and with the best profitability
• Collaborate with engineering, technology, supply chain, etc. to provide product cost-out options and other profitability pathways
• Use standardization, knowledge sharing, best practices, and customer intimacy to drive simplification of contractual needs and responses
• Conduct AAR (After Action Review) lessons learned reviews on high value strategic deals lost, and communicate back to the organization, including takeaways and follow up actions
• Coordinate and collaborate across several functional groups – sales, technology, engineering, supply chain, service delivery, quality, HSE, legal, finance, etc.
• Own the ITO-to-OTR handoff process to ensure we can execute on our promises to the customer

Fuel your Passion

To be successful in this role you will have:

• Bachelor's degree from an accredited university or college
• Master’s degree from an accredited university or college (preferred)
• Minimum of 4 years of experience in either a Sales or Commercial role.
• Minimum of 3 years of experience in the Oil & Gas Industry, preferably in OIC upstream and downstream chemical.
• Ability to travel 20-30% of the time
• Live the BH values every day:

• Grow – see challenge as opportunity, and learn every day
• Collaborate – inspire, be inclusive, and bring out the best in each other
• Lead – make, invent, and perform with impact
• Care – do the right thing, always, for our customers, our people, and the environment

• Lead by knowing our strategy and activating the new Baker Hughes
• Collaborate across product companies, regions, functions
• Know that HSE, compliance and quality are each employee’s personal responsibility
• Strong oral and written communication skills
• Strong interpersonal and leadership skills
• Ability to influence others and lead various-sized teams
• Lead initiatives and projects of medium and high scope and impact
• Ability to manage several medium-to-high profile projects simultaneously
• Effective problem identification and solution skills
• Proven leadership ability
• Broad experience in the ITO process; projects business; P&L management; and commercial discipline
• Proven analytical, problem-solving, and process management skills
• Experience with Commercial Tools, analytical systems, and platforms like Deal Machine, Quote Machine /CPQ to drive effective margin management & price execution

Working with us

Our people are at the heart of what we do at Baker Hughes. We know we are better when all of our people are developed, engaged and able to bring their whole authentic selves to work. We invest in the health and well-being of our workforce, train and reward talent and develop leaders at all levels to bring out the best in each other.

Working for you

Our inventions have revolutionized energy for over a century. But to keep going forward tomorrow, we know we have to push the boundaries today. We prioritize rewarding those who embrace change with a package that reflects how much we value their input. Join us, and you can expect:

• Contemporary work-life balance policies and wellbeing activities
• Comprehensive private medical care options
• Safety net of life insurance and disability programs
• Tailored financial programs
• Additional elected or voluntary benefits

Work in a way that works for you

We recognize that everyone is different and that the way in which people want to work and deliver at their best is different for everyone too.

Working with us

Our people are at the heart of what we do at Baker Hughes. We know we are better when all of our people are developed, engaged and able to bring their whole authentic selves to work. We invest in the health and well-being of our workforce, train and reward talent and develop leaders at all levels to bring out the best in each other.

Working for you

Our inventions have revolutionized energy for over a century. But to keep going forward tomorrow, we know we have to push the boundaries today. We prioritize rewarding those who embrace change with a package that reflects how much we value their input. Join us, and you can expect.

• Contemporary work-life balance policies and wellbeing activities
• Comprehensive private medical care options
• Safety net of life insurance and disability programs
• Tailored financial programs
• Additional elected or voluntary benefits

The Baker Hughes internal title for this role is: Sales Senior Specialist - Proposals