Commercial Operations Manager

1 day ago

Calgary, Alberta, Canada Dehavilland Full time

Job Summary:


We are seeking a highly experienced Commercial Operations Manager to join our team at Dehavilland Aircraft. This is a 14-month term position that requires a strong understanding of commercial processes and contracting in the aerospace industry.



About the Role

The Commercial Operations Manager will be responsible for ensuring DHC's sales 'deal flow' by coordinating activities and deliverables from all supporting functions, including Programs, Aftermarket, Finance, Legal, and others. This role requires strong leadership skills, with a focus on training and development of high-performance teams.



Key Responsibilities

  • Lead the commercial operations team to achieve targeted results.
  • Assemble and prepare commercial offer documents in the pre-contracting phase: RFI/RFP responses, Commercial Proposals, LOI/MOU, and complex bids.
  • Understand RFP requirements in detail.
  • Liaison/partner between the front-line Sales team and internal functional teams to ensure timely responses, consistency of deliverables, and development of high-quality bids and proposals.
  • Collate and review inputs from all supporting functional teams to ensure the proposal meets customer/RFP requirements. Package the final proposal package for issue to the customer.
  • Own the sales pre-contract Process. Ensure all contributor inputs adhere to content quality and schedules and meet compliance requirements. Ensure the required approval and sign-offs are provided before issuing offers to customers (Shared responsibility with Finance).
  • Deep understanding of the process across the board.
  • Identifying and analyzing gaps.
  • Act as a central coordinator following up with all requests/inputs from supporting functions (e.g. price & offerability, quotes, invoices, PA, etc.).
  • Support the Sales Directors to access and structure deals to best meet DHC and customer requirements.
  • Develop and maintain strong working relationships, support sales directors to build an internal network, act as a facilitator for the frontline team.
  • Crisis Management - Collaboration with stakeholders to close gaps to ensure efficiency in the process and manage disruptions to reduce negative impacts on DHC.
  • Develop and continuously improve the standardization of proposal templates across all DHC aircraft types.
  • Develop and manage the Sales pipeline tool, toolkit; promote its use and continuous improvement.
  • Develop and implement new processes, procedures/workflows, and reporting to continually improve deal flow and sales capture rates.
  • Manage the company's external representative on-boarding, approval, and reporting process in close cooperation with the Legal team to ensure ongoing compliance.
  • Produce regular internal sales reports, including transaction pipelines, skyline charts, revenue and cash flow forecasts, and weekly reports.
  • Develop, update, and monitor the Sales & Marketing KPI, Dashboard for use in performance management.
  • Manage the aircraft delivery coordination team to promote the organized operation and ensure customers enjoy the highest quality of service during the aircraft delivery.
  • Support the QMS audit process for aircraft order handling and aircraft delivery.
  • Support organization-wide growth efforts as assigned by DHC Executive team.


Requirements

To be successful in this role, you will need:



  • A strong understanding of the Aerospace Industry commercial processes and contracting, with experience in B2B sales, commercial operations, or bid development roles.
  • Strong analytical and financial analysis skills, with the ability to analyze, manage, and present data and financial models into reports and charts for ease of decision-making.
  • Demonstrated leadership experience with a focus on training and development of high-performance teams.
  • Outstanding customer service skills and sales acumen.
  • Soft-influence and strong collaboration skills to gain alignment within an organization and optimize partnerships with other functions. Ability to influence all levels of management across the organization without having direct reporting responsibility.


Experience and Education

Ideal candidates will have:



  • 10+ years' experience in aerospace or a similar industry with experience in Sales or Commercial Operations (Inside Sales) roles.
  • University degree with a focus on financial modeling or data analysis (e.g. MBA, BCom., BA/BSc.).
  • Experience generating complex bids and RFP for government procurement is considered an asset.


Estimated Salary: $120,000 - $150,000 per annum, depending on experience and qualifications.

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