I. Position Purpose/Scope
The contract manager manages all aspects of contract projects both internally and externally, assuring company success in meeting customer expectations while achieving company revenue and profit goals. The contract manager is the first and last interface with customers: bookings with sales for after order details including resolution of scope and deliverables; contract review, revision and negotiation, release for manufacturing including order fulfillment strategies and change orders; financial approvals, invoicing, and all internal functions.
II. Position Responsibilities
Communication / Project Management:
Strong cross functional communications and project management skills involving customers, sales team and internal stakeholder with strong attention to detail.
Tracks the execution and performance of contract commitments through legal, finance, engineering, materials management, manufacturing, customer program management and service & support groups.
Tracks contractual commitments and obligations to customers. Ensures all customer commitments are met as well as signal if products or services are provided outside the bounds of the contract.
Balances customer and company positions for mutual satisfaction
Leader for customer order communication and coordination.
Provides monthly contracts financial forecast to Finance in conjunction with Sales.
Reviews, revises and negotiates contracts; identifies and mitigates revenue and margin risk to the company during the pre-signing phase of sales, service and warranty contract negotiations.
Develops risk values to assess pre-signed contract risk for various contract terms, conditions and clauses. Responsible for outlining negotiations strategy and best alternative to no agreement.
Documents, executes and tracks customer change requests through the organization to minimize financial risk and maximize customer satisfaction
Assures that sales orders are structured in a manner acceptable to the customer as well as Proterra.
Manages customer change requests to ensure the profitability. Customer change requests reviewed for cost impact with functional groups. All change requests will be quoted and amended to the contract when approved.
Measures contract performance through periodic progress and quality reviews to internal standards and customer specifications. Reports metrics and measures performance of contracts on regular basis.
Develop structured processes and eventually automation to reduce quote-to-cash timeframe and resource demands.
Develops Proterra’s standard position for various contract terms along with acceptable negotiation ranges to speed negotiations and improve risk management.
Holds others responsible for performance of their processes before award and through execution of a contract. Typical processes include:
Production: delivery analysis – proposed contract vs. capacity vs. forecast
Service & Warranty: review service and warranty cost analysis for proposed contract vs. standard T&C’s
Negotiations: work with Sales, leadership and customer to close proposal gaps.
III. Position Competencies:
J.D.. or equivalent legal background required, Bachelor’s degree with emphasis in Business Management or equivalent work experience, preferred.
C) Licenses and/or Certifications:
- 10+ years successful multi-year track record in durable goods contract project based management, ideally in the electric or other vehicle industry
- Customer interface experience in the areas of customer requirements, proposals and negotiation
- Outstanding leadership and management skills, especially in achieving results from those not within a direct reporting relationship
Certified Commercial Contracts Manager designation a plus
D) Knowledge/Skills/Abilities: Basic = less than 1 year of experience/training needed; Intermediate = 1-3 years of experience/some training may be needed; Advanced = 3-5 years’ experience/no training needed; Expert = 5+ years’ experience/able to train others.
Expert = ability to read, understand and interpret commercial contracts and product bills of material
Expert = highly organized, a good listener and communicator, patient but not so patient that an order falls from a customer’s graces. At times, act as an expeditor.
Expert = Integrity, Innovating, Comparing, Analyzing, Coordinating
Expert = Win-Win Negotiations, Lead by Example, Mentoring, Negotiating
Expert = Exhibits great common sense as projects always have their difficult moments – a contract manager is only as good in the eyes of the customer as their promises fulfilled.
Expert = The desire to build a new company in a new industry – electric vehicles.
IV. Primary Work Location/Shift: (If > 1 location, indicate % of time spent at each location.)
V. Physical Demands : (Examples are 1) Transports materials or inspects building, equipment and other items; 2) operates computers or other office equipment; and 3) sit or stand for prolonged periods of time. Physical demands should be described in terms of what has to be done and not in terms of physical or mental attributes.) Identify the key physical demands required to perform the essential function(s) of the job and indicate whether the responsibility is performed occasionally ("O"), frequently ("F"), or constantly ("C").
Operates computers or other office equipment (“C”)
Sit or stand for prolonged periods of time. (“C”)
Lifting equipment up to 40 pounds ("O")
VI. Environmental Demands : (Examples are 1) Works with irritant chemicals, gases, etc.; 2) Works shifts or variable work hours; 3) Wears protective clothing or respiratory protective equipment; 4) Works in extreme heat or cold conditions; 5) Exposure to loud noises; 6) Performs work in a normal office setting). Identify the key environmental demands required to perform the essential function(s) of the job and indicate whether the responsibility is performed occasionally ("O"), frequently ("F"), or constantly ("C").
Performs work in a normal office setting. (“C”)