Commercial Director, Power & Motion

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POST DATE 9/1/2016
END DATE 10/27/2016

Meggitt PLC Milwaukie, OR

Milwaukie, OR
AJE Ref #
Job Classification
Full Time
Job Type
Company Ref #
Mid-Career (2 - 15 years)
Bachelors Degree


Meggitt is a global engineering group specializing in extreme environment products and smart sub-systems for aerospace, defense and energy markets. We employ over 11,000 people across manufacturing facilities in Asia, Europe, North America, with regional bases in India and the Middle East.


Reporting to the Vice President, Commercial for the Power & Motion (P&M) value stream, this Commercial Director role requires a multi-disciplinary skill-set to lead and execute the Commercial function primarily associated with the OECO business unit (BU) in Milwaukie, Oregon. As a business unit (BU) within P&M, OECO is focused on power generation and power conversion products sold primarily into the energy and aerospace markets with a roughly equal split of revenue between military (US Govt) and non-military. The Commercial focus of this role is broader than Contracts Management, and includes providing tactical and strategic direction for the business, and executing, Commercial activities including: engaging internal OECO and Meggitt matrix resources critical to approvals/negotiations, development/review of business cases, ownership of the contracts repository, direct negotiation of key contracts, reqview/negotiation of claims settlements, and ensuring that OECO Contracts and Commercial execution overall is aligned to Meggitt policies and procedures. This will involve driving a significantly improved process (and pace) for the submission/closure of military and non-military OECO contracts and claims issues which may involve other P&M business units as well. Critical functions also include oversight/execution of internal approval process (Bid Assurance Review packages) and financial packages including coordination with Finance on US Government Cost and Pricing packages.


* Reports to the VP Commercial for the Power & Motion value stream

* Key team relationships inside OECO and within the P&M value stream:

* Finance/CFO

* Sales Leads supporting key account pursuits

* Director of Operations & Value Stream Managers

* Commercial managers/executive at other P&M sites (best practice sharing)

* Key team relationships inside of Meggitt

* SBU and Group level Commercial teams, Legal, SBU Contracts VP, other business unit contracts management

Direct Reports: This position is scoped as an individual contributor role, and may be reviewed for possible change should the volume and scope of future business growth warrant that

The Commercial Director is a senior level position within the Power and Motion value stream's Commercial function. The Commercial Director is instrumental in enhancing the execution of Commercial processes which are critical to securing new business, extending existing business, and resolving key claims…all at an optimal and risk-mitigated position for Meggitt. As such this is a very impactful and multi-faceted position which has significant impact on P&M business results in the short, mid, and long term time frames.


* Engage with BU sales, finance, site leads in negotiation of agreements and claims resolution

* Analyze/define/implement improvements to Commercial processes

* Define/deploy Commercial standard work processes to maximize productivity and efficiency

* Drive contractual and claims alignment with the company's contractual and risk acceptance guidelines; ensure adherence to Meggitt policy and applicable laws/regulations

* Interpret Terms & Conditions risk, and advise management on contractual rights and obligations

* Negotiate, both directly and in a supporting position as appropriate, resolution of key new contracts, extensions, long term agreements, and customer claims issues

* Create/review business cases; review/evaluate/critique business cases created by others as relate to Commercial activities

* Engage with key functions (Sales, Engineering, Finance, Legal, Export, etc…) to ensure optimal outcome for the company from a Commercial perspective

* Actively support the sales team bid process, responses to RFI/RFQ solicitations, and help obtain required approvals

* Draft, review, and finalize contract documents, providing Commercial leadership

* Provide authoritative guidance to internal business teams on critical contract/legal concerns and requirements in cooperation with Corporate Guidelines and Legal direction.

* Drive Commercial skills development appropriately across key functional teams to continually improve execution around Commercial processes

* Consistently exercise good judgment and discretion at all times in matters of significance

* Selectively engage Meggitt legal counsel on occasion when the senior experience and skill-set of the Commercial Director requires supplemental support from a legal perspective

* With respect to all of the foregoing: actively and effectively engage with Commercial team members in the P&M SBU, at SBU level, within other Meggitt SBUs/BUs, and at the Meggitt Group level as appropriate

* Participate in industry events and supplier forums where beneficial for the business


* Accelerated time-to-closure of contract negotiations and claim resolutions

* Securing Meggitt preferred positions on terms and conditions (eg: minimize number of exceptions requiring SBU level, or Meggitt Legal, approval)

* Reversing/correcting sub-optimal legacy Commercial positions and underperforming contracts

* Increase rigor and pace of execution in the company's Commercial process execution (eg: first-time-approval rate for bid requests)

* Effectively execute multiple competing priorities in a timely fashion

* Efficient and effective contracts repository process in place and maintained, integrated with SalesForce as appropriate


* Bachelors degree in an appropriately relevant field; Masters degree is a plus

* 10-15 years experience as a leader of Commercial activities as outlined in this job description

* Significant Commercial and Contracts experience in an industrial manufacturing context

* Direct experience leading complex negotiations for military and non-military deals

* Proven skill-set and ability relative to US Government FAR/DFAR negotiations/contracting

* Well developed and proficient written/verbal communications

* Acute financially to support business case creation/review and claims resolution

* Extensive experience drafting and interpreting contract terms

* Proven ability to build relationships while enhancing Commercial process performance/output

* Able to work independently, drawing on depth of experience

* Able to accommodate travel as needed (estimate monthly travel