Role Overview
The LTSA Commercial Manager is responsible for hands-on commercial management of Long-Term
Service Agreements (LTSAs) for gas turbine equipment supplied by other OEMs. This role
ensures contractual obligations are met, change orders are initiated and executed effectively, financial
performance is optimized, and strong commercial alignment with the customer is maintained. The
position serves as the primary commercial interface and coordinator between the customer and internal
cross-functional teams (Operations, Engineering, Supply Chain, Finance, and Legal).
Key Responsibilities
- Active LTSA Contract Management: LTSA execution is structured around 3 dedicated
pillars – Commercial, Technical, and Project Execution. This role focuses on the Commercial
pillar and partners closely with the Technical Management team and Project Execution. This
position is expected to lead day-to-day commercial administration of assigned LTSA portfolios,
ensuring that all terms, conditions, scope definitions, pricing mechanisms, and performance
guarantees are properly managed and documented throughout the contract lifecycle.
- Change Order Initiation & Execution: Proactively identify requirements for scope changes,
schedule adjustments, or commercial variations; prepare comprehensive change order
packages, lead internal alignment, negotiate with the customer, and drive formal execution
while safeguarding commercial interests and margins.
- Contract Obligation Monitoring: Establish and maintain effective monitoring processes and
dashboards to track the execution of all Customer obligations, including planned
maintenance outages, availability and reliability targets, spare parts supply, technical support
response times, and other SLAs. Identify gaps early and drive corrective actions.
- Cross-Functional Team Coordination: Serve as the central commercial point of contact and
facilitator, working closely with Site Operations Managers, Field Engineers, Supply Chain,
Engineering, Finance, Legal, and Project teams to ensure aligned execution, timely issue
resolution, and achievement of contract objectives.
- Financial Performance & Reporting: Monitor and analyze contract-level financial performance
(revenue recognition, cost tracking, margin analysis, cash flow). Prepare accurate forecasts,
variance reports, and management dashboards. Support period-end close, audits, and internal
governance reviews.
- Claims, Disputes & Risk Management: Lead the commercial management of claims, back
charges, liquidated damages, performance bonuses/penalties, and warranty matters. Develop
positions, negotiate settlements, and implement risk mitigation strategies in coordination with
Legal and other stakeholders.
Customer Commercial Relationship: Build and maintain trusted commercial relationships with
customer counterparts (procurement, finance, plant management). Represent in
commercial reviews, steering meetings, and governance forums. Anticipate customer needs and
position as a reliable long-term partner.
- Contract Lifecycle & Improvement: Support LTSA renewals, extensions, amendments, and new
business pursuits by providing commercial lessons learned, performance data, and pricing
insights. Contribute to continuous improvement of contract templates, processes, and
playbooks.
- Other Roles/Responsibilities:
a. Assist Leadership in developing and improving processes
b. Promote a positive work environment that communicates effectively with all parties
c. Maintain confidentiality of sensitive information and act with honesty and transparency in
all reporting, record-keeping, and team collaborations.
Key Competencies & Skills
- Outstanding commercial acumen, negotiation skills, and the ability to influence stakeholders at
all levels within a matrix environment.
- Excellent analytical, problem-solving, and decision-making skills, with a strong attention to detail
and accuracy in documentation and reporting.
- Superior written, verbal, and presentation skills; comfortable preparing executive reports and
presenting to senior internal and customer leadership.
- Proven ability to lead and coordinate cross-functional teams and drive alignment without direct
line authority.
- Customer-focused mindset balanced with a strong commercial orientation and a results-driven
approach.
- High integrity, resilience, and commitment to ethical standards, governance, and contractual
compliance.
- Willingness to travel to customer power plant sites and regional offices as needed (typically 20–
40% domestic and international travel)
Required Qualifications & Experience
- Bachelor’s degree in Mechanical Engineering, Power/Aerospace Engineering, Business
Administration, Finance, or a closely related field. An MBA or Master’s degree, along with
professional certifications such as PMP, CPCM, or equivalent credentials in contract/project
management, is a plus.
- Direct LTSA commercial experience at a major Industrial Gas Turbine OEM is strongly preferred.
- 7–10+ years of progressively responsible experience in commercial contract management,
business operations, or aftermarket services across the power generation, turbomachinery, oil &
gas, or heavy industrial equipment sectors.
- Direct, hands-on experience managing Long-Term Service Agreements (LTSAs) or similar
complex, multi-year, performance-based service contracts for gas turbines (heavy-duty or
aeroderivative) or comparable rotating capital equipment.
- Strong technical understanding of gas turbine maintenance strategies, including Combustion
Inspections (CI), Hot Gas Path Inspections (HGPI), Major Inspections (MI), parts life
management, and common LTSA commercial models (availability guarantees, fixed/variable
pricing, etc.).
- Proven expertise in change and variation order management, claims handling, contract
interpretation, negotiation, and commercial dispute resolution.
- Solid financial acumen with demonstrated ability to analyze P&L statements, conduct margin
and variance analyses, manage provisions, and support accurate revenue recognition.
- Advanced proficiency in Microsoft Office (particularly Excel and PowerPoint) and experience
with ERP systems (Acumatica or Salesforce) and/or dedicated Contract Lifecycle Management
tools
Pay: $125,000.00 - $175,000.00 per year
Benefits:
- 401(k)
- Dental insurance
- Health insurance
- Life insurance
- Paid time off
- Vision insurance
Work Location: In person
