Dematic · 6 days ago
Senior Manager of Change Management
Grand Rapids, MI
Full-time
Onsite
Mid, Senior Level
$88K/yr - $125K/yrDematic is a company that provides equal employment opportunities and is focused on logistics and supply chain careers. They are seeking a Senior Manager of Change Management who will evaluate project cost variances, partner with sales and project management teams, and develop standardized change management processes to maximize profitability and customer satisfaction.
Transportation/Trucking/Railroad
Responsibilities
Evaluate project cost variances and process change orders, ensuring cost recovery opportunities are maximized and properly justified
Partner with Sales and Project Management teams to present, position, and negotiate change orders with customers, securing agreement and maintaining strong customer relationships
Define and quantify the scope of potential changes based on input from project teams, customers, and Legal/Contract Management
Prioritize response of requested changes to protect project execution and profitability
Develop, maintain, and enforce a standardized change management process and tools for documentation, tracking, and reporting
Lead monthly Change Order reviews with Business Unit leadership, providing visibility to revenue, margin, and pipeline impact of pending and executed change orders
Support Sales in pre-contract reviews to establish a clear baseline of “as-sold” scope and proactively identify areas for commercial negotiation
Leverage persuasive communication and negotiation skills to secure customer approval of change orders, often in contentious or high-stakes situations
Collaborate with Solution Development on estimating and pricing of change requests to ensure proposals are commercially competitive yet profitable
Partner with Legal Contract Management to frame change order opportunities within contractual language for maximum enforceability
Communicate the business value of change orders to customers, linking scope changes to tangible impacts on performance, schedule, and cost
Track and report financial impacts of change orders, including contribution to revenue targets, invoicing schedules, and cash flow
Drive adherence to standardized change management practices across the BU
Provide BU leadership with recommendations on which change order opportunities to pursue, balancing customer relationship considerations with financial benefit
Participate in Quality Gate reviews and bid processes to ensure solution clarity, minimizing disputes and maximizing enforceable change order opportunities
Collaborate with Procurement to recover supplier credits or manage cost pass-throughs to customers
Train cross-functional teams on change management best practices and commercial strategies
Create and maintain a library of successful change orders to support continuous improvement and knowledge sharing across regions
Demonstrated ability to lead customer negotiations, influence stakeholders, and drive agreement on commercial terms
Proven experience in sales, business development, account management, or customer-facing project roles where revenue growth was a responsibility
Strong understanding of project execution and change management processes, preferably within the Material Handling Equipment (MHE) or industrial automation industry
Excellent communication, presentation, and interpersonal skills to manage both internal and external stakeholders
Ability to balance process discipline with sales acumen, driving both customer satisfaction and company profitability
Internal: Business Unit leadership, Sales, Project Management, Project Controlling, Solution Development, Engineering, Installation, Supply Chain, Legal, Risk Management, Scheduling, and Capacity Planning
External: Customers and suppliers, with a focus on presenting, negotiating, and securing change order agreements
Qualification
Required
Demonstrated ability to lead customer negotiations, influence stakeholders, and drive agreement on commercial terms
Proven experience in sales, business development, account management, or customer-facing project roles where revenue growth was a responsibility
Strong understanding of project execution and change management processes, preferably within the Material Handling Equipment (MHE) or industrial automation industry
Excellent communication, presentation, and interpersonal skills to manage both internal and external stakeholders
Ability to balance process discipline with sales acumen, driving both customer satisfaction and company profitability
Benefits
Career Development
Competitive Compensation and Benefits
Pay Transparency
Global Opportunities
Company
Dematic
Dematic designs, builds, and supports intelligent automated solutions empowering and sustaining the future of commerce for its customers in manufacturing, warehousing, and distribution.
Founded in 1819
10001+ employees
H1B Sponsorship
Dematic has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (64)
2024 (75)
2023 (63)
2022 (84)
2021 (55)
2020 (60)
Funding
Current Stage
Late StageLeadership Team
Hasan Dandashly
President & CEO
Michael Larsson
EVP and CEO Americas Region
Company data provided by crunchbase