Commercial Manager

JOB DESCRIPTION

JOB PURPOSE

Individual needs to facilitate growth with clients across all Technip Energies business lines with ability to drive commercial needs interfacing with key internal leadership such as Finance, Treasury, Legal, Tax, Insurance, Compliance and Project Management. The role includes leading key account(s), leading customer negotiations, liaising with key internal stakeholders such as Operations, Project Management and Business Line leaders to support timely client interactions and responses.

Guides submission of tenders on time that are compliant with both the Client requirements and internal procedures. Ensures all clarifications and correspondence are managed though the tender process and meet expectations of the client request. Supports the development of internal review paperwork and leads the respective gate approval meetings.

KEY ACTIVITIES

• Lead key account development and MSA development across all business lines which includes rate development, key risks and driving the overall response.
• Lead the development of the Tender plan and work closely with Tendering to coordinate the actions, inputs, and deliverables from the proposal team in order to adhere to internal procedures and meet client deadlines.
• Ensure all stage gate meeting information is correct and that the approval information contains the pertinent information to ensure the approvers understand the capture plan, project risk profile, cost base assumptions, execution plan, SWOT analysis, etc.
• Support the Tender team which evaluates Tender documents are of good quality, and that any client supplied forms / templates are filled out accurately and consistent with internally approved documents.
• Lead all communications with the client which includes clarifications and general communication.
• Support development of an internal communication plan depending on the complexity of the tender. The internal communication plan should contain a distribution list of proposal team members who need to be notified depending on the content of the message.
• Lead Risk Assessment Workshops and that the Risk Matrix issued per PROCEDURE/Work instruction.
• Lead contract review with legal, operations and finance counterparts and the request is in accordance with the agreements reached through the course of the negotiations.
• Ensure that on award of a Contract/PO, handover meeting is scheduled in a timely manner and a full briefing is made to the Project Team.
• Work with proposal team/procurement/subcontracts/estimating organizations to ensure costs are accurate and optimized
• Promote HSE, quality and company core values mindset. Proactively participates and meets department objectives in these areas.

QUALIFICATIONS
Required: Professional or degree-level qualification in an Engineering, Construction, Finance or Legal discipline

• 10+ years experience within a Sales role or where a candidate has operated in a role that included customer engagement and internal executive leadership
• Background and experience with front end, MSA, EPCM and some EPC contracts, risks, and commercial requirements
• Clear understanding of internal rate basis and build up along with market view on competition
• Understanding of key account mgmt. and account planning preferred
• 10-15 years of experience, preferably in the oil & gas/energy transition industry

EXPERIENCE/COMPETENCE/SKILLS/KNOWLEDGE
Preferred: Experience in a commercial environment, Project Management, Inside Sales, Business Development, Tendering, Proposals
Preferred: Construction/Engineering sector experience strongly preferred

PERSONAL QUALITIES
Required for position:
• Able to communicate with professional and technical personnel at all levels in the organization
• Able to work within and contribute to a motivated and professional team
• Good presentation skills
• Well organized
• Good time management skills
• Self-motivated and persistent
• Able to work on own initiative

Required for future development
• Ability to mentor and develop junior colleagues
• Ability to master larger, more complex project brief including working with potential consortium / joint venture partners

Salary Range: $160K - $200K

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