Commercial Director

ACTIVITIES

Establish and implement the proposal preparation process for the entire group including monitoring performance of commercial activities using key metrics and prepare reports for senior management

Monitor and track the execution of the all bidding processes

Develop communication plan with major stakeholders in organization

Collaborate with and coordinate diverse teams (marketing, sales, customer service etc.)

Develop and implement commercial strategies according to company goals and objectives aiming to accelerate growth

Conduct market research and analysis to create detailed business plans on commercial opportunities (expansion, business development etc.)

Understand the requirements of existing customers to ensure their needs are being met

Represent the group at meetings with clients when and as needed

Assist in setting financial targets and budget development and monitoring

Ensuring provision of sufficient numbers of appropriately qualified staff to address corporate requirements and the specific projects.

Ensure that the preparation of Tenders and proposals is undertaken in accordance with policies and procedures.

Provide commercial guidance and input to the preparation of commercial approval paperwork e.g. pricing or contract terms and conditions.

Ensuring that contracts entered into by the business/projects are in line with Contracting Principles and obtaining approval to depart from these principles where necessary.

Ensuring that subcontractors are engaged via appropriate contractual arrangements with back to back provisions where appropriate and the necessary insurances are in place.

Subcontract T&Cs are generally based on the head agreement and drafted with review by contracts director and/or legal.

Ensure that the project is using the current version of Purchase Order terms and conditions. Responsible for obtaining corporate suppliers and service providers as well as supporting project procurement.

Ensuring compliance with claims policy and seeking appropriate commercial approval on claims strategy in respect of claims both against the business and by the business.

Implementing and ensuring the operation of a monthly cost / value (or end of life) reporting for every project in accordance with policy.

Coordinating the monthly project commercial performance for projects (CVR) (Contract Valuation Report) and overhead reviews as well as review of the Commercial Plans.

Ensure the implementation of risk management policy in the preparation of Tenders and in the execution of Projects

During tendering will take lead in preparing and maintaining the risk register which is then handed over to the project commercial manager after contract award.

Ensure compliance with company policy regards Bonds and Guarantees.

Seek approval through CCO to submit Tenders or otherwise offer to provide Bank and Performance Guarantees, Letters of Credit, Parent and Ultimate Parent Company Guarantees.

Liaise with Legal for the timely issue of bonds and guarantees

Ensure compliance with policies and procedures with regards to Joint Ventures. Seek and obtain commercial approval, in principle, for a Joint Venture. Liaise with Chief Commercial Manager to seek approval from Legal regarding the form and wording of Joint Ventures

Investigate, procure and maintain appropriate suit of insurance policies to meet statutory requirements and optimize insurance cover for business and contract risks.

In addition to routine duties there can be many ad hoc exercises or work to be done. For example, contract close-out, audits, preparing procedures.

KEY REQUIREMENTS

University Degree in a relevant field

Previous working experience in a similar role for 10 - 15 years

Excellent interpersonal and leadership skills

In-depth knowledge of market analysis and metrics

Good communication and presentation skills

Good strategic thinking and decision-making skills

Our role in supporting diversity and inclusion
As an international workforce business, we are committed to sourcing personnel that reflects the diversity and values of our client base but also that of Orion Group. We welcome the wide range of experiences and viewpoints that potential workers bring to our business and our clients, including those based on nationality, gender, culture, educational and professional backgrounds, race, ethnicity, sexual orientation, gender identity and expression, disability, and age differences, job classification and religion. In our inclusive workplace, regardless of your employment status as staff or contract, everyone is assured the right of equitable, fair and respectful treatment.