Date Posted:
20/01/2012
Area: Aberdeen
Duration: Staff Role
Rate: Competetive
Type: Permanent
Ref: 1201-048
A fantastic opportunity to join a leading provider of services and solutions for clients in the oil & gas, renewable and power energy markets.
Due to growth in the business a Commercial Director is required for the clients operations in Germany.
Candidates MUST be able to speak German fluently, candidates from outwith Germany will be considered however bilingual skills must include fluent German.
This is a permanent / staff position with very competitive salary and comprehensive benefits package on offer. Candidates must be eligible to work in the EU.
Key Responsibilities and Duties:
Manage commercial activities on individual opportunities in partnership with Sales
and in conjunction with Commercial Management processes from proposal development
through contract negotiations and opportunity closure.
Work closely with Regional Sales Director to prioritize opportunity funnel and commercial
team workload based on current business drivers.
Manage commercial activities involving standard contracts and contract reviews.
Provide necessary oversight on sales opportunities for contract reviews, redlines, and
negotiations as requested by Commercial Managers.
Develop and deliver professional, accurate reporting to senior management as
requested.
Provide contract and negotiation support to Business Development & Project
Management.
Maintain standard contracts with latest approved revisions from VP -
Commercial Management, Legal, Insurance, and Finance.
Ensure that Commercial Team is reviewing customer terms and conditions for
compliance with Contracting Procedures Policies.
Ensure the Commercial Team is complying with a full opportunity review process that is
consistently documented. This includes strategy review, cost model review, proposal
checklist, contract review checklist and turnover checklists.
Seek alternate contract language to minimize risk while balancing
commercial goals and strategies of the proposed value solution.
Participate in and lead contract negotiations as required, managing all internal support and approvals. Coordinate required resources to seek guidance and obtain internal approvals from Finance, Legal, Tax, Insurance to mitigate potential risks within a given opportunity. Develop Deal Summaries for all imminent contracts for executive management review. Manage opportunities using a structured project management approach. Coordinate with Product Management and Customer Services for scope of work and technical validations and to obtain most current cost data. Develop financial models for each opportunity accounting for cost of scope and risks and in alignment with market based pricing and objectives. Articulate value proposition in line with the identified customer drivers in order to maximize the customer’s view of solution benefits. prepares targeted, strategic proposals for timely sales delivery. Commercial Management of sales opportunities from proposal response through contract negotiations and opportunity closure. Development of target proposals, financial models, contracts, and other documents necessary for presentation and negotiation of the solution. Ensure team conducts complete turnover to Project Management & Execution Team to ensure successful contract launch and execution.
Detailed knowledge of the product and services offered with focus on gas turbines. Detailed knowledge of the gas turbine market. Ability to communicate effectively at all levels including overseas clients and colleagues. Bilingual English/German, English/Dutch, English/French, English/Italian or English/Arabic is a plus. Strong commercial acumen/awareness. Ability to analyse costs / margins and report effectively.
Qualifications
Bachelor’s degree in Engineering, Business, or Finance; MBA preferred. Operations or business execution experience desirable Project management certification desirable but not essential Thorough understanding of contracting Proposal development process knowledge Contract development and negotiation Strong experience in delivering PowerPoint presentations Strong experience with commercial risk evaluation and mitigation strategies. Strong experience working through a structured sales process. Strong experience interpreting commercial and contractual risks and drivers. Demonstrated track record of successful goal achievement with the ability to think on a strategic level as well as a tactical level in order to drive solutions within a matrix organization. Proficient in MS Word, Excel, PowerPoint, Project and SharePoint.
You must be logged in to apply for this job.
Click here to login.
Click here to register.
.jpg)
