DeepOcean US has an exciting opportunity for a Commercial Manager to join our team located in Houston, Texas on a full-time basis
Main Areas of Responsibility
To direct the Company towards capturing revenue and delivering to regional growth plan. Lead and manage the Commercial and Client Engagement function, developing and converting opportunities into secured backlog whilst balancing the demands of the market with the company’s financial aspirations and risk appetite.
Ensure cooperation between Commercial and Business Development functions to develop prospects into secured Contracts
Ensure all relevant stage-gate reviews take place prior to Contract award to ensure that proposed margins are approved and key project risks are identified/mitigated accordingly
Prioritize opportunities and resource allocation
Ensure a consistent and high level of quality is demonstrated through the tender documentation submitted to the Client
Ensure a consistent and high level of quality is maintained for all internal stage-gate approvals
Work towards implementing a user-friendly, accessible and accurate Commercial database
Engage in continuous and consistent communication between the various regional locations
Maintain regular communication and good working relationships with internal support departments
When required, lead Client facing negotiations through to Contract award
Ensure quality handovers to the project team on successful tenders are undertaken
Insist upon a positive transfer of lessons learnt from live projects to the Commercial team
Ensure that the Company’s key selling points permeate both the covering letter and other key tender documentation to ensure the Client receives a clear and consistent message on these points
DEMONSTRABLE EXPERIENCE SPECIFIC TO THE ROLE
KEY AREAS OF RESPONSIBILITY
Commercial
Actively convert enquiries into secured backlog within acceptable margins and risk profile
Lead and manage the tendering process, providing guidance for execution methodology, market pricing and Client expectations
Ensure the Company’s commercial interests are safeguarded during tendering and contract negotiations
Maintain contact with the Company’s Client base both during and after operational phases; strive to secure repeat business
Develop and maintain an efficient department and coordinate commercial activities with other regions and tendering offices
Actively support the Business Development efforts in expanding and maintaining a network of Clients, suppliers and brokers to become more visible in the market and increase access to market information and opportunities
Generally adopt a ‘no surprises’ approach to reporting and communication with fellow Senior Managers and be prepared to contribute significantly to strategic discussions in a constructive and proactive manner.
Business Development
Build and nurture relationships at all levels with clients and actively strengthen networks with potential strategic partners and decision makers especially in new markets and new clients.
Build and maintain excellent relationships internally, working closely with colleagues ensuring current business performance is optimized, standards of customer service enhanced and new opportunities fully exploited.
Acquire and continue to develop a comprehensive understanding of our client’s full range of services, products and capabilities, and convey to customers any new developments which promote the company’s brand for quality service and products.
Constantly monitor market trading conditions and customer specific strategic and operational factors to ensure that current and reliable market intelligence is procured upon which sound business judgements can be based.
Management
Department
Establish, maintain and review the Commercial and Tendering Departmental Plan
Ensure that Commercial internal budgets are set, understood, and adhered to
Implement the Commercial and Tendering Department Procedure, updating and improving as required
Communication
Clarify goals and expectations with both teams and peers
Ensure visibility and accessibility with the team
Delegate tasks and responsibilities to direct reports and other persons in the organization as may be required to achieve the organizational and commercial goals
Performance Management
Obtain and maintain capable and competent personnel within the area of responsibility, including professional development of personnel
Effectively manage staff in line with the Company’s objectives through relevant procedures
In addition to generating proposals, ensure the commercial team demonstrate a sales-orientated approach with a direct sense of responsibility to build the Company’s order book
EDUCATION AND QUALIFICATIONS SPECIFIC TO THE ROLE
Relevant degree (Finance, Business, Engineering or Equivalent).
Clear strategy established and communicated
Successful conversion of tenders into live projects to achieve plan
Clear evidence of full engagement and compliance with the appropriate procedures
Close working relationship maintained with internal departments and department managers
Existing Client relationships are maintained and developed
Evidence of key selling points demonstrated throughout the tender documentation
Minimal/no movement from ‘as-bid’ to ‘BAC’ position
Evidence of ability to work well within a Senior Management Team
Track record of developing and maintaining Client relationships
Experience and knowledge of working within a tendering function
Experience and knowledge of managing a tendering function (desirable)
Proven negotiation skills
Solid understanding of the offshore subsea industry
