Senior Commercial Leader

Key Responsibilities

As a senior commercial leader, you will be responsible for driving project identification and tender acquisition by leveraging strong relationships with key industry stakeholders to generate opportunities and secure participation in strategic projects.

• Drive project identification and tender acquisition across module construction projects, including pre-qualification, tendering, and proposal development, costing, pricing strategy, risk assessment, contract negotiation, and post-contract commercial management.
• Provide leadership to the commercial team to secure successful project awards while ensuring business KPIs are achieved through the delivery of annual project revenue targets set by senior management.

Strategic Leadership

• Develop and implement the company's overall project and tender acquisition strategy, ensuring alignment with corporate growth objectives.
• Responsible for achieving annual business development and revenue targets established with senior management, ensuring consistent year-on-year performance.
• Provide strategic recommendations on tender participation, commercial positioning, pricing strategy, and contract risk profile.
• Represent the company at high levels with key clients and partners to strengthen market presence.

Customer & Market Engagement

• Leverage and expand networks with key decision-makers of FPSO operators and EPC companies, generating a continuous pipeline of opportunities.
• Build and maintain long-term, trusted customer relationships, positioning the company as a preferred partner for major projects.
• Lead high-level negotiations with clients and partners to secure favorable commercial outcomes.
• Monitor industry developments, competitor activities, and regulatory requirements to proactively position the company in emerging opportunities.

Project Identification & Tender Acquisition

• Identify and pursue new project opportunities through customer insights, market analysis, and collaboration with FPSO operators and EPC companies, ensuring early involvement at the pre-tender stage.
• Promote capabilities and advantages of sister company fabrication yards and facilities by organizing client yard visits and showcasing differentiators that enhance competitiveness.
• Leverage strong customer relationships to secure invitations to tender and strengthen market positioning.

Project Tendering

• Oversee the full lifecycle of the tendering process, including pre-qualification, bid preparation, proposal development, costing, pricing strategy, risk evaluation, and contract closure.
• Ensure tenders are competitively priced, commercially sound, and aligned with financial and operational capacity.
• Mitigate sanction and credit risks by collaborating with the Risk and Compliance Team.
• Conduct risk assessments and ensure commercial terms align with company objectives and industry standards.
• Lead contract negotiations to secure favorable terms and minimize potential risks.
• Collaborate with engineering, operations, and finance teams to develop competitive and compliant proposals.
• Manage post-tender clarifications and negotiations to maximize win probability and secure profitable contracts.
• Provide leadership and guidance to the commercial team to ensure effective execution of tender strategies.

Organizational & Team Leadership

• Lead, mentor, and develop the commercial and tendering team, promoting high performance, accountability, and collaboration.
• Foster a culture of proactive business development, continuous improvement, and customer-centricity.
• Collaborate closely with engineering, operations, legal, and finance teams to ensure integrated and competitive proposals.
• Implement best practices, systems, and processes to enhance efficiency, accuracy, and competitiveness in project acquisition.

Performance & Risk Management

• Monitor and report on tender pipeline, win/loss ratios, and revenue forecasts to senior leadership.
• Ensure commercial and contractual risks are identified, assessed, and mitigated across all tenders.
• Balance growth objectives with prudent risk management to ensure sustainable profitability.
• Ensure compliance with corporate governance, ethical standards, and applicable laws and regulations.

Requirements:

• Minimum Diploma in any Business-related discipline.
• At least 15 years of relevant industry experience, including a minimum of 8 years in commercial roles and involvement in technical or commercial aspects in FPSO projects or module construction and project management.
• Proven experience in project identification, tendering, and commercial management within the oil & gas or EPC industry.
• Strong client relationship management skills with established networks among FPSO operators and EPC companies, proven ability to build and sustain strong client relationships.
• Excellent negotiation, analytical, and communication skills.
• Ability to manage multiple tenders and deadlines simultaneously.
• Strategic thinker with strong leadership and team management capabilities.
• Keen to be part of a fast-growing team.
• Hands on and passion in mentoring the next generation.

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