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Position Duties / Responsibilities
COMMERCIAL MANAGER

JOB PURPOSE:
Manage the Commercial function of FME, including, but not limited to, tenders, contracts and contract negotiation,Including pricing and bidding and project implementation in accordance with the FME strategy and established Financial and budgetary parameters.

Provide techno-commercial support to Managing Director, and General Manager and guidance to Branch Managers to expand markets and develop business.

KEY ACCOUNTABILITIES
1. Manages the entire contract administration process
2. Client Liaison and maintenance of client database
3. Evaluate market trends in the industry, including process, new technology and intelligence on the competition
4. Co-ordinate FME Marketing activities and Promotional paraphernalia, including administration of the website; involvement in Industry exhibitions; University graduate placements and so on
5. Exploit Business Development opportunities in the region
6. Appraise the performance of all directly reporting employees as per the Performance and Personal Development scheme introduced by the Global Human Resources Department GHRD in 2010 (to be launched in coming months)
7. Submit reports to the MD as per the agreed guidelines (profit plan, monthly and quarterly reports, etc.)
8. Keep the MD informed on all matters of prime importance, i.e. those that may have a commercial, strategic and/or financial implication.
9. Authorize signatory of Contracts and Proposals within designated authority schedule for contract rate (either cost per day or lump sum amount); ensure contracts requiring a different signatory by designated authority for timely submission
10. Ensure Safety issues and required parameters are included in contracts to ensure compliance at the time of project execution
11. Ensure project execution adheres to contract clauses accordingly, particularly those that may have commercial impact
12. Manage process of complex project plan preparation of detailed project plans
13. Professional Development of self and team – keep up to date on the business line in relation to trends, techniques, and technologies related. Arrange training in conjunction with Human Resources as per budgetary forecasting and parameters.

ROLE PROFILE

QUALIFICATIONS REQUIRED

- Essential: - Commercial background within the Engineering Industry
- Preferable: Civil or Geo-technical Engineering background

EXPERIENCE

Minimum 5 years commercial background, of which at least 3 years has been spent in Management of a Commercial department and team, of a Geo-technical or Civil Engineering Organization.

Experience in preparing and submitting of proposals, negotiating with prospective clients and winning of bids in competitive environments.

Experience in project management of major civil engineering projects is essential.

SKILLS / EXPERIENCE REQUIRED FOR ROLE

ESSENTIAL
- Excellent Presentation and delivery skills
- Effective negotiation skills with technical and non-technical clients and employees
- Interpret new and complex tenders, contracts, specifications, procedures and understand their technical and commercial implications
- Edit proposals prepared by others, emphasizing FME and Fugro’s strengths and added value within the Region, and Globally, depending on context
- Fluency in English language – spoken and written
- Commercial acumen such that anticipation of issues, delays and unusual items for inclusion in detailed project costing occurs
- Ability to multi-task, work to deadlines and cope under pressure
- Multi cultural awareness
- Communication skills and conflict management skills
- Attention to detail
- Sound knowledge of contractual and legal matters, particularly specific to this region.

PREFERABLE
- Familiar with Geo-technical / Commercial software used by FME, e.g. Navision.