Commercial Manager - New Business & Proposals

 

PURPOSE OF JOB ASSIGNMENT: 

To manage a team that develops and undertakes industry and competitor analysis and interprets market and financial information across all sectors to identify, propose and develop strategies and new business opportunities. Supporting Project Directors in detailed analysis of specific opportunities including market analysis, financial modelling and competitor analysis. Manage the overall bid process through to submission to the client.

RESPONSIBILITIES:

The responsibilities of the position include:

·  Undertake market and industry analysis to aid in identifying new opportunities for our company across existing industry group and entry into new industries.

·  Undertake competitor analysis and report comparisons.

·  Identify trends and growth prospects within respective industry groups.

·  Liaise regularly with Project Directors to develop and implement strategies to win new work.

·  In conjunction with Project Directors and SVP Strategy & Development, review commercial aspects of potential contracts for contractual, technical, commercial risks and potential for success and profit.

·  Act as Bid Leader for opportunities within their respective industry and coordinate/develop the tender bid strategy with Project Directors for submission to the Strategic Review Committee (SRC) and ultimate submission to the client.

·  Aid in developing growth strategies based on industry analysis.

·  Identify potential acquisition targets to organically grow the company and support M&A activity as required.

· Creation of new models or adaptation of existing models to monitor industry competitors and new business activities.

·  Sensitivity / risk analysis as required.

· Liaise with and respond to ad hoc requests from senior executives to assist with analysis/planning.

·  Undertake other projects as directed by SVP S&D.

· Develop, recommend, and implement new ways to structure processes and record keeping systems within S & D Group.

 

AUTHORITY: 

The incumbent has the authority to:

Take any reasonable steps to ensure that the business analyst tasks are carried out effectively, consistent with the responsibilities of the position and subject to any limitations set by the SVP Strategy & Development and/or Corporate Policies, Procedures and guidelines.

ACCOUNTABILITY: 

Accountable for the delivery of “ pipeline “ of new business opportunities and tender submissions and the effective resourcing of analytical requirements within the Strategy & Development division.

Results are reviewed as part of the Annual Staff Performance Appraisal.

KEY WORKING RELATIONSHIPS:

The incumbent will have a working relationship with; SVP S&DProject DirectorsBusiness Analysts across the CompanyOperational Staff involved in Tender preparationsBusiness Information Systems - Managers

The incumbent will be required to develop relationship with; Various Sites / Operational Personnel Senior Managers as appropriateClients as appropriate

The incumbent will have some involvement with; Chief Executive Officer Chief Strategy Officer – CSO Chief Financial Officer – CFO

 

KEY PERFORMANCE INDICATORS

· Number of new major business opportunities converted to wins annually

· Recognition by internal network as customer focused team contributor

· Timely and accurate analyses and reporting

· Success of key working relationships with other stakeholders - subordinates, peers, senior management, industry representatives and clients

· Contribution to departmental financial results by internal process improvements resulting in productivity increase

RISK, HEALTH, SAFETY, QUALITY & ENVIRONMENT: 

· Comply with Risk Management, Quality Assurance and Health, Safety and Environment management systems, including statutory obligations.

· Initiate actions to prevent the occurrence of non-conformities in processes or systems.

· Identify, initiate, recommend and assist in the issue resolution process.

· Promote a positive HSE culture in the workplace.

KEY ATTRIBUTES:

§ Strategic Orientation: The incumbent will have an ability to identify opportunity and ideas to establish long term plans that align to company strategy

§ Business Orientation: The incumbent should quickly develop a comprehensive understanding of the company’s business and strategic direction

§ Interpersonal Skills: The incumbent should present influencing attributes with an ability to maintain effective relationships and maintain a professional image.

§ Problem Solving & Decision Making: The incumbent should possess strategic decision making skills.

TECHNICAL COMPETENCIES:

· Strong Project management skills and an ability to deal with multiple internal and external stakeholders to mange an effective outcome.

· A minimum 5 years experience in a Project management, commercial or business development related function.

· Strong analytical / financial skills with significant commercial understanding demonstrated by a track record of past success.

· Essential to have experience and an understanding of the business development environment and the interplay between contracts, operations and commercial outcomes.

· Business Degree qualifications in a relevant related business discipline (MBA, etc).

· Advanced problem solving and decision making skills. Able to analyse, synthesise and select the appropriate solution from a range of competing solutions

· Ability to see connections between disparate pieces of information and to logically and systematically break down multi-dimensional problems into easily understood concepts or component parts. Generate multiple solutions and lead selection of best solution

· Ability to manage ambiguity by analysing problems that may be ill-defined by gathering more data or seeking clarification

· Advanced personal presentation and communication styles and methods to establish credibility and communicate information and ideas effectively and appropriately

· Ability to identify & understand trends and conceptualise and select goals, opportunities and strategies that produce significant business impact

SPECIAL CONDITIONS:

§ The job function will primarily be based out of the corporate office in Richmond with the potential for travel as required.