Commercial Manager - MSC Asia Pacific

Job Description

Who we are

Increases our proposal win rate and meets business growth and profitability goals by

(1) driving winning pricing strategies for strategically important projects,

(2) participating in the proposal approval process (if applicable),

(3) serving as an escalation point for proposal teams on T&Cs, contractual reviews and pricing strategy,

(4) having a certain level of authority on go/no-go decisions and pricing, as delegated by regional and/or Service Line management and

(5) overseeing efforts to develop local or Service Line competitor analysis. Works in collaboration with project management and sales/Business Development teams. Manages a team of proposal management professionals, coordinators and assistants in one country and/or Service Line. Trains and coaches commercial team staff and helps manage their professional development.

Job Description

• Ensuring proposal strategy meetings are carried out for all proposals.

• Responsible to provide strategic overviews to SLM/SLD’s to make bid or no-bid decisions prior to proposal development process is continued

• Review tender/ project requirements and identify deliverables.

• Plan, attend and document appropriate review meetings and risk assessments held with clients, subcontractors and equipment manufacturers.

• Ensure Tender coordinator monitor’s subcontractor and equipment manufacturer progress and raise/answer queries.

• Ensure Tender coordinator liaises with technical teams/SL’s to ensure equipment is available in sufficient time to meet commercial project schedules.

• Liaise with team over commercial project scope of work and deliverables.  Ensure all interfacing requirements are engineered and delivered in accordance with the project schedule.

• Day-to-day engineering and co-ordination of live commercial packages.

• Attendance at project and client meetings and HSE reviews when required

• Promote standardised processes and workflows to ensure most optimal and efficient delivery of proposals.

• Ensure BMS compliance and coordinate / supervise audits (internal / external)

• Ensure lesson learnt process takes place and key commercial outcomes incorporated into future tender development.

• Takes part in high value (>US$5million) Contractual discussion and clarifications activities with Client.

• Support SLM/SLD’s seeking internal approvals as required to expedite acceptance and approvals in accordance with the RACI.

• Joint efforts with BLD, SLM/D and RSSM :

  • Supporting the development of the regional strategic plan with the SLM/SLD and RSSM teams to identify the market niche, growth plans and targets. Working towards building the backlog at a level that facilitates achieving the targets

  • Supporting in the development of potential business opportunities and direct the promotion of the Company’s approach, capabilities and resources through client contact, appropriate presentation and promotional documentation and taking the lead role in informal contact and formal presentations.

  • Planning and coordinating sales efforts to increase the customer base and future backlog.

  • Close collaboration with the SL’s to build the revenue base through increased sales and marketing efforts to increase tendering and negotiated contract opportunities

• Maintains the L2C sales funnel and improves CRM management processes and systems (Avalon). Support business lines with regional sales funnel, forecasting process and CRM system (Avalon) to improve the effectiveness of the regional business line commercial teams.

• Supports regional market reviews and competitor intelligence and analyses to optimise proposal win rate and promote Fugro’s differentiators. Responsible to ensure that Avalon is up to date with regards to such competitor information.

• Enabler of commercial information for SLM/SLD to perform their revenue budgeting based on information available on Power BI dashboards with up to date information on Avalon 

• Champions regional proposal processes, EBIT objectives  and terms & conditions structure in line with the global pricing strategy to optimize the commercial effectiveness

• Drives development, performance appraisals, identifies high potential staff and succession planning of staff from diverse backgrounds to enhance our leadership capacity and achieve excellence. Is involved in business line commercial appointments. Ensures retention and advancement of high potentials and key contributors across the organization utilising the CEP programme

• Working with Project Directors and Project Delivery Managers to understand lessons learnt from projects and ensure that the commercial models are adapted to reduce likelihood of commercial leakages within bids.

About You

• You hold a Bachelor's Degree in a related discipline.

• You have 10-12 years of experience in a similar role.

• You are an expert in Commercial Management.

• You are proficient in English.

What we Offer

• Competitive salary with Annual Wage Supplement

• Generous paid-leave

• Career & training opportunities (international opportunities possible)

• Company shuttle from various pick-up at MRT stations across Singapore

• Collective health insurance and outpatient benefits;

• Employee Assistance Programme (EAP) to provide help when you need extra support.

• Additional benefits: Long Service Awards, Professional Membership, Weekly fitness-related activities, etc)

**Benefits may vary according to position/contract/grade level.

Our view on diversity, equity and inclusion

At Fugro, our people are our superpower. Their variety of viewpoints, experiences, knowledge and talents give us collective strength. Distinctive beliefs and diverse backgrounds are therefore welcome, but discrimination, harassment, inappropriate behaviour and unfair treatment are not. Everybody is to be well-supported and treated fairly. And everyone must be valued and have their voice heard. Crucially, we believe that getting this right brings a sense of belonging, of safety and acceptance, that makes us feel more connected to Fugro’s purpose ‘together create a safe and liveable world’ – and to each other.

How to apply

• Please include your latest resume in the application.

• Please describe your working rights in Singapore (work pass sponsorship is subject to quota and availability).

• We regret to inform that we will only process applications made via our Careers website (and other linked portals) and only shortlisted applicants will be contacted.

Disclaimer for recruitment agencies:

Fugro does not accept any unsolicited applications from recruitment agencies. Acquisition to Fugro Recruitment or any Fugro employee is not appreciated.