Commercial Director

Job Description
Job Purpose:
Responsible for sales, business development, marketing & communications and
proposal development to promote and sell Fugro's products and services.
Works to improve the organization's market position and achieves financial
growth.
Key responsibilities:
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 bid/no-bid decisions and pricing,
as delegated by regional management,
(‎5) overseeing efforts to develop global and/or Business Line competitor
analysis and
(‎6) driving innovation within the commercial and proposal development
discipline. Works in close collaboration with project management and
sales/Business Development teams while simultaneously developing and
maintaining strategic relationships with one or more key regional or Business
Line accounts. Manages a regional team of Commercial Managers and Senior
Commercial Managers, proposal management professionals, coordinators and
assistants in a given Regional and/or Business Line. Coaches commercial team
staff and helps manage their professional development while also supporting
mobility of staff across Fugro.
Also, Responsible for proposal development, from the initial analysis of
client requirements to the proposal preparation and submission to the client
and more;
* Risk Assessment
* Cost Preparation
* Time Management
* Collating input on technical solutions and deliverables.
* Submission
* Planning and Quality
* Review scope and specifications and identify necessary technical leads.
* Provide provisional recommendations for achieving client objectives.
* Provide support on resolution of contractual and commercial issues.
* Interpret financial, operational and commercial insights.
* Ensure Safety issues and required parameters are included in contracts to ensure compliance at the time of project execution.
* Participate in contract required, technical or project related meetings, internally and externally.
Required Skills and Behaviors:
People Management: Communicates appropriately and effectively with a range of
people on a variety of subjects in order to inform, educate or influence them.
Processes and provides data / information to meet business requirements.
Client Oriented: : the ability to identify, meet and sometimes exceed the
needs and expectations of (external or internal) clients, resulting in (long-
term) client satisfaction.
Delivering Results:
* Knowledge of Project Management Areas - project scope management, project time management, project cost management.
* Industry specific management knowledge - lifecycle management, product development methodologies.
* Able to solve critical problems that require major technological advances and extensive development.
* Consult extensively with a high degree of reliance placed on scientific interpretations and advice.
* Direct team members or individuals assisting on projects. Mentor performance excellence and adherence to quality standards.
Financial:
* Prepare the Profit Plan with the General Manager.
* Outline investment requirements and prepare investment budget with the Managing Director and Financial Controller.
* Establish marketing budget.
* Provide marketing information for quarterly reports.
* Prepare financial forecasts for projects awarded.
* Assist in annual budgeting and quarterly forecast review.
* Assist with checking monthly Invoices
HSE Responsibilities:
* Following instructions that are in line with company policies and guidelines
* Learning and executing operational procedures on Health, Safety and Environmental Protection for the job in hand
* Using personnel protective clothing and equipment as provided
* Reporting any hazardous condition to the immediate supervisor and warning colleagues for their safety or health as necessary
* Reporting any accidents, however small and near-misses to the immediate supervisor
* Participating in HSE meetings
* Participating in HSE promotional activities
* Participating in safety drills and carrying out designated functions during such drills
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.