Key Objectives:
• Actively contribute to the UK Senior Leadership Team (SLT) and the UK Lead Commercial Team, as a leader within the Commercial function
• Assist in delivering the growth strategy for Energy Transition, ensuring the proactive management of commercial risk vs reward across the growing portfolio
• Delivering gross margin targets on a predictable basis
• Ensure the entering into contract process is controlled in accordance with Company AIMS procedures
• Provide scrutiny to the commercial process, ensuring opportunities to maximise margin, and minimise costs are identified and capitalised upon
• Implement the agreed Operating Rhythm to ensure timeliness and accuracy of monthly reporting
• Ensure the veracity of contract financial reporting including CVR’s, Forecasts, Risk and Opportunity, and Budgets on a “no surprises” basis
• Minimise working capital and maximise cash collection
• Implement contract commercial improvement and contract recovery plans in conjunction with HOC Contract Improvement when required
• Lead the Energy Transition and Asset Management commercial team, ensuring the org structure is fit for purpose
• Provide mentoring and coaching to the commercial and operations teams
• Build and develop long term relationships with internal and external customers
• Identify commercial and contract strategies to secure more work and maximise gross margin
• Provide commercial expertise to the Winning Work process
• Maintain a culture of continuous improvement, promote open challenge to existing working practise and ensure opportunities to improve are identified and implemented
• Comply with the Company governance and AIMS procedures including DOA, Bid Authority Matrix and Large Order Procedures
Main Activities:
• Provide expert commercial support to the VP Major Projects and VP Asset Management and their operational team
• Maintain an effective interface with other functional leaders including finance, digital, procurement, risk and operations
• Take a shared accountability with Operations for the preparation and delivery of monthly CVR’s, Budget, Forecasts and monthly financial reporting ensuring “no surprises”
• Provide analysis to ongoing contract performance and identify opportunities to enhance and build on revenue and margin returns
• Support contract commercial improvement and contract recovery plans
• In conjunction with HOC Commercial Improvement, where a contract is identified in “special measures” assist in ensuring a clear commercial and contract recovery plan is established, key actions identified, and lead the implementation of actions
• Support the winning work process and development of commercial models in new markets, with new customers and with new products or services
• Ensure all new work is secured in accordance with the requirements of Company procedures, e.g. DOA, BAM
• Provide constructive input into tender and estimate evaluation and enhancement
• Lead complex contract terms negotiations through to conclusion and in accordance with Company procedures
• Maintain a network of working relationships with key strategic customers
• Ensure commercial supply chain management of technical suppliers and subcontractors is administered in accordance with the relevant contract.
• Provide support to any legal proceedings regarding clients or supply chain.
Qualifications and Experience:
• At least 10 years post-grad experience working for a construction main-contractor, with at least 5 years in a senior commercial management capacity.
• Experience of mechanical scope in process, carbon capture or power generation industries preferred. Major civils background will be considered.
• Experience of managing EPC contracts throughout the contract lifecycle
• A track record of delivering sustainable gross margin returns across a portfolio of projects
• Knowledge and expertise of commercial and contract management practices, standards, systems and processes
• Ability to robustly manage difficult commercial negotiations whilst maintaining good customer relations
• Ability to delicately manage complex contractual relationships and disputes with the aim of dispute avoidance where at all possible
• Experience of managing and/or supporting legal disputes with clients and supply chain, maintaining relations where possible
• Understand key drivers of Contract delivery
• Sound knowledge of standard form contracts and contract law
• Knowledge and experience in applying continuous improvement principles within change improvement programmes
• Experience of managing a commercial team consisting of QS’s, Commercial Managers, Cost Engineers etc. Experience managing a geographically diverse portfolio preferable but not essential.
• Strong interpersonal skills
• Ability to interface and represent the business with customers and suppliers.
• Ability to coach and communicate with enthusiasm