Director, Commercial & Business Development

1. Job Purpose: (1 or 2 sentences explaining why the job exists and what it needs to achieve)

To contribute to the Company equipment commercial through providing financial and cost support, monitoring contract and commercial performance, reviewing all types of bids before submission, assessing different types of risks in order to protect the Company’s interest and contribute to the overall profitability.

1. Principal Accountabilities: (the 6-9 main areas of responsibility)

Strategic Planning

1. Develop Commercial & Business department strategy in line with the Equipment unit strategy to support the achievement of department objectives
2. Ensure implementation of Commercial & Business department strategy and related strategic plans in order to achieve agreed-upon strategic goals and objectives.
3. Develop, and update the Commercial & Business department organization structure – with compliance to relevant policies- to ensure meeting different business needs and requirements.

Budgeting

1. Prepare and recommend the Commercial & Business department budget by conducting analysis and preparing data related to specific elements as directed.
2. Monitor the financial performance of the Commercial & Business department against the Equipment department so that areas of unsatisfactory performance are identified and rectified promptly, and potential performance improvement opportunities are capitalized upon.

Operations Management

1. Lead the daily operations of the Commercial & Business department to ensure that work processes are implemented as designed and comply with established policies and procedures.
2. Ensure the execution and delivery of internal projects by planning, organizing, and overseeing various project activities to ensure meeting agreed with project parameters (cost budget, timelines, scope, and quality)

Equipment Contract and Bids

1. Review all the RFQs and RFPs, bid and tender documentations and give recommendations
2. Review and assess all the contracts and identify commercial risks and opportunities to protect the Company interest
3. Ensure that all the risks are properly identified and addressed prior to the submissions of RFQs, RFPs, bid and tender documentations
4. Provide support when needed for projects operations and contracts functions in post-tender pre-contract negotiations
5. Support projects operations management during subcontracting processes and phases, assist in initial scope meeting review, develop subcontract scopes of work, distribution and execution processes
6. Provide contractual, financial, and commercial support when needed to Finance and projects operations departments in order to ensure the profitability of all projects

Equipment Commercial Tasks

1. Build relationship with equipment vendors through Procurement department in order to keep requirements ready when needed
2. Help set the equipment annual requirements plan and execution that matches with Operations Departments existing/new/shutdown projects in alignment with Finance & Supply Chain Departments
3. Monitor equipment financial performance versus the plan so that the business is aware of anticipated costs/revenues, areas of unsatisfactory performance are identified, and potential performance improvement opportunities are capitalized upon
4. Direct and monitor overall commercial performance of equipment in order to maximize margins and project profitability to contribute to the overall success of projects
5. Work closely with Finance department to prepare and revise information regarding reports related to equipment cost control and cost management to contribute to budget management
6. Develop a high level of understanding related to construction issues, and work with projects operations on developing proper techniques and solutions to enhance project performance

People Management

1. Direct the activities and work of subordinates and evaluate their performance by providing formal and informal feedback to ensure that all work within a specific area is carried out in an efficient manner and in accordance with set individual targets.
2. Stimulate subordinates and handle the identification of opportunities for continuous improvement of systems, processes, and practices taking into account ‘international best practice’, improvement of business processes, cost reduction, and productivity improvement.

Policies, Processes & Procedures

1. Recommend improvements to Commercial & Business department policies and direct the implementation of procedures and controls covering all areas of Commercial & Business activity so that all relevant procedural/legislative requirements are fulfilled while delivering quality, cost-effective services.
2. Ensure compliance with all relevant safety, quality, and environmental management policies, procedures, and controls across the department in order to guarantee employee safety, legislative compliance, and a responsible environmental attitude.
3. Ensure the implementation of various information security practices and standards to ensure compliance with relevant policies and the protection of the Company’s data and information

Required Academic Qualification

1. Degree

Bachelor+

1. Specification

Engineering, Business Management or Finance

1. Years of Experience

• 15+ years of relevant Equipment Commercial & Business experience in contracting
• 10+ years’ experience in managing a similar function
• CPA, CFA Certificates
• Skills and Competencies (What is required for fully acceptable performance in the job?)