Contracts & Commercial Manager
Al Salaf Trading Contracting & Services W.L.L
Total years of experience :11 years, 11 Months
- Managing client relationships and identify opportunities for new contracts/projects.
- Biding on new projects and negotiate contract terms.
- Recruiting and overseeing sub-contractors and suppliers/vendors.
- Development of financial plans including budgeting and forecasting for the short- and long-term contracts/projects.
- Analyzing the business performance, including the profitability, revenue, pricing, and cost of project(s).
- Managing budgets, expenses and pricing and commercial arrangements
- Lead role in advising around pricing for commercial contracts.
- Driving efficiencies to ensure contracts remain financially viable and delivered on/within budget.
- Supporting the Sales and Marketing department by conducting analysis of commercial opportunities.
- Preparing models to assess future profitability of identified opportunities.
- Overseeing and work closely with Quantity Surveyors, Procurement and Estimation department and handling Commercial & Procurement department.
- Assigning to measure performance and set targets to project site personnel (daily/weekly/monthly) during the project(s)
period.
- Participating in the negotiation of contract rates for project and client’s approval as well as identify legitimate and lawful claimable appropriate documentation to client(s) and provide utmost support for contracts arbitrator too.
Business Development & Achievement: -
- Upto Fifty Million Nine Hundred Thousand Qatari Riyals projects
Scope: ROAD & INFRA - Cut & Fill Compaction works
- Upto Three Million Two Thousand Qatari Riyals Rental & Finishing business from different clients.
- Delivering and managing the wholly awarded projects satisfactorily.
Overseeing the activities of personnel, ensuring that a company is on track to meet its goals. Accessing and identifying new opportunity for growth in current prospective market, recruit and train new employees to meet company’s goals, performing the regular employee evaluations to determine areas of improvement, responsible to prepare the comprehensive budget that delivers the right value of business, providing suitable resources, assisting operation & site team, suppliers and subcontractors, establish and grow relationships with appropriate partners, responsible to prepare RFQs, RFPs, Commercial Invoices / Performa Invoices and comply with client’s bidding requisitions, payment recovery and payment follow-ups, maintaining forecast and targeting sales attainment plan. Also, providing day-to-day administrative and management support thereto.
Concurrently handling both companies in adequate ways by overseeing, managing, controlling, staffing & monitoring all personnel in order to meet and achieve endeavors. Whereby developing and implementing strategies aiming to promote the company's mission and assisting the commercial team in order to complete business plans for the attainment of goals and objectives set by the Board of Directors (BoDs), setting targets to all personnel in order to achieve monthly targets, sustaining a long relationship with our existing valued clients like QatarGas / Dolphin Energy for providing IT associates and bringing new clients to leverage business growth / revenue, providing the training and coaching to personnel, adhering high standards and complying with all requisites to enhance the reputation of the company, overseeing all personnel performances, staying abreast of competing markets and providing reports on market movement and penetration, directing all operational aspects including distribution operations, customer service (CSM), human resources (HR), administration, sales & marketing (S&M), meeting goals and metrics.
COOPERATIVE LEVEL SUPPORT & BUSINESS ACHIEVEMENT:
- Handled and managed UrbaCon Trading Contracting (UCC) Site (Semaisma) under my auspicious knowledge and guideline to my team and successfully accomplished in accordance with client’s requisites.
- Set platform for Sales & BD Team to achieve targets on monthly basis
- Established excellent relationships to sustain business continuation with QatarGas & Dolphin Energy.
- Established good contacts in markets with Vendors, Clients interms to enhance and exchange business support.
Bringing out the best of branch’s personnel by providing training, coaching, development and motivation, locating areas of improvement and propose corrective actions that meet challenges and leverage growth opportunities, sharing my knowledge with other branches and headquarters on effective practices, competitive intelligence, Continuously meet new customers, having a brand awareness and help to formulate and drive the brand adequately, staying in-touch with existing customers and ensure their needs are being met, maintaining good sales reports and updating database, business opportunities and needs, addressing customers and employees satisfaction issues promptly. Adhere to high ethical standards and complying with all regulations and networking to improve the presence and reputation of the branch and company, staying abreast of competing markets and providing reports on market movement and penetration, directing all operational aspects including distribution operations, customer, service, human resources, administration, sales & marketing, meeting goals and metrics.
- We are authorized dealer(s) for following brands as mentioned here-under:
Authorized Brands:
Lubricants: Shell, Caltex, Oman-Oil, Wolf (Belgium), Sinopec (Singapore)
Korean Batteries: Roadmane & Challenger
Chinese Tyres: Effiplus, Laxxan, Effitrack, Lander, Kapsen, Good-Tyres
- MAJOR ACHIEVEMENT at SOHAR STAR INTERNATIONAL L.L.C:
Setup / Established New Outlet/Branch in Ghadfan (Sohar - Oman) and made it operational within minimal-tenure.
Also set Sales & Marketing (personnel) targets to achieve it on monthly basis and increased sales revenue of branch.
Provided excellent customer services support & product feedback to sustain sales & relationships with existing customers.
Provided necessary Training / Coaching to New Personnel about products with different lending options.
Additionally, under my auspicious knowledge and support, adequately catered & successfully accomplished “LIWA PLASTIC” a huge project (Roads - Cut & Fill under Orpic / CBI&I in Oman) by providing utmost professional services in order to complete timely and guided my team-members in every step.
Directly reporting to Managing Director, Establishing business and follow-up inquiries and setting appointment meetings with clients, supervising sales and marketing team for business, selling products in FABs basis, bringing business for construction, establishing realestate, and developing International Trading for AGRO Commodities, local trading for electronics, food, materials, giving targets to my team to achieve targets on monthly basis, managing office under my supervision, preparing schedule with team for business. Sub-Contract agreements for construction works, prepare Presentations, Conduct TOP TABLE MEETING (TTM) to finalize Agreements immediately to develop good business deals. Moreover I am responsible to recover the financial balance amounts from customers.
Responsible for 04 senior buyers, 02 admin clerks, 01 shipping clerk, 02 warehouse operatives. Interserve are the plant service division of Interserve Plc providing heavy plant machinery, site accommodation, fleet vehicles, maintenance, facilities, signs, protective clothing, waste management, logistics, haulage, Infrastructure, Food and MEP. ISS currently have a joint venture with Interserve Defence who are responsible for the maintenance, stores, buildings, run ways etc on the Falklands Island, Ascension Islands, Cyprus and Gibraltar with the Ministry of Defence.
I was employed to assist to manage, oversee and implement a new purchasing function for carrying out the procurement of building materials, heavy plant, spares, mechanical / electrical and maintenance spares that are required to carry out the ongoing build of the military airport, sea dock, new buildings, run ways, vehicles, plant, machinery and maintenance on various worldwide contracts including the packaging, documentation, Insurance, manifesting, etc for sea and air-freight. Helpful in banking financial instruments i.e LCs, BGs, SBLCs, TT etc,
Major Tasks:
Develop and manage designated networks of business with critical sub-contractors and suppliers, harnessing the supply chain to win work, add-values to the projects and optimize the transaction costs. To ensure the best practice procurement and commercial/market knowledge is available across all divisions and on all tenders and projects. Direct the formulation of the plans and implementation of actions necessary to achieve purchasing related goals and targets.
Ensure that plans and targets for purchasing are met on schedule and within budget.
Establish and maintain material purchasing policies and procedures that are compatible with best practice.
Direct and control the supplier selection process to ensure the most cost competitive, reliable and quality assured sources are established.
Control and conduct assessments of potential new suppliers to accurately define their capabilities and establish the information required to enable best selections to be made.
Direct and control the processing of quotations, and the preparation and issue of purchase orders to ensure compliance with purchasing policies and standards.
Direct and control supplier involvement in the advanced product quality planning activities to ensure their successful contribution to new product introduction.
Co-ordinate the introduction of engineering changes with suppliers to ensure implementation on time and to cost.
Direct and control price negotiations with suppliers to ensure material cost targets are met.
Monitor supplier quality and delivery performance and direct actions to ensure the resolution of concerns and the achievement of agreed improvement targets.
Control and conduct supplier development and cost reduction activities to ensure that suppliers achieve agreed improvement targets.
Responsible for the commercial and procurement related to all mechanical, electrical and plumbing items requisitioned by sites. Arranging/Rearranging documentation for the supply of sub-contract works, negotiating supply deals incorporating rebates, placing blanket orders with consolidating invoices to reduce the number of orders placed and invoices received, hence reducing administration costs to the business. Awarding contracts to key sub-contractors with the emphasis on strategy implementation and cost-saving together with value engineering. Dealing with commercial contractual related pertains, issues as and when deemed necessary. Submitting commercial proposals to the project management teams on preferred suppliers outlining the added value of using key suppliers. Full involvement with the negotiations and the implementation of Partnership deals giving mutual benefit to both parties. Working closely with estimating function to enable correct input of information for the generation of competitive tenders. Working with the accounts managers to ensure invoice matching is sufficient for payment and to ensure all expenditure on budgets are met and upheld.
Principles of Management, Organizational Behavior, Managerial Economics, Quantitative Techniques in Management, Human Resource Management, Accounting & Finance for Manager, Business Law, Executive Communication, Management Control System Specialization: Marketing Management | International Marketing Management
General Management, Logistics Management, Purchasing Management, Supply Chain Management
General Management, Sales Management, Marketing Management, Customer Relationship Management
Strategic Business Management, Marketing Management, Human Resources Management, Business English, Project Management, Business Information Systems, Organization Behavior (Analysis)
Foundation Stage: Basic Accounting Tests & Techniques, Industrial and Commercial Laws, Strategic Business Management, Corporate Governance Certificate Stage: Advance Accounting Concepts, Financial Statement Analysis, Business Taxation, Fundamentals of Financial Management Professional Stage-I: Strategic Business Communication, Cooperate Performance Evalution, Managerial Accounting & Decision Making, Professional Values & Ethics Professional Stage-II: IFRS & External Independent Reports, Financial Management Policy & Procedure, Total Quality Management, Audit & Assurance
Gateway to AcFA