Commercial Manager MEI
Fugro
مجموع سنوات الخبرة :10 years, 9 أشهر
Efficient & Effective delivery; Coordinate all responses about the scoping review, bid/proposal preparations onshore offshore, in the Oil and Gas industry, final approval pre-qualification and selection of bids, proposals and contractors. Ensure active and accurate delivery through all stakeholders-Ensure support for effective organising, maintaining contract administration to ensure contract compliance.
•Engagement & Providing feedback-Maintain relationships with key stakeholders and experts related to successfully implementing value-based contractual framework with partners and clients. Setting process standards, providing guidance, and collecting feedback on commercial processes with internal stakeholders (i.e., adoption or adaption).
•HSE/Compliance- Shows and applies genuine management commitment and exemplary leadership to deepen and strengthen our safety culture, with a specific focus to ensure new developments drive down HSE risk. Ensure that all staff involved in implementation and pilots continuously apply the Fugro values, complying with the Code of Conduct and adhering to the Fugro Life Saving Rules of HSE by securing a healthy and safe working environment.
•Delivering Results - Actively focused on achieving sustainable results with a passion for success and still strives for commercial excellence in all goals. Encourages positive working relationships with external parties such as the customer, suppliers, and contractors.
•Influencing - Ability to work well alongside peers, colleagues, and partners to positively impact business performance. Ability to persuade and negotiate the right value-based agreements.
•Change Agent - Drives organisational and cultural change to facilitate organisational development. Deals with ambiguity. Making positive use of the opportunities it presents. Connecting - Supporting internal and external clients to see the value, understand the benefits and adopt the remote solutions. Attune and confidently act to their needs, adding value and building strong relationships.
Regional SL Commercial Manager June 2022 - September 2023
l Efficient & Effective delivery - Coordinate all responses about the scoping review, bid/proposal preparations onshore offshore, in the Oil and Gas industry, final approval pre-qualification and selection of bids, proposals and contractors. Ensure active and accurate delivery through all stakeholders-Ensure support for effective organising, maintaining contract administration to ensure contract compliance and contract negotiations. Generating high quality and compelling, comprehensive and consistent bids.
l Engagement & Providing feedback as a commercial advisor -Maintain relationships with key stakeholders and experts related to successfully implementing value-based contractual framework with partners and clients. Setting process improvements & standards, providing guidance, and collecting feedback on commercial processes with internal stakeholders (i.e., adoption or adaption). Commercially and technically sound strategic presentations to management on key firm proposals. Ensuring appropriate levels of governance and accuracy is applied to a winning strategy. Management of the creation of winning tenders through full bid lifecycle from Bid/No-Bid through to customer negotiation and Contract Award Definition and implementation of a winning bid strategy ensuring a breakdown of tender requirements and coordination of all technical, commercial, and financial aspects of the estimation and proposal creation process (including pricing structures, subcontract partnerships etc. Comprehensive experience in pre-contract commercial management aspects of bids and proposals.
l Preparation and coordination of compelling tender documentation ensuring high levels of consistency and quality, that adequately captures our offer, provides an accurate baseline for a future project, incorporates lessons learned, and mitigates company risks. HSE/Compliance- Shows and applies genuine management commitment and exemplary leadership to deepen and strengthen our safety culture, with a specific focus to ensure new developments drive down HSE risk.
l Delivering Results - Actively focused on achieving sustainable results with a passion for success and still strives for commercial excellence in all goals. Encourages positive working relationships with external parties such as the customer, suppliers, and contractors. Determine optimal price points for bids and conduct price-to-win analyses; ensure proposal pricing meets profitability rates/targets set by the organization. Oversee request for bid or quotation from potential service providers, and incorporate pricing in proposals in accordance with policy.
l Influencing - Ability to work well alongside peers, colleagues, and partners to positively impact business performance. Ability to persuade and negotiate the right value-based agreements.
l Change Agent - Drives organisational and cultural change to facilitate organisational development. Deals with ambiguity. Making positive use of the opportunities it presents. Connecting - Supporting internal and external clients to see the value, understand the benefits and adopt the remote solutions. Attune and confidently act to their needs, adding value and building strong relationships
Developed proposal structures that met or exceed solicitation requirements working in adaptive environment in the construction and engineering space (EPC). Built proposal compliance matrices and track the fulfilment of all aspects of these matrices through the lifecycle of the proposal.
•Storyboarded sessions with the bid team, the PMO and key stakeholders and created innovative responses to the customer. Planned key stages of tender proposals and allocated appropriate deadlines with follow -ups to ensure all deadlines were 100% adhered to, both within the department and outside of the department.
•Delivered comprehensive, tailored written proposal responses that incorporated winning strategies that had been developed and agreed upon by the business development directors (BDD). Writing and editing proposals according to brand and standards. Proofread ensuring consistency of messaging, comprehensive, compliant and consistency.
•Pro-active in escalating all issues as required to ensure compliance is achieved within reasonable timeframes. Takes initiative and accountability to get the job done. Liaised with internal key stakeholders across the company to cope with development of quality, professional proposals in a pressured and deadline driven environment.
•Skilled in both identifying of information required to comprehensively develop proposals and sourcing such information through interaction with colleagues. Analyse gaps in the information provided and ensure accuracy with consistency in messaging in proposal submissions.
•Cooperated with the Commercial director in all bid handover workshops to mobilization and operations teams and lead on the technical and commercial submissions. overview ensuring all key details were well presented into future technical and commercial proposals for critical mission bids in UN, UNICEF, WFP funding missions, medical, global health and humanitarian projects.
•Handled all business process management (rams), training and coaching internal teams on bid process and best practice, responsible for cost-planning and procurement process.
•Governance gates keeper ensuring legal compliance on all bid submissions. Ensuring the tdgt&HSEgltittddlitithiMiddlEtit
• Developed proposal structures that met or exceed solicitation requirements working in adaptive environment in the construction and engineering space (EPC). Built proposal compliance matrices and track the fulfilment of all aspects of these matrices through the lifecycle of the proposal.
• Storyboarded sessions with the bid team, the PMO and key stakeholders and created innovative responses to the customer. Planned key stages of tender proposals and allocated appropriate deadlines with follow -ups to ensure all deadlines were 100% adhered to, both within the department and outside of the department.
• Delivered comprehensive, tailored written proposal responses that incorporated winning strategies that had been developed and agreed upon by the business development directors (BDD). Writing and editing proposals according to brand and standards. Proofread ensuring consistency of messaging, comprehensive, compliant and consistency.
• Pro-active in escalating all issues as required to ensure compliance is achieved within reasonable timeframes. Takes initiative and accountability to get the job done. Liaised with internal key stakeholders across the company to cope with development of quality, professional proposals in a pressured and deadline driven environment.
Responsible for working closely with the winning teams, key accounts team and directly with multinational customers to understand their solution requirements, ensuring all digital technology solutions provided, meet the same cost saving principles and proper explanation of valued proposition.
•Provided strategic business analysis services to enable transparency and a thorough understanding of current & historical business activities for user communities. Build business cases with sales. Chaired key meetings associated with their scope including consultants and contractors.
•Dexterously defined deal closure strategies and managed the negotiations team, ensuring a consistent approach across negotiations, delivering governance, and facilitating tactical negotiations by maximizing outcomes for contracted solutions. Developed winning bid submissions by reviewing, analyzing researched databases, content management and bids for the benefit of the company.
•Acted as entrusted advisor on major projects and proposals while adding on 100% value to pursuit deal strategies. KPI to increase win rate and revenue. Create winning innovative presentations for clients workshops on best bespoke solutions, sourcing best knowledge and expertise from across the board for parametric and past performances showing evidence based capabilities. Sourcing content and engaging with graphics marketing teams for branding and content management.
•Identified suitable and trustworthy partners (B2B) to take part in bids and explore competitive sources of supply within projects. Reviewed information (demands, supply, and proposals) to ensure bid alignment with the organizations mission and vision.
•Promoted competitive and sustainable bids by working with internal stakeholders providing key input into strategic bids/proposal development aiming at achieving short term & long-term goals. Supervised the entire bid management framework by creating effective project plans to deliver timely bid requirements. Provided concise contract and commercial advice to clients.
Managed a team of bid coordinators in delivering winning and compelling bids across multidisciplinary EPC projects (water/transport/building/oil gas/environment/energy) to external clients.
•Adapted to multi-disciplinary environments across different landscapes and cultures with internal and external customers. Working on large complex projects across multiple countries.
•Spearheaded business operations by managing a defined process and working on large complex integrated solutions to create efficiencies in workflow.
•Established cordial relations with internal and external customers, reviewed requirements, and corporate governance. Act as a trusted advisor and a brand ambassador to the ambassador.
•Adapted to changing priorities in a very dynamic fast-paced environment with demonstrated ability to exercise tact and diplomacy to effectively resolve quality and production of all problems in stressful situations with critical deadlines.
•Collaborated with key account managers and partners aligned with their strategic plans (roadmaps) on strategic accounts driving the production of winning bids by taking ownership of the entire bid process. Build relationships and develop long term customer strategies.
•Implemented the highest quality standards (ISO 9000 & 14000, 14001), process consistency and iterative improvement
•measures. Managed virtual bid teams, multiple stakeholders: account leads, technical teams, commercial, and legal departments. Used Tender bidding strategy to coordinate the Tender & Contracting (T&C) business across the market resulting in zero error submissions with strong reporting capabilities.
•Arranged all post bid reviews with customers, post-contract award, contract laws and maintained registrations and other necessary documents required for submission of bids, acted as the primary escalation point if issues arise.
•Collaborated with commercial teams in ensuring the proper pricing (rates cards & fees) of tenders in line with clients budgets. Key objectives to increase win ratio of the business. Arranged and facilitated skills transfer and knowledge sharing training sessions amongst the team.
•Chaired meetings and conference calls for stakeholder engagement for implementing stringent streamlined bid processes and governance with compliance. Created monthly educational bulletins to communicate bids awarded, bid practices, lessons learnt and latest trends across the organization.
Supervised all sectors (water/transport/building/oil gas/environment/energy/infrastructure) and clients across GCC & Africa, compiled and managed commercially sound bid operations for all regions.
•Directed and guided 12 resources within the CBO and other bid resources by providing support and sharing knowledge on bids, business strategies, EPC contracts, commercial, legal, and risk management across seven regional offices.
•Maintained a bid register of all bids and reported statistics on changing trends by conducting quality assurance reviews and business improvements on all bids.
•Strategically planned and disseminate all bid activities, milestones, and set tasks with deliverables, ensuring consistency following the RHDHV bidding process by driving best practices in line with global standards.
•Work with senior leaders to develop winning proposals for strategic prospects: price to win strategies.
•Led the team in documenting all bid meetings with standard agendas, minutes, action items, bid plans which included marketing collateral of brochures, case studies, and campaigns. Support the business unit with market segmentation with strategy and key targets.
•Collaborated closely with resources/clients in formulating bid strategic plans and client presentations to achieve all goals. Liaised with technical experts, consultants, and leaders across the business, as well as external partners, suppliers, multi- vendors (B2B), and clients to achieve business growth.
•Being environmentally social and compliant on bids and encouraging good social impact on bidding.
•Shared monthly status reports on pipeline and win rates with the leadership as well as bid office teams and take part in tender committee meetings. Discuss lessons learnt and document knowledge gained for future projects
•Acted as the focal point for the bid studio to internal clients, the business development managers, and proposals teams.
•Identified and proposed improvements in internal processes against best practices in pursuit of greater efficiency in line with relevant standards to define intelligent solutions for issues confronting the function.
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Managed and chaired the entire African and Middle East bid desk for all MNC and OPCO bids for the global sales enterprise business department in 25 regions in Africa and the Middle East.
•Responsible for positioning the company as a leader in the enterprise solutions market through a well-managed bid portfolio, which met the corporate business market demands and government contracts for multinational accounts.
•Strictly adhered to all government regulations and health &safety prescribed to tender formats ensuring all services was in line with quality standards (ISO) and aligned with customer requirements.
•Documented end-to-end project management, including monitoring, planning, execution, and aligning bid office with the groups strategy.
•Efficiently managed bid coordinators activities, including supervision, support, training, and career development. Contributed to the development, and achievement, of the companys performance objectives, ensured the cascading of the performance objectives within the department were established by monitoring mechanisms to ensure delivery of these objectives and a performance driven culture was promoted.
•Contributed actively to qualification discussions ensuring that a cleared bid/no bid discussion was taken early for each potential loyalty opportunity that required strategic planning support. Maintain and report tender bid statistics to stakeholder management.
•Facilitated all pre-proposal planning meetings with sales and digital solutions and multi products teams to ensured maximum steps were taken to maximize the proposals chances of success, by establishing a clear strategy to storyboard proposal content and structure.
•Built and lead a team of supervisors and coordinators that provided high-quality pitch service for the EMEA region and beyond, developing RFIS, RFPS and proposals.
•Guided bid management teams by planning and resource scheduling to ensure good bid management practices were applied. Worked closely with sector marketing and creative teams to visualize and identify illustrations needed for the proposals. Build concrete relationships with internal and external lines of business and multi-vendors and partners.
•Complex Solutions Management - being proactive in leadership and ethical decision making which serves as the best interest to the whole organization.
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