SENIOR COMMERCIAL MANAGER

8 ديسمبر، 2022

0 3 3 دقائق

الوصف الوظيفي

Role:

Develops and leads commercial strategy and provides commercial management and oversight for major competitive tenders and proposals during the pre-contract phase. The candidate will be responsible for leading pre-contract commercial proposal development and associated functions, including a variety of cost estimating, procurement, pricing, and partnering activities in coordination with other groups.

Key Responsibilities:

• Assume leadership and ownership of cohesive and effective commercial offerings for major bids and proposals, while collaborating with business owners to ensure alignment of goals with respect to profitability, competitiveness, and risk profile.

• Actively participate in the management of various proposals, managing assignments amongst the team and ensuring on-time submittals.

• Determine optimal price points for bids and conduct price-to-win analyses; ensure proposal pricing meets profitability rates/targets set by the organization.

• Actively participate and/or lead proposal commercial color and risk reviews, post proposal, and post award reviews.

• Lead negotiation and interaction with JV or alliance partners during the pre-contract phase of projects; take the lead role for establishing partnering and sub consultancy agreements in coordination with business development, legal, finance and business ownership.

• Work closely with business development, technical teams, project managers, pricing teams, finance, project controls, and sector business owners to assess the financial implications of teaming, staffing, and procurement decisions for bids and post-award implementation during the preparation of cohesive, compliant, and effective commercial offerings.

• Review contract documents to assess contract risk and significant exposure to estimated cost if potential risks are experienced.

• Collaborate with all departments to ensure that all contract pricing activities comply with company requirements and policies.

• Prepare detailed deliverables on assigned proposals based on client and project requirements. Review estimates prepared by others to check for completeness, appropriate definition, and accuracy.

• Oversee request for bid or quotation from potential service providers, and incorporate pricing in proposals in accordance with policy.

• Review contract documents to assess contract risk and significant exposure to estimated cost if potential risks are experienced. Assigns reasonable maximum cost and schedule exposure resulting from potential risks.

• Establish and nurture an innovative, challenging, collaborative and high performing work environment, which supports and fosters the Parsons values and culture.

• Lead by example with good people management skills, be team-oriented with the ability to work closely with peers and have the ability to motivate and empower individuals and teams.

• Works collaboratively with colleagues across the enterprise, acting as an exemplary role model and ambassador for Parsons internally and externally.

• Performs other responsibilities associated with this position as may be appropriate.

المهارات

Essential Skills:

• Strong commercial acumen and industry knowledge.

• Comprehensive experience in pre-contract commercial aspects of bids and proposals.

• Exposure to project execution phases, with an understanding of industry standards and approach to business.

• Excellent oral and written communication skills, with ability to present to and interface with executive leadership.

• Interpersonal skills with an ability to bring complex bids to conclusion in a timely and efficient fashion in collaboration with a diverse proposal team.

• Experience with formation of JV and Alliance agreements.

• Keen understanding of and experience with identification of project risk and mitigation strategies.

Key Relationships:

• Supervision Received – VP Strategy and Growth

• Supervision Given – Members of Proposal Pricing team

• Internal Contacts – All employees within Business Development, Bid Studio, Proposal Teams, Finance, Technical Teams, Risk Manager, Senior Management, etc.

• External Contacts – Clients, Subcontractors, Vendors, Suppliers

Qualifications:

• JD in Law or Bachelor's Degree in Business Administration, Finance, Engineering, Quantity Surveying or related field, and typically 10+ years of commercial management experience within a large international consultancy.

• Comprehensive knowledge of industry business practices and the negotiation of prime contracts.

• Strong written and oral communication skills, excellent interpersonal skills, and a working knowledge of PC software packages typically associated with contract administration.

• Strong Pre-Contracts experience.

• Familiarity with industry standard procedures and practices.

• Knowledge of and experience with formation of joint venture and alliance agreements.

• Proven ability for managing and directing work involving complex situations.