General Purpose of Role Manages a Commercial Function for a large location or assigned as Commercial Manager for large projects with high/moderate risk or portfolio of medium/large projects. Provides commercial and contract support and advice to proposal and project teams (pre-award). Monitors that proposals and projects are undertaken in accordance with Commercial Management requirements set out in the Knowledge and Management System covering pricing; risks; contract review, administration, and management; change management; and claims prevention and negotiation (post-award).
Key Accountabilities
Proposal - Commercial Assists Sales activities by advising on commercial and contractual issues including development of commercial strategy, estimate compilation and review, risk assessment and mitigation, commercial reviews and contract / commercial negotiations.
Project Execution - Commercial Assigned to projects either full-time / part-time to manage and advise on all commercial and contract matters. This will include project initiation and set-up, performance to gross margin and cash management targets, risk management and mitigation. Attends project reviews and risk assessment meetings formally held on a monthly basis and participates / leads other project meetings as necessary.
Prime Contract Management and Administration - Understand and manage Worley’s adherence to the prime contract by ensuring project team are briefed on contract requirements and risks, that Worley meets its obligations in terms of timely notifications on contract/commercial items, assists project management team on potential claims, ensures customers meet their contractual accountabilities.
Cost, Revenue and Margin Management - Works with Project Control and Finance to monitor Worley’s performance to achieve revenue, gross margin and cash management targets. Undertakes regular (weekly / monthly) reviews on financial performance ensuring with accountable groups the accuracy and timeliness of critical cost and financial data.
Global Level Details
Global Level Summary Operational leaders implementing strategies within a single functional area or department within a function, defined location or project. May be expected to drive and execute work beyond scope of individual function through cross-functional or special project teams. May manage work directly or through others. Creates a purpose or vision for their own area/department that aligns with organizational goals. Develops and oversees objectives, policies and procedures for current and following year.
Typical Qualifications
University Degree or equivalent in related field or applicable discipline, or equivalent relevant experience. Typically, 15 years relevant experience, with significant broad management experience, including commercial management roles. Experience is typically for FEED, E, EP EPCM and medium/large EPC/EPCM/C/Fabrication project types. Experience in prime contract commercial/contractual negotiations with customers. May have a professional body qualification / registration.
Decision Making
Makes independent decisions and recommendations in the course of managing a significant size project as related to commercial issues. Decisions are for long-range planning, coordination, and technical decisions that can be either specific and/or far-reaching. Develops and oversees implementation of strategic programs and policies for their groups, which may impact the region, location or large project. Ability to manage multiple complex issues through others.
Supervision Received
Operates with broad management authority, receiving minimal technical guidance and control. Limited only by general objectives and policies of the organization. Work is reviewed to ensure company direction meets company vision and mission. Supervised by Project Manager / Project Director or sub region Commercial lead and works with reasonable level of autonomy.
Supervision Authority
May manage team of commercial staff within location or on project.
Systems, Processes & Tools
Understanding of broader systems, processes and tools related to field. Able to teach and help others. May be involved in the development of new systems, processes and tools.
Key Competencies
Health and Safety
Understands and embraces Life.
Leadership
Demonstrates full commitment to HSE matters.
Contractual Understanding
Leads commercial team on projects or team of commercial SMEs within location.
Business Acumen
Oversees, motivates and monitors the performance of the team, ensuring quality and timeliness of assignments and roles, and addresses any performance gaps.
Risk and Opportunity Management
Creates strong collaborative team environment by establishing common vision, setting clear expectations and accountability.
Management of Project Change Provides consulting support to Project Directors/Managers on prime contract management and administration.
Customer and Stakeholder Relationships
Knowledge and experience of prime contracts, including where necessary industry standard contractual forms (e.g. FIDIC, NEC) for Worley projects such as FEED, PMC, E, and EP and medium/large EPC/EPCM/C/Fabrication.
Communication Thorough understanding of the nature of risks as they relate to the engineering and construction industry and captured as special risks in Worley management system.
Project Execution
Ability to work with legal, supply chain management and other functions to relate contractual risks to potential commercial outcomes.
University Degree or equivalent in related field or applicable discipline, or equivalent relevant experience. Typically, 15 years relevant experience, with significant broad management experience, including commercial management roles. Experience is typically for FEED, E, EP EPCM and medium/large EPC/EPCM/C/Fabrication project types. Experience in prime contract commercial/contractual negotiations with customers. May have a professional body qualification / registration.
Company
Worley
Primary Location
ZAF-GT-Johannesburg
Job
Project Delivery Services
Schedule
Full-time
Employment Type
Employee
Job Level
Executive
Job Posting
Jul 9, 2024
Unposting Date
Jul 16, 2024
Reporting Manager Title
Vice President - Sub-Saharan Africa
MEA and APAC, Corporate, Executive Management
Seniority level
Not Applicable
Employment type
Full-time
Job function
Business Development and Sales
Industries
Professional Services
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