Commercial Manager (Business Development) in ENG, London, United Kingdom

Job Overview:
 
We are seeking someone who is driven and passionate to play a key role in the Business Development function in our company.  You will be based in the offshore Business Unit headquartered in Paddington from which regular travel in EARC region will be required.  The Commercial Manager for Offshore will be responsible for the following:
 
Key Responsibilities/Accountabilities: 
  • Contract Development develop manageable contract execution plan which meets the customers needs. Provides leadership and strategy to develop pricing, concise proposals and contracts in a timely fashion. Liaison with other departments to collaborate and resolve legal, financing, tax, or other issues.
  • Performance Ensure that projects sold meet guidelines by assisting in screening opportunities, contract negotiation, risk identification, profit potential and analysis, and communication of customer needs and expectations. 
  • Customer Relations Provide a pivotal role in the development of positive customer relationships which result in increased business. Ensuring the relevant levels of the Client and McDermott are zippered together. Listen to customer needs and assist in the development of project proposals and estimates that satisfy those requirements and provide opportunities for McDermott. Extensive travel to EARC region will be required to fulfill the role 
  • Contract Development Team Interface Provide important customer information regarding issues and needs to the Proposals and Estimating Team in a timely fashion.Establish priorities and set schedules for members of the pursuit team as they relate to pre-contract efforts, and manage pre-contract costs. Provide key strategies and themes to help win the job. Participate and assist in transfer of awarded projects to Operations. 
  • Account Management Maximize McDermotts position with key accounts, key contacts and other critical sources of work. Lead account teams by prioritizing endeavors and focusing efforts to obtain new work. 
  • Market Data Work with the business analysts to ensure accurate monitoring of new opportunities as well as reporting our as-bid data for Market Analysis and tracking the award of projects either to McDermott or our competitors and reporting accordingly 
  • Bidding Strategy Ensure that a capture strategy is developed for all new prospective work, encourage technical and commercial innovation, to help win additional work for McDermott at agreed margins of profit, with all risks identified and quantified in accordance with McDermott procedures 
  • Contract Negotiations Support nominated Project Manager, Director Commercial and Negotiator team leader with detailed back-up and analysis as well as relevant correspondence,  clarifications and Proposal Documents 
  • Develop New Markets for our Product Lines identify and lead in new market areas where McDermott can establish a leading edge in competitiveness, this will entail understanding and helping the business develop strategies to address local requirements, local content, taxation, entity set-up, local partnering, consortium partners, local subcontractors etc.
Basic Qualifications:
  • Minimum Bachelors Degree or equivalent in Business
  • Experience in any of the following is required; Upstream, Offshore, LNG 
Other Details:
  • Language skills either French or Portuguese would be beneficial.
  • Portfolio Management (managing 4 complex project bids at once)
  • Managed a full sales effort (i.e. strategy development, product line oversight, regional responsibilities)
  • Engaged in Reimbursable project bids
  • Engaged in Lump Sum project bids
  • Managed a full EPCI bid
  • Managed a JV partnership throughout the Sales lifecycle
  • Participated in an ECA financing bid (primarily International bids)
  • Led a sales effort with heavy competition
  • Managed a long bidding cycle (9 months)
Company Overview:
McDermott is a premier, fully-integrated provider of technology, engineering and construction solutions to the energy industry. For more than a century, customers have trusted McDermott to design and build end-to-end infrastructure and technology solutionsfrom the wellhead to the storage tankto transport and transform oil and gas into the products the world needs today.

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