Job Title: Chief Commercial Officer
Location: Port Harcourt, Nigeria
Recruiter: Hamilton Lloyd and Associates
Our client is a proud African company that brings innovation and technical skills to electrical, project management, telecommunications engineering and engineering support projects all over the globe. Due to internal expansion, they have decided to hire a Chief Commercial Officer.
Department Name: Commercial Department
Discipline: Sales and Marketing
Supervises: Brand Manager, Business Development Managers, Commercial Manager, Personal Assistant/Department Secretary
Reports To: Chief Operating Officer
Role Summary: – Reporting to the Chief Operating Officer, the Chief Commercial Officer is responsible for the performance and results of marketing initiatives; leading the development of marketing plans and strategies, media and public relations in order to build and enhance a strong IEL brand; accountable for business development /sales staff and for gathering market intelligence; developing new business opportunities and managing clients partnerships. – To be considered you must have a minimum of ten years experience as a business development manager in the power or construction sector and show a record of accomplishment of leading a team to achieve significant sales revenue targets.
Main Responsibilities:
Strategic
• Responsible for the developing of the strategy that guides the organization in achieving ALL set Revenue Generating goals that aims at business growth and increasing market share
• Coordinating an integrated commercial success of the company by the combination of an aggressive Marketing plan and deep commercial strategy that ensures increased profitability, improved brand image and effective consumer satisfaction for a sustainable growth of the company.
• Ownership of Business Development initiatives and achievement of set Revenue targets of the company
• Ownership of the customers/clients' interface with the company's services making sure that all functions of the organization are aligned to meet its strategic commercial objectives
• With the COO, representing the company before Financial, Government and Technical Regulatory Forces, defending company's objectives and decisions.
• Provide industry trends, opportunities for expansion and projection of future company growth, not limited to local opportunities but with strong awareness of Global perspectives.
• Develop with a customer – centric approach mind-set, polices and standards that are aimed at ensuring optimal utilization of the company/departmental resources for the overall achievement of the company's set objectives; long term and periodic.
• Ensure legal and regulatory compliance regarding all tenders and contractual commitments of the company.
• Contribute to formulation of policy and strategy as a member of Executive Management
Operational
• Supervise departmental functions for the summary achievement of the following;
• Marketing, tendering, contract, advertising and PR activities of the company
• Leading in generating revenue for the company through business development routes
• Providing and Developing all Commercial proposals for prospecting projects
• Developing, Review and Archive all Business Partnership and Operating Contracts
• Effectively estimated all Project Costs Accurately
• Lead team to search for opportunities for the company, to operate, perform projects and generate revenue
• Implement smart pricing strategy for all types of company services and projects for profitable operations of the company
• Plan and implement an effective project acquisition strategy covering sales, customers' development and their retention.
• Provide guidance to delivery teams / project managers on contract strategy, incorporating approach, design and content of contracts and provide specific advice when necessary ensuring that all contracts entered into are compliant with relevant regulations
• Facilitate and participate in risk review workshops during the planning stages of new projects or subsequent phases of projects to ensure that all risks are accommodated contractually
• Assist in the design of audit processes to ensure compliance with policies and procedures and liaise with project managers on dispute resolution and prepare and submit submissions for Adjudications to the Legal and Risk Manager for review
In performing this role, you shall ensure:
• All Commercial staff maintain tender and contract records in accordance with company's operating standards and external industry standards
• Management is properly guided on all commercial and contract decisions to be made
• All staff of the Commercial Department are evaluated against agreed performance objectives at predefined periods set by the HR function of IEL
• Provision of coaching and counselling as necessary to all staff of the department
Key Attributes
General Requirements:
• Experience in strategic planning and execution.
• Ability to analyze financial data
• Quality capacity in written and verbal communication and interpersonal relationships.
• Ability to motivate teams to produce quality materials within tight timeframes and simultaneously manage several projects.
• Ability to participate in and facilitate group meetings.
Specific Requirements:
• Functional Skills and Competencies
• Knowledge of contracting, negotiating, and change management.
• Sound working knowledge of the various forms of conditions of contract used for engineering projects.
• The ability to analyze data and understand the implication of various options with the use of appropriate techniques
• To be able to demonstrate knowledge and experience of contract structures and documentation with knowledge of civil law in the context of construction
Man Specification:
• Integrity
• Results Orientation
• Strong cerebral capacity
• Ability to work with all levels of management, build partnerships and teams
• Highly organized and significant ability to multi-task effectively
• Ability to cope with and work under pressure
Milestones to be attained
30 Day Milestone
• Assess the status of all contracts and prepare a comprehensive plan necessary to achieve the overall outcome.
• Identify critical action items and implement appropriate plans to meet company needs.
• Provide guidance and prepare action plan to resolve critical gap in business development and marketing expertise
60 Day Milestone
• Meet all team members and evaluate their capabilities in line with on-going objectives and department needs.
• Establish developmental and reorganizational plans as necessary for each team member to rebuild and strengthen the whole group.
• Prepare a detailed tactical plan using Microsoft Project for implementation of all projects.
• Conduct a complete operational review of all processes, procedures, methods and tools to determine adequacy to meet the performance objectives of the department.
• Prepare a comprehensive plan of action for formal review with the Chief Executive Officer. Identify key problem areas, bottleneck, technical challenges and resource restraints.
90 Day Milestone
• Rebuild and reorganize the commercial department to improve quality delivery of tenders and proposals.
180 Day Milestone
• Evaluate and upgrade the capability of the team in the area of Business Development, Marketing, Tendering and contract management. Over the next 6 months, develop and roll out a training and development plan for all members of the department, to ensure they have the required skills to meet aggressive growth objectives of the company.
1 Year Milestone
• Work effectively with finance, engineering, procurement and logistics departments to ensure all projects are delivered profitably and timely.
• Develop "best-in-class" business development process that ensures the department accomplishes its objectives.
Reporting and Analysis
• Develop and Review commercial reports and present to the Management Team and Managing Director and when requested by the Board the following reports but not limited to; Client Prospects Pipeline Status, Bid/Tenders Milestone Reports, Project Audit Reports
• Review and monitor business operating reports, ensuring effectiveness as to analyze Client-Type Tenders Trend and Risk Survey Report
• Provide long-range economic trends reports reflecting opportunities that exist in the industry, identifying our Growth Against Market/Industry and Industry Operating Percentile
Key Result Area
Financial Perspective
• % of Current Receivables to Targeted
• % of Actual Revenue to Target
Internal Process Perspective
• Customer Gain Ratio (YOY)
• Contract loss % per Year
• Customers and Service Efficiency
• Market share against competitors
• Satisfied-customer index
• Projects Management
• Time allocated to time-spent ratio (%)
• Gross Profit % Per Project
In respect of the ideal candidate profile:
Education/Vocational Training
• B.Sc/HND with MBA in Engineering and/or Marketing and/or Law
Experience
• Experienced in disputes resolution.
• Minimum of 12 years of Marketing experience with large project experience in Construction, Oil and Power Industries
• Must have reputable professional certification in related function and industry
Deadline: 15th April, 2013.
Only qualified candidates would be contacted.
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