Manager-Commercial

We are currently recruiting for a Manager to join our Commercial team in our HQ, located in DAFZA, Dubai Airport Free Zone.

Scope:

Manager-Commercial's primary function is to improve, and both protect and drive the profitability of the business by identifying risk and reward from new business opportunities, with both customers and the supply chain, right through the pre- and post-contract lifecycle. To ensure the end-to-end service delivery to all clients (internal and external) and ensure the profitability of contracts. The Commercial Manager will primarily focus on managed services contracts for new and existing contracts that will have more technical aspects to the solutions and the agreements.

Responsibilities:

Financial

• Highlight client contract risks to the business that may have financial exposure to the company.

• Evaluate the risk and can articulate the likelihood and exposure of the risk to the company to the business unit and the Senior Manger while providing their opinion on to process forward or decline the opportunity.

• Analyze and evaluate existing contracts to determine identify ways to increased client satisfaction and contract spend.

• Support the business units and the Commercial team to review new and existing client contracts and build client risk profiles to determine contract feasibility and profitability.

• Work with the Bids Team to ensure all tender, performance, and any other bonds issues by the company to clients are review.

• Support business units with disputes with the clients and ensure they are settled within a timely manner.

Customer

• Identify ways to mitigation risk and fulfilment of client opportunities, driving profitability through support of business development activities: drafting, negotiation, and closure of contracts, followed by dispute avoidance and resolution activity.

• Provide third party advise to internal stakeholders, supporting and facilitating business development to deliver sustainable profitable growth.

• Supported business development including account creation, renewal and close out across a broad range of business divisions including Security, Facilities Management, Construction Services, Delivery Services & Logistics, Hospitality, Aviation, Workforce Solutions, Systems Integration and Cash Transit Services.

• Attend Commercial Review meetings with the Business Unit Heads to provide input where the opportunity has significant risk to the business and how this is mitigated with the offering to the client.

• Attend debtors’ meetings to understand, support and assistant to get timely payments from clients.

• Transfer knowledge of client that are using Transguard services across various business units.

Process

• Work closely with the Senior Manager – Commercial to assist in the strategy to upskill the Transguard workforce to be commercially aware and able to make good commercial decisions.

• Support the individual business units with client contract drafting and negotiation, working with the internal business units, external parties, and other stakeholders, as required.

• Guide Business Units with governance for client commercial activity across the business, ensuring all business opportunities go through the proper risk assessment and approval processes.

• Review all RFP, tender, RFI, etc. documents and highlight major risk and financial impacts are highlight to the business units, solutions teams, business development team and sales support team. Support in trying to mitigate risk and financial exposure while winning new business.

• Work closely with the legal team to review new commercial agreements, ensuring they are aligned with company policies and standards and adhere to local commercial and labour laws.

• Ensure all documents, pricing, bonds, etc. follow the company authority matrix.

Innovation

• Provide training and development to Account and Operations Managers to ensuring individuals are up to date with knowledge and understanding of Service Levels, Key Performance Indicators and Commercial Awareness.

Selection Criteria:

• 3-6 years of experience with contract management, commercial management, and accounts management in a B2B environment.

• Bachelor’s degree – preferably in business management, commerce, finance, or similar.

• Quantity Surveyor or similar certification is desirable.

• Strong abilities with Microsoft Excel, Word, and PowerPoint.

• Experience with Salesforce and Oracle. Strong experience negotiating and drafting commercial clauses.