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Commercial Manager Management Gurgaon, India

SMEC is a professional services firm with Australian origins and a global footprint that provides high quality consultancy services on major infrastructure projects. With over 4,000 employees and an established network of over 40 offices in communities around the world, SMEC is continuing to grow its business. SMEC believes in the right person for the job, regardless of where they come from. The Company's recruitment selection process reflects its commitment to diversity. Diversity is a source of strength for SMEC's people, clients, partners and communities.
Career Field: Management
Division: South Asia
Location: Gurgaon, India
Position Type: National
Employment Type: Full time
Closing Date: Thursday, 16 February 2012
Position Reports to:
  • General Manager- Business Development
Primary Purpose of Position:

The general role of the Commercial Manager will be to assist General Manager- BD/ Group General Managers/ Functional Group Managers in improving project contribution, quality of financial offers, project cash flow and finalising contracts, through the application of sound commercial principles by reviewing:

  • All financial proposals for SMEC in India (SMEC India and SMEC International). This review will be undertaken in conjunction with Commercial Director, International Operations
  • The commercial and financial aspect of draft contracts including payment terms, in order to maximise early positive cash flow
  • All SMEC India project plans and project budget estimates
  • Compliance with company contribution margin policy and referral to Managing Director/ Regional Manager of non normal business proposals
Key Responsibilities:
  • Work closely with all Group General Managers to review financial proposals to achieve the Group’s targeted returns and the best chance of a successful outcome
  • In conjunction with the nominated Proposal Manager, review all invitation documents prior to proposal submissions
  • In conjunction with Proposal Manager, review every financial proposal prior to submission to Commercial Director International Operations (for review) and/ or Client and ensure necessary sign off’s including Managing Director/ Regional Manager
  • Extensive study of entire request for proposals/ tender documents received for submitting proposals/ offers
  • Review cash flow projections in line with company policy and provide advice to MD/ RM’s as necessary (this will involve reviewing cash flow of all Lump Sum Contract Proposals)
  • Review of any risk analysis of specified proposals
  • Ensure the correct usage of the foreign currency component and check the submission of hedging report
  • Ensure that the most appropriate currency for the contract is chosen at the financial proposal stage
  • Review draft contracts documents and agreements prior to signing (this will involve consultation with the negotiation team, Director Legal & Risk and Commercial Director)
  • Assist Functional Group Managers during financial/ contract negotiations
  • Ensure Bank Guarantee formats included in contracts are (to the maximum extent possible) to the satisfaction of SMEC’s bankers (this will involve consultation with Finance Department)
  • Ensure local tax implications are taken into consideration for each proposal
  • Check the applicability of the annual escalation for long duration assignment proposals
  • Ensure adherence to financial proposal check lists to reduce omissions and errors in financial offers
  • Assist Functional Group Managers and Managing Director/ Regional Manager with contractual claims, disputes, appeals and representations as required and in consultation with other Managers as necessary (this in many instances will involve consultation with the Director Legal & Risk and Commercial Director)
  • Assist the Managing Director/ Regional Manager with reviews and assessments in relation to country’s commercial matters
  • Preparing all commercial reports and returns
  • Assist and make recommendations regarding establishment, monitoring, and continuously improving systems and procedures
  • Any other tasks assigned by the Operations Manager and/or Managing Director/ Regional Manager
Key Performance Indicators:
  • Business development and marketing, contribution to growth; including the private sector
  • Client relationship management
  • Recruitment, project mobilisation, technical support and mentoring
  • Achieving and management of budget, overhead, and contribution
  • Project delivery to meet Client’s Terms of Reference (TOR)/Contract Deliverables
  • Commercial awareness, timely submission of invoices and financial reports, reduction of lock-up
  • Recruitment, project mobilisation, technical support and mentoring
Key Qualifications, Knowledge, Skills and Experience:
  • Degree in Civil Engineering from an accredited university/college, preference will be given to candidates with higher qualification in contract management
  • Minimum 15 years of practical experience with at least 10 years experience in an engineering consultancy business development
  • Knowledge of FIDIC conditions of contract and experience of working with international funding agencies such as the Asian Development Bank and the World Bank
  • Good interpersonal and communication skills to work effectively within a culturally diverse and multi-disciplinary environment
  • Sound financial acumen with proven project management skills, encompassing administrative, commercial and technical aspects focussed on delivering projects within budget and timelines
  • Ability to write fluently in English in order to prepare business development material including proposals, reports etc
  • Sound knowledge of Quality Assurance (QA)
Commercial Manager
Management Gurgaon, India