COMMERCIAL MANAGER required by our Client, to be assigned on a permanent basis, located in Boston, MA.
Promote our services in terms of innovation & industrial solutions.
Develop and implement regional strategies to increase our revenues, profit margin & Group's market share in Marine Renewable Energies (wind, tidal, wave, geothermal), and decommissioning segments.
Develop and maintain an intimate knowledge of key markets including supply / demand dynamics and their trends, competitors and customers positioning, typical contract arrangements to contribute to the Business Plan drafting at Business Unit Level.
Present our Group's capabilities and specific proposals to clients and government agencies.
Identify & engage best clients / upcoming targets while populating our Customer Relationship Management system and ensuring accurate reporting to the senior management.
Before any call for tender and for each project, analyze scope of work and technical specifications, potential competitors, and Group's competitive advantage. Recommend a "Bid / No Bid" decision, and if the decision is to bid, develop and present a commercial strategy including a project execution plan that meets the customer's expectations & any local content requirement and is the most competitive in terms of costs. Negotiate industrial partnerships (consortium, JV, key subcontractor, etc.) and mobilize internal technical resources.
During the bidding phase and for each project, ensure that the commercial strategy is followed up, stay in touch with customers to ensure their satisfaction, participate in the review of costs, risks, and contractual terms, propose the profit margin, facilitate internal approvals, follow-up any request for clarification and lead customer’s negotiations in collaboration with the proposal team until contract acquisition or loss.
After any call for tender and for each project, analyze parameters that led to contract acquisition or loss, identify the commercial actions to be improved and present them to Business Unit manager and relevant Heads of departments.
EXPERIENCE / QUALIFICATIONS
Education: You hold an engineering degree or equivalent, and ideally a Master of Business Administration (MBA).
Professional experience: You have, at least, 10 years of experience in commercial and business development and ideally in tendering management, mainly in marine works. You are familiar with processes such as Tendering, Contract Management, Negotiation, and Risk Management.
You have proven your ability to set up strategic partnerships for consortia, joint-ventures, key subcontractor agreements, etc.
A significant experience in project execution is an added value.
A significant experience in the USA, of at least 3 years, as well as an in-depth knowledge of the Americas market including its trends and challenges is mandatory.
A track record in or a strong motivation for marine renewable energies and the energy transition would differentiate you from other candidates.