Senior Manager – Commercial

28/05/2024
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Job Description

About the job

Transguard Group was established in 2001 and has diversified significantly, we lead in the fields of Cash Services, Security Services, Manpower Services, Facilities Management & Aviation. Transguard Group is the UAE’s most trusted business support and outsourcing provider and has a large, dynamic, and culturally diverse workforce with 50,000 employees!

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

Scope

The Senior Manager’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 and ensure profitability of contracts.

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 head of the department and the senior management team with profession opinion on to process forward or decline the opportunity
  • Analyze and evaluate existing contracts to determine measures for increased client satisfaction and contract spend
  • Review new and existing client contracts and build client risk profiles to determine contract feasibility and profitability
  • Review all tender, performance, and any other bonds issues by the company to clients
  • Review all tender, performance and other forms of contract securities align to the contractual requirements
  • Review, approve or reject all profit & loss impact credit notes for the group

Customer

  • Drive risk mitigation 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 in order to deliver sustainable profitable growth
  • Maintain knowledge of current market conditions and report findings to key staff within the business
  • 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 FD and 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

Process

  • Assist in the strategy to upskill the Transguard workforce to be commercially aware and able to make good commercial decisions
  • Support the management of 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

  • Support in the development of reducing exposure with clients and working without agreed documents, i.e. letter of award, agreement, purchase order, etc.
  • 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
  • in management of setting up new clients’ KPI & SLAs are captured within the company and work with the Supply Chain Team to ensure there is proper flow down

Selection Criteria

  • 6-8 years of experience with contract management, commercial management, account management in a B2B environment
  • Bachelor’s degree – preferably in business management, commerce, finance, or similar
  • Strong abilities with Microsoft Excel, Word, and PowerPoint
  • Experience with Salesforce and Oracle
  • Strong experience negotiating and drafting commercial clauses
Area
Dubai