Description:

Job Title: Head of Commercial / Commercial Director

Job Summary:

The Head of Commercial is a senior leadership role responsible for maximizing the financial and contractual performance of all projects and business operations. This executive owns the commercial strategy, from tender through final account, ensuring all commercial risks are managed, contracts are robust, and profitability is optimized across both manufacturing processes and civil construction projects.

Key Responsibilities

I. Procurement and Supply Chain

- Strategic Sourcing: Direct the procurement function for major project materials, equipment, and manufacturing components, negotiating master service agreements and securing competitive terms.

- Subcontractor Management: Establish standard contractual terms for subcontractors and oversee the selection, negotiation, and performance management of all subcontracts.

- Vendor Relations: Build and maintain strong, commercially beneficial relationships with key suppliers and vendors.

II. Contract and Risk Management (Civil/Projects Focus)

- Contract Strategy: Develop and implement commercial strategies for tenders, bids, and contracts (e.g., FIDIC, NEC, lump sum, PPP), ensuring terms are favorable and risk is appropriately allocated.

- Contract Negotiation: Lead negotiations with clients, subcontractors, and major suppliers on high-value contracts, managing variations, claims, and final accounts to maximize margin realization.

- Risk Mitigation: Proactively identify and assess commercial, contractual, and financial risks for all projects and manufacturing supply chains, developing and implementing mitigation strategies.

- Dispute Resolution: Manage and oversee the resolution of commercial disputes, claims, and arbitrations in collaboration with legal counsel, protecting the company's entitlements.

III. Financial Oversight and Profitability

- Commercial P&L Ownership: Take overall responsibility for the commercial performance of the business unit or division, directly impacting revenue, profitability, and cash flow.

- Cost & Value Management: Oversee all cost control, forecasting (cost-to-complete), and project financial reporting, ensuring accurate valuation of work in progress (WIP) and timely invoicing/cash collection.

- Pricing Strategy (Manufacturing): Define and manage the pricing framework for manufactured goods, considering material costs, production overheads, market demand, and competitive positioning to optimize margins.

IV. Business Strategy and Leadership

- Commercial Leadership: Provide strong leadership and mentor-ship to the Commercial, Quantity Surveying, and Project Finance teams.

- Market Intelligence: Conduct market analysis to inform bid strategies, evaluate new business opportunities, and align commercial efforts with long-term strategic growth goals.

- Cross-Functional Collaboration: Work closely with the Finance, Operations, and Engineering departments to translate technical specifications and project execution realities into commercial outcomes.

Required Qualifications and Skills

- Education: Master's degree in Quantity Surveying, Engineering, Business, Finance, or Law (a Techno-Commercial background is highly valued).

- Experience: Minimum 18-20 years in commercial roles, with significant leadership experience (Head of Commercial/Director level) in the Construction/Civil Engineering or heavy Manufacturing/Engineering sectors.

- Specialized Skills: Expertise in Contract Law and Administration (e.g., knowledge of local and international contract forms), Quantity Surveying, and Negotiation.

- Commercial Acumen: Deep understanding of market dynamics, competitive bidding, and risk transfer mechanisms.

- Soft Skills: Exceptional Negotiation, analytical, leadership, and stakeholder management skills.