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General Area of Responsibility
- Reporting to the Managing Director and accountable for growth, tender and commercial portfolio management for Svitzer AMEA
- A commercial leader who demonstrates superior customer orientation, delivers, and converts on objectives and leads the team by prioritization of commercial tender opportunities
- Ownership of the end-to-end commercial process from financial modelling oversight, tender and business case management, customer engagement, internal stakeholder alignment and team focus on objective alignment
- Responsible for the formation and delivery of the Svitzer AMEA Commercial Strategy
Specific Areas of Responsibility
Customer Orientation & Growth
- Demonstrates superior customer orientation – deeply listens and can uncover a clearer understanding of the customer requirements/ needs, can connect, and establish deep professional relationships, and can convert and articulate those needs into value propositions for Svitzer
- Ability to convert the overall growth and portfolio strategy into specific opportunities. To demonstrate and communicate progress for specific opportunities through stages of maturity through direct and consistent customer interactions and development of customer specific value propositions
- Continuous focus on relationship building with key and potential customers
- Prioritization of customer and new business based on business potential, resource allocation and alignment to commercial strategy. Ability to escalate and deescalate project opportunities into the AMEA project timeline
- Developing the Svitzer AMEA regional Commercial Strategy in line with the global strategy and identify innovative solutions through decarbonisation and digitisation
Tender & Commercial Case
- Accountable for project management of all tender submissions and meeting the required customer value proposition
- Key accountability for overall and final business case submission within timeline inclusive of conforming pricing tender submission is within competitive market range and the business case MEMO meets customer expectations
- Responsible for the quality, accuracy and completeness of information presented in Svitzer’s proposal including costing information, operational set up and corporate set up
- Lead the tender negotiation on pricing and specific commercial or operational areas with functions
- Delivering an efficient and customer lead onshore and offshore marine services operation in all tender submissions for successful implementation
- Ensuring every submission meets Svitzer compliance standards for business set up by engaging with tax, legal and human resources functions along with the required approvals from leadership and key stakeholders
Financial Modelling & Knowledge
- Responsible for delivering financial models for all projects and tenders.
- Pricing strategy formulation and displaying of financial acumen of pricing/costing/competitive offers
- Responsible for coordination with functional experts to understand and seek costs new projects and working together with the finance team regionally for current commercial projects
- Support Business case and Investment committee approvals to ensure Svitzer remains competitive
- Lead commercial discussions with existing customer with on-going contracts
- Ongoing analysis of market and competitors to ensure competitive pricing and optimization
- Manage the construction of financial modelling for contracts with lifespan from <1 year up to 30 years to support contemplated commercial project decisions.
Team Leadership
- Leadership of commercial team to ensure a performance focused and engaged team who work together coherently, are clear on their roles and have the support to do their roles
- Clear communication – Is calm, collected, and able to lead a team beyond authority but rather around a growth opportunity, tender, or customer
- Promotes teamwork and an open work culture with a clear understanding of team motivation and requirements with commercial but also indirectly with peer functions
- Collaboration proactively with HQ, Other regions, other Maersk brands and functions
- Resource and Project Leadership – knows how to allocate resources efficiently and realistically. Prioritization of time, resources, people, support required is clearly understood and practised.
Additional Oversight
- M&A and active participation in the Due Diligence process
- Review of contracts from a commercial point of view
- Keeping up to date with country, industry and customer developments
- Competition law compliance and ensure compliance with Group procedures and guidelines for appraising business development opportunities
- Maintain keen market intelligence awareness including competition capabilities, pricing and distressed assets
Education / Functional Experience
- 10 – 15 years’ experience in the commercial function of a maritime/ marine services operator. 5 years of which should be in business development, customer facing positions and with tender management
- Bachelor’s degree in a business stream is required with a master’s degree desired
- Strong financial acumen and understand the mechanics of pricing/costing/competitive offers
- Demonstrated experience and passion with extensive customer engagement at all levels – board, executive management, management, and frontline
- In-depth knowledge and experience in business case preparation and corporate structuring with the ability to prepare and present models or papers for senior management
- 5 years’ experience in leading people and teams under pressure
- A clear communicator – excellent verbal and written English communication skills and the capability to deal with people at a broad range of levels
- Excellent MS Office suite skills especially proficiency in Excel
- Ability to work effectively in a matrix structure
- Willingness to travel
Leadership Behaviours Required
- Active listener – listens more than speaks
- Collaborative across functions, peer groups, regions and with HQ
- Relationship builder
- Prioritization ability – can make difficult decisions with all variables considered
- Followership – inspires and manages directly and indirectly those around him/ her
- Innovative mindset – openness to new ideas and learning
- Team focus – puts the team first over themselves
- Sets the standard – beyond repute when it comes to integrity
- Ownership – takes accountability
Building a Diverse Workplace
In Svitzer we value the diversity of our talent and will always strive to recruit the best person for the job – we value diversity in all its forms, including but not limited to gender, age, nationality, race, sexual orientation, disability, or religious beliefs. We are proud of our diversity and see it as a genuine source of strength for building high performing teams.
Don’t meet every single requirement? Studies have shown that members from some under-represented groups are less likely to apply for jobs if they don’t meet every single qualification. At Svitzer we are dedicated to building a diverse and inclusive workplace, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyway. You may be just the right candidate for this or other roles, and we are excited about hearing from you!
How to Apply
To apply for this role, please click on the ‘Apply Now’ button and create a Candidate Home to manage your applications.
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