Business Commercial Manager

3 weeks ago

Kempton Park, South Africa Aggreko Full time

We're the global leader in providing energy solutions that help businesses grow and communities thrive.

We work as a team and we’re proud of the difference we make to customers, to local communities, and towards a sustainable future for the world.

We’re looking for **Business Commercial Manager** in **Africa** who will be responsible for the overall management of contracts in the Africa region, across the full lifecycle of the contracts. This role supports both the Sales function in the development and conversion of the right opportunities into project contracts, and supports the Operations teams in optimizing value and protecting the customer base throughout the life of the contract. The role has two primary functions; i) commercial support in bidding, and ii) projects contract management.

**Why Aggreko?**
- Position will be based in South Africa
- Competitive compensation package
- Lucrative Sales Incentive Scheme
- Industry-leading benefit plans including medical insurance
- Continuous training and development with career growth opportunities
- Safety-focused culture

**What you’ll do**:

- Drive the definition and development of contract terms and conditions during bidding, by liaising with legal, sales, bidding and operations teams to ensure the best outcome for Aggreko in each bid. Support go/no-go decisions based on risk assessment of contract terms.
- Lead and/or support contract negotiation and conclusion for new contracts and extensions of existing contracts.
- Work with the sales and bidding team to develop mitigation strategies for identified risks, to ensure that pricing and commercial terms are optimized to ensure the best possible returns and value for the business.
- Ensure formal handover of contracts from sales to project delivery, and from project delivery to operations.
- Develop contract handover templates for the different types of project and ensure adherence to the approved contract management standards.
- Drive performance in contract management throughout the entire lifecycle of each project, with a focus on proactively identifying and managing contractual risks and changes, to ensure successful and profitable contract execution.
- Key accountability is to support project managers and Operations managers in ensuring delivery of contracts in budget, meeting performance obligations, and without disputes with other stakeholders (customers, suppliers, other contractors).
- Variations and claims management over the life of the contract; ensure enforcement of the customer’s contractual obligations, including monitoring and assessment of changes and variations. Liaise between project/operations managers and legal to manage any claims and disputes, to prevent escalation.
- Risk management: continuous analysis of risks against contract terms, to proactively manage potential risks and pursue opportunities, covering areas such as variations, claims, warranties, provisioning, bank guarantees, payments, insurance.
- Ensure contracts are adhered to by the customer so that cash is collected in a timely fashion to minimize debt, opportunities are up sold, and projects are extended and expanded on terms that meet customer need at the right level of return and profitability for Aggreko.
- Import/Export controls: seek advice on customs controls to ensure accurate handling of imports and exports.
- Purchasing support: ensure flow-through of Aggreko contractual obligations to key supplier contracts.
- Implement and maintain documentation management over the lifecycle of the contract.
- Verify that all parties to the contract have fulfilled their contractual obligations and there are no outstanding responsibilities.
- Assess success of the contract and document lessons learned for future contracts. Communicate lessons learned and deficiencies as part of the closeout process.
- Lead and manage a team of contract managers and contract administrators to deliver the mandate and responsibilities of the Business Commercial Manager role.
- Performance management and people development planning and implementation for your team.
- Foster a culture of collaboration and accountability to promote high-performance.

**You’ll have the following skills and experience**:

- Proven direct and indirect contract management impact in a dynamic corporate environment.
- Systematic and structured. Able to develop, implement and improve processes and systems across a dynamic and diverse region
- Demonstrated expertise and success in negotiating contracts, including power purchase agreements (PPAs), and a track record of successfully driving contract management.
- Experience in managing contracts to drive better cash collection, debt reduction and margin improvement.
- Sophisticated communications and collaboration skills across a broad range of stakeholders including internally, with customers and partners.
- Global energy market understanding, expertise, and network, ideally in the mining, oil and gas or utility space.
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