Commercial Manager
Acteon Group Ltd.
Houston, TX
Description
Vacancy Name
Commercial Manager
Vacancy No
VN3435
Operating Company
Benthic
Advert
Benthic, part of Acteon Group, is a complete end-to-end provider of geotechnical consulting, engineering, design, and data acquisition services. We strive to deliver the highest standard of service safely, efficiently, and to our client's full satisfaction. Our vision is to be globally recognized as a provider of best-in-class geotechnical survey and geo-consulting services, admired for our professionalism and ability to create value for all stakeholders.
Benthic is looking to add a qualified Commercial Manager to the team. The primary function of the Commercial Manager is managing internal improvement and strategic initiatives to ensure Benthic exceeds targets and helps to grow profits on a yearly basis. Duties include conducting market research to identify new business opportunities and client leads, coordinating with company leadership to conduct risk assessments and maintaining beneficial relationships with clients, suppliers and other business partners.
Duties
Management of proposals, estimating, and strategic improvement initiatives
Preparation of competitor analysis based on firsthand knowledge of offshore geotechnical market and recommend win strategies for each targeted prospect
Review and respond to client commercial and contractual clarification requests
Lead negotiations with clients and subcontractors
Negotiate major subcontracts – vessel, onshore laboratory, positioning
Participation in sales events (sales calls, lunch & learns, trade shows, client meetings, etc.)
Analysis of RFP documents. Ability to understand and critically review geotechnical requirements
Development of commercial clarifications to be sent to client
Facilitation of bid planning, status, and strategy meetings as required
For assigned bids, review and approval of a tender submission schedule including each contributor’s deadline
For assigned bids, review and approval of written input from internal contributors to the proposal (e.g. technical and commercial clarifications and exceptions)
For assigned bids, issuance of RFQ’s to subcontractors and analysis of their response (solicitation of vessel charter quotes from vessel owners and brokers; solicitation of quotes from hydrographic surveyors, test laboratories, etc.)
Costing of the tender and pricing recommendations
Review and approval of estimation of field work duration by geotechnical engineers for all bids
Review and approval of project schedule for all bids
Prepare and/or review and approval of final cost estimate for all bids
Preparation of authority to proceed where Company Board approval is required, which includes scope overview, presentation of bid financials, risk analysis, competitive analysis, and capture plan/selling case
Preparation of the proposal cover letter for assigned bids
Final review and approval of all written proposal material to ensure proposal integrity
Management of post submission clarification process of tender negotiations and revisions to tender following changes to client’s requirements
Using proposals follow-up as means of “gaining entry” to acquire market information and client’s views on the Company and ensuring such information is fed back to Management
Review and issuance of Weekly Bids Status Report from data residing on Company’s customer relationship management system (CRM)
Stay current with industry trends and international standards
Manage the Geoscience BMS, software packages and tools and ensure they are controlled and up to date
Manage technical audits post-project and develop both proactive and reactive mitigation to ensure geotechnical deliverables and data sets are of the highest quality and industry leading
Provide strategic direction for the business in areas for potential new insitu tooling and testing
Work with other departments, Assets, Engineering, Supply Chain, Business Development and Finance to ensure that all operations are planned and executed in the most efficient manner
Be the main technical point of contact in the research and development of new insitu tools and testing, as well as potential improvements to currents systems
Assist in identifying and planning any future development of onshore laboratories or the expansion into other geoscience disciplines
Required
Minimum of ten years’ experience with a geotechnical/geophysical/engineering/technology/subsea/ hydrographic survey company, with at least five years’ experience in a similar commercial management role
Competency in the fields of Geotechnical and/or Geophysical Mechanical, Hydraulic, Electrical or Electronics Engineering
Comprehensive commercial understanding
Negotiation skills for procurement of major sub-contract services
Understanding of marine/offshore contracts, desirable
Ability to manage and develop the skills of a commercial team
Knowledge of customer relationship management system
Competency in business and relationship development with both external and internal clients
Proficiency in MS Excel, MS Project and MS PowerPoint and MS Word
Excellent numeracy, written and verbal communication skills
Commercially astute with acute attention to detail
Ability to grasp technical/engineering concepts
Well organized, ability to prioritize tasks and experience working to deadlines
Benthic is looking to add a qualified Commercial Manager to the team. The primary function of the Commercial Manager is managing internal improvement and strategic initiatives to ensure Benthic exceeds targets and helps to grow profits on a yearly basis. Duties include conducting market research to identify new business opportunities and client leads, coordinating with company leadership to conduct risk assessments and maintaining beneficial relationships with clients, suppliers and other business partners.
Duties
Required
Location
Houston
Work Country
USA