Commercial Director, SBSS

Job Description
Purpose:  The Commercial Director is responsible for the marketing, sales, commercial and contractual aspects of the company’s business. The role is also responsible for maximising the revenue earning capability of the company and minimising the commercial risks associated with the company’s work. Within this role the Commercial Director will manage the marketing and sales activities of the company. As a member of the Management Team the Commercial Director will play a key role in the day-to-day management, and annual business planning of the company. The Commercial Director will have particular responsibilities for developing the long term, strategic plans of the company in line with the mission and vision of the company.
Job Description - Duties & Responsibilities  
  1. Responsible for building and leading an effective and committed Commercial Team, and driving the team for continuous development.

  2. Responsible for seeking and winning opportunities for all revenue earning assets and facilities, working with the Director, Greater China Business where applicable.

  3. Responsible for assigning the bid manager and/or commercial manager on receipt of Invitations to Tender (ITT’s) and Requests for Quotations (RFQ’s) from customers and subsequently delivering the company response to such ITT’s or RFQ’s.

  4. Responsible for managing the bid review process and procedures and ensuring that all relevant people and departments have been fully involved in the preparation of bids for revenue earning contracts.

  5. Responsible for conducting and/or managing negotiations on all revenue earning contracts and securing the most favourable commercial and contractual terms for the company.

  6. Responsible for ensuring proper and effective planning for all of the company’s facilities with the goal of maximising utilisation and revenue and minimising idle time and risks.

  7. To ensure a seamless handover to the Project Director once revenue earning contracts have been awarded, and provision of continuous commercial support throughout the life of projects.

  8. Responsible for providing updates of the commercial and market information during the biweekly Operations Meeting, and ensuring that all comments are well collected and responded to.

  9. To design and implement business development and marketing plans that enhance market penetration and expansion in line with the strategic objectives of the company.

  10. Responsible for ensuring regular contact with existing customers, seeking new customers and continually developing relationships that benefit both SBSS and the customers. Customer account plans should be well managed with feedback collected from customers to ensure that a high level of customer service is maintained.

  11. To produce and keep updated the Business Plan and Project Forecasts such as to assist the Finance Director in recording and producing financial forecasts and statements of performance against the annual plan and re-forecasting company year-end financial results.

  12. Be responsible for reporting the performance of commercial activities and market trends to the Management Team as part of the input to Management Reviews.

  13. Responsible for securing market intelligence on the submarine cable industry, and for ensuring it is properly assessed and disseminated within the company.

  14. Responsible for implementation and improvement of the relavent procedures within the Commercial Department to ensure a high level quality of management which comply with the company QHSE standards.

  15. Member of the company Safety Management System (SMS) emergency response team, with specific responsibility for media interface.

Responsibility for Staff: The Commercial Director is responsible for the quality, conduct and personal development, of all staff in the Commercial Department which includes the Business Development & marketing Manager.    

Financial Authority: The Commercial Director has authority for financial approval to the levels prescribed in the Financial Procedures.
Qualifications, Skills and Experience
  1. Educated to degree level, or equivalent, preferably from a contracting background with expert knowledge and a global perspective.

  2. Have previous managerial experience in a marketing and sales and/or commercial area with service in an engineering related businesses.

  3. Have a working knowledge of the associated contracts across the submarine cable or marine industry.

  4. Excellent track record of negotiating major service and engineering based contracts at a senior level in customer organisations.

  5. Proven ability to motive and lead a team.

  6. Proven skills of communication, influencing, negotiation, risk assessment and market analysis.

  7. Should be fluent in both oral and written English

About The Company

The Global Marine Group is an innovative market leader in offshore engineering and consists of three business units; CWind delivering power cable and asset management services topside and subsea to the offshore renewables and utilities market, Global Marine providing fibre optic cable solutions to the telecommunications and oil & gas markets and Global Offshore delivering trenching and power cable lay services to the oil & gas industry.

The company has two successful joint ventures, SB Submarine Systems in China and CWind Taiwan, demonstrating the true global reach of the company.  The combined experience and knowledge has led to significant embedded intellectual property and an enviable track record.

GMG has an outstanding health & safety record, completing 1.65 million hours worked in 2016, without injury and stands by a core value of safety first.

The company is in a unique position owning one of the world’s largest offshore support vessel fleets. The company has installed over 300,000 kilometers of subsea cable, which is around 21% of the total installed worldwide.

The Group aspires to achieve its vision ‘Engineering a clean and connected future’.