Weatherford COMMERCIAL MANAGER , MPB in KUALA LUMPUR, Malaysia
Weatherford supports the sustainable development and production of oil and gas resources, wherever they exist, to ensure the world’s current and future energy needs can be met safely, efficiently and economically.
We have a requirement for a Commercial Manager. This role is responsible for driving the contracting strategy within the Geo-Market to ensure efficient and effective contract life cycle management with our existing and growing client base – tender strategy and creation through to contract award and execution,leading commercial negotiations. To proactively create and secure profitable commercial frameworks (product sales & services – single product line supply, Bundled / IPM, Life of Field commercial models) with minimal business risk that drives high volume and margin growth in Malaysia, Philippines and Brunei. Proactively and successfully applies oil and gas industry operational business acumen to commercial frameworks. Leading the CTM team and working closely (leading through influence) with Product Line Managers (Geo-Market & Region), Operations managers, Sales & Marketing, and other key contract stakeholders (credit, tax, legal amongst other functions) as One Weatherford in Malaysia, Philippines and Brunei, to deliver clear and succinct commercial value propositions to the customer in the protection of all business positions. A key leader responsible for developing, negotiating and implementing commercial strategies, which positively influence the long term competitive and financial position of Weatherford.
Key areas of responsibility include;
First point of contact and owner for managing commercial proposals across all phases of the commercial life cycle with the customer base, including overseeing tender document response management, contract variations and extensions, contract management following contract awards and ad-hoc requirements as needed.
Overseeing the tendering function from content development through to submission – key facilitator/administrator. Supports key stakeholders by liaising with Legal, Tax, Credit, Risk departments, Business Units & operations to design and deliver internal tender response document including commercial framework to align with customer scope of works in order to mitigate any business risk to the company and maximise financial returns and win rate. Tender delivery on time and in full with full compliance on client needs and expectations. Development of alternative offerings (technical & commercial) capturing Weatherford competitive advantages
Develop and lead the CTM team to deliver robust commercial frameworks and proposals in close collaboration with the Product Line Manager(s) and operations team in Australasia such that the customer needs are met and Weatherford business risk and financial budgets are satisfied and contract / purchase order wins are maximized.
Integral part of the bid evaluation process. Provides commercial recommendations to Geo Market leaders and Leads Bid review sessions.
Ensure best practice contract management and regular contract reviews are carried out on awarded contracts to proactively manage customer satisfaction, ensure compliance and monitoring of reported margin against that forecasted during tendering phase. In addition drive the identification of margin expansion opportunities through to financial recognition / purchase order receipt. Development of Contract Summaries for all existing and new contracts and communicating to all stakeholders involved of any variations.
Coordinate the tracking and executing of Upsell opportunities from Bid structure through to Operations.
Drive development and maintenance of full commercial models for all products & services segments such as single product line supply, Bundled, Life of Field commercial models via: Quotes, Purchase Orders, Contracts and Variations from a contractual perspective
Maintain knowledge of market trends, customer requirements, competitor actions and customer base. Actively participate in contract negotiations with customers.
Actively seek opportunities to leverage lean methodology or simplification in the way we work to drive process improvement and bidding capacity enhancement within the team.
Optimisation of the pre-tender market intelligence through key account managers insights to drive tender response prioritization.
Improvement of standard process flow and associated tender templates.
Optimisation of BSA (Bids Submission Approval) and TRB (Tender Review Board) process.
Implementation of the APACBID2WIN methodology
Design and implementation of Tender “After Action Reviews”, internally & externally to capture lessons learned, best practices to be employed for future commercial proposals.
Quarterly Tender scorecard to capture and communicate wins and losses in Australia, competitive landscape and in which product/service segments
Develop Commercial key performance indicators reflective of commercial excellence group.
Review, alignment, development and execution of Commercial work instructions and associated templates
Other duties as required to meet the operational needs of the business
To be successful you will ideally have the following skills and experience;
Bachelor’s Degree in Business Administration with at least 10 years of relevant experience.
Prior experience in a relevant industry would be ideal.
Possess people management skills
Ability to adapt positively to changes in policies, procedures, priorities or environments.
Willingness to travel to other countries, if required.
Good analytical skills.
Excellent organisational and time management skills.
Excellent interpersonal and communication skills.