Commercial Manager

The Professionals

Responsibilities
Lead commercial strategy for tenders and active contracts (deal structure, risk/return, key assumptions).
Own costing/pricing governance: validate estimates, margins, overheads, and approvals before submission.
Draft, review, negotiate, and finalize contract terms (scope, milestones, LDs, warranties, liabilities, payment terms).
Establish and enforce contract administration processes (notices, correspondence, obligations tracker, approvals, records).
Manage change control variations/claims, pricing of VOs, time impact, and formal submission to the customer.
Monitor commercial performance: margin tracking, cost-to-complete updates, cashflow and billing plan vs progress.
Oversee invoicing and collections support: milestone readiness, documentation, and resolution of payment disputes.
Manage subcontract and supplier commercial terms: back-to-back protections, deliverables, and payment alignment.
Identify and mitigate commercial risks; maintain risk register and lead mitigation actions with project teams.
Ensure compliance with customer/procurement requirements and internal policies (delegation of authority, tender gates).
Prepare management reports and recommendations on commercial exposure, opportunities, and key decisions.
Support BD and partnerships: MoUs/NDAs, teaming agreements, and commercial inputs for strategic pursuits.


Qualifications:
Bachelor s degree in one of the following (or equivalent):
Business Administration
Finance
Accounting
Economics
Law
Engineering
Supply Chain
Project Management
Professional training/certification (preferable):
Contract Management / Commercial & Procurement courses (e.g., CIPS, CCM/CPCM, RICS, PMP).



Skills & Competencies:
Strong contract management skills (drafting, review, negotiation, contract administration).
Proven pricing/costing capability (estimation validation, margin governance, cost-to-complete awareness).
Solid knowledge of tendering and bid commercial submissions (compliance, clarifications, assumptions, qualifications).
Expertise in commercial risk management (LDs, warranties, liabilities, indemnities, payment/security terms).
Effective change control management (variations/VOs, claims, notices, entitlement and record keeping).
Strong understanding of cashflow and invoicing (milestones, supporting documents, collections follow-up).
Capability in budget management (baseline budgets, tracking, forecasting, variance analysis, cost control).
Working knowledge of Earned Value Management (EVM) (PV/EV/AC, CPI/SPI, progress measurement, reporting).
Ability to manage subcontractor/supplier commercial terms (back-to-back protections, PO/contract alignment).
High proficiency in Excel and commercial analysis (pricing models, scenario analysis, sensitivity checks).
Excellent stakeholder management (customer interface, internal alignment with projects/finance/supply chain).
Strong communication and report writing skills.
High attention to detail, compliance mindset, and disciplined documentation.
Ability to work under pressure, manage priorities, and lead a small team / coordinate cross-functionally.



Experience:
7 10 years relevant experience in commercial/contracts/pricing roles, preferably within maritime, defense, shipbuilding, oil & gas, EPC, or industrial services.
Proven experience managing tenders and bids end-to-end.
Strong track record in contract negotiation and administration for complex projects.
Demonstrated experience in costing/pricing governance and budget management.
Hands-on experience with change control / variations / claims.
Experience supporting invoicing, cash collection, and cashflow planning.
Practical exposure to subcontractor/supplier commercial management.
Working experience with Earned Value Management (EVM) or similar project controls reporting.
Experience working with cross-functional teams and engaging directly with clients/stakeholders.