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Purpose:

There is a need for a consistent focus on commercial management in all parts of the business and a requirement to establish best practices and to augment existing practices across the disciplines which support the commercial processes, including Finance. The Americas Commercial Manager is responsible for this focus across the region. The role is positioned at a senior level so that shares best practice across various location offices and supports the larger contracts and proposals in the Americas region.

The activities covered include:

• Identification and optimization of margin enhancement opportunities during execution.
• Pre-Contract and Proposal support.
• Contract audit support.
• Performance Analysis, benchmarking, and training.
• Best practice is shared and coordinated through the Finance Leadership Team.

Responsibilities:

1. Governance of commercial models used in proposals

• Develop full standardized commercial models for use in proposals, from fully reimbursable to lump sum, including incentives and risk/reward schemes.
• Understand commercial risk of proposals providing options within model to highlight sensitivity of risk triggers and ensure Location Commercial models reflect these strategies.
• Ensure models contain sufficient detail and support to meet Green Team Review expectations.
• Provide governance of commercial models through peer review of models built by Location commercial teams.

2. Pre-Contracts Support to Location Teams

• Support development of proposals by Location teams by analyzing / scrutinizing Tenders / RFQ's and providing advice on issues such as:
• Pricing: Ensuring consistent pricing of services and that proposal estimates are in accordance with commercial strategies and adequately price in (provision) contractual/project risk. For internal customers, promote and steward the use of simplified internal charging.
• Commercial strategy/modelling: Liaise with BD Managers, to determine optimal Commercial Strategies and ensure Location Commercial models reflect these strategies.
• Help optimize the commercial models using bid intelligence gathered by BD Managers.
• Provide/sell standard WorleyParsons commercial arrangements/agreements where appropriate.
• Efficiency of cash flow and contract administration mechanisms.
• Consistent presentation of costs, maximizing cost recoveries.
• Champion use of cash neutral mechanisms.
• Risk issues: Advise on mitigation of risk, or at least ensure that we are adequately compensated for it.
• Review Clients’ T&C’s and provide risk mitigating responses for inclusion into proposal documents.
• Where contract/project risk cannot be mitigated, provide advice on sums (provisions) to be included in estimates to account for this risk.
• Where contract/project risk cannot be mitigated, ensure appropriate qualifications are included into proposal documents to limit that risk.
• Factor in sub-contractor/third party risks as appropriate.
• Review of contract commercial terms to support success of execution.

3. Perform Peer Commercial Reviews for all major proposals / contracts

• Ensure major proposals requiring Green Team (Commercial Review) or Executive Proposal Review.
• (EPR) are adequately reviewed in line with their level of risk and business opportunity.
• Review the commercial strategy proposed by the Location team and provides advice to Regional Managing Director and Regional Finance Director.
• Validate Corporate Input from Legal, Taxation, Contracts and People groups. Ensure pertinent documents containing Corporate Legal/Taxation/Contracts/People advice are obtained and included with Proposals contract agreement coversheet. Ensure documents are reviewed in accordance with Contract Review Procedure and Contracts Requirements Prompt List.
• Review Corporate and CSG input and ensure proposed clarification and exceptions and documented and addressed prior to Green Team Review.
• Review commercial rates and terms and negotiated subcontracts, JVs, MOUs, etc.
• Review detailed labor and non-labor cost estimates (Proposal Price) or Schedule of Rates, CTRs and Engineering Man-hour estimate for impact on commercial considerations.
• Review drafts of commercial documents.
• Review the Green Team or EPR Commercial Package:
• Ensure the documentation adequately presents the commercial considerations of the Proposal and complies with the requirements of the relevant ED’s and procedures.
• Make recommendations to the EPR or Green Team Review: Review the proposal to ensure that it is:
• Competitive
• Commercially conforming
• Compelling
• Adequately addresses commercial risks.

4. Support Contract Handovers to Operations

• Review contract summaries for contract handovers.
• Provide advice on how to optimize the individual project commercial models for optimum profit.

5. Ongoing Project Support (optimize margin enhancement opportunities)

• Collaborate with the Location Commercial teams, Finance teams and Project teams to identify and implement opportunities for margin improvement, overhead reduction, and cash flow maximization through analysis of project financial data.
• Individual project profitability performance against “as bid”, “as sold”, “as delivered” metrics.
• Tracking and investigation of negative performance metrics on projects against budget.
• Monitoring cash performance on projects to ensure cash flows are optimized in accordance with the contract terms and conditions.
• Engagement in project set-up of projects to ensure commercial issues identified at proposal stage are adequately addressed.
• Ensure accurate costs for rates/ burdened labor (and overhead) are implemented in Rate Build.
• Support and input for rate audits and rate refreshes.
• Share key learning’s coming out of rate audits across the region
• Act as a consistent source / focal point to be responsible for which information is presented, how clauses are interpreted, etc.
• Act as the link between the contract negotiation and any subsequent rate audit to ensure that the detail for the contractual rate build-up is recorded accurately at the time and allows the following of an audit trail from the rates quoted in the contract to actual costs, etc.
• Perform deep dive reviews of contracts/customers to ensure maximization of margin in accordance with contract terms and conditions (when required).
• Perform benchmarking analysis to gain understanding of profitability drivers of contracts across the region.

6. Training and sharing of best practice

• Support and ensure delivery of the training program which develops commercial understanding across the region.
• Establish and share best practices - augment existing practices across the disciplines which support the commercial processes.
• Establish and maintain a ‘Commercial Community of Practice’.

What you will bring

Technical and Industry Experience:

• Relevant years of experience in a similar role and evidence of a “commercial” focus.
• Evidence of superior analytical and numeracy skills including evidence of a logical and analytical approach to problem solving.
• Commercial acumen – clearly understand the business (including financial) of decisions made by clients and/or project teams.
• Must have excellent understanding of principles of EPCM/PMC/EPC, partnering and target contracts.
• High level of interpersonal skills with ability to build and maintain relationships, obtain cooperation, and develop collaborative working relationships.
• Microsoft suite of software (Excel, Word, Power Point) and high level of proficiency in the use of Excel spread sheets and modelling.
• A thorough understanding of project risks, understanding with which party the risk vests and the potential impact on time and cost.
• Exceptional written and oral communication skills.
• Experience in Commercial/Contractual disputes.
• Ability to analyze contracts and different business models to understand key Commercial issues and the Terms and Conditions required.

Education – Qualifications, Accreditation, Training:

Required:

• Bachelor’s Degree in Accounting, Commerce or Business.

Preferred:

• MBA or Chartered Accountant post graduate qualifications.

What we offer you

Providing an agile culture and challenging work opportunities results in a positive work environment. Our people enjoy competitive compensation packages and a fun, personal, collaborative and safe working environment. We value equal employment opportunity and are committed to promoting fairness, equality and diversity.

Our policy is to conduct background checks for all candidates who accept an offer of employment with us. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law.