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 of commercial team to ensure Benthic exceeds targets and grows profits on a yearly basis.
Duties
- Coordinate with company leadership to conduct commercial risk assessments
- Maintain beneficial relationships with clients, suppliers, and other business partners
- Management of proposals estimating and strategic improvement initiatives
- 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 commercial requirements
- Development of commercial clarifications to be sent to client
- Facilitation of bid planning, status, and strategy meetings as required
- Review and approval of written input from internal contributors to the proposal (e.g. commercial clarifications and exceptions)
- Analysis of subcontractor RFQ responses (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
- Prepare and or Review and approval of final cost estimate for all bids
- Review of final Gate Review 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 of Weekly Bids Status Report from data residing on Company's customer relationship management system (CRM)
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
- 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 an acute attention to detail
- Ability to grasp technical/engineering concepts
- Well organized, ability to prioritize tasks and experience at working to deadlines
- Understanding of marine/offshore contracts, desirable
- Negotiation skills for procurement of major sub-contract services
- Ability to manage and develop the skills of a commercial team
- Knowledge of customer relationship management system
