General Manager Commercial

Transcription

1 General Manager Commercial Develop new and existing business across the Australasia region Based in Southbank, Melbourne Opportunity to make your mark P&O Maritime is a diverse global company in the marine transport sector delivering innovative and sustainable solutions in partnership with our customers. With a strong focus on business growth and excellence, P&O s operations span Australasia, South America, Europe, Middle East and Africa. With the support of our parent company, DP World, P&O s Australasian region has a growth strategy that is focused on expansion of specialised marine solutions across multiple disciplines including transhipment, bulk, ice breaker, and tug operations. We are currently seeking an experienced an maritime professional with proven client engagement skills to drive this growth, developing new business opportunities within the region, from lead generation right through to solutions development and bid management. Reporting to the Director of Group Commercial and Business Development, based in Dubai, your key accountabilities will include: Development and negotiation of commercial maritime solutions for customers; Management of client requirements/demands in line with Company objectives. Market research and business development Development and execution of the regional commercial business plan and strategy Bid preparation; Input to planning of the operational implementation and delivery of newly contracted business, ensuring agreed requirements and expectations are met by all parties; We re looking for an astute business development manager/consultant with demonstrated success in the maritime sector, and the following experience and qualifications. Proven success in the securing of new business from market research and commercial solution development, through to bid management and contract negotiation Broad knowledge of maritime industry and commercial shipping operations Sound understanding of marine contracting and charter agreements Skilled at identifying, developing and presenting commercially attractive business opportunities, both internally and to potential customers Strong stakeholder and customer management ability Relevant tertiary qualifications A seagoing background and qualification are desirable Remuneration & Benefits: The employment benefits package is reflective of the market and location. A competitive salary package commensurate with the successful applicant's skills and experience will be offered. Applications to be submitted online via this link:

2 POSITION TITLE General Manager Commercial DIVISION Australasia REPORTS TO Director Group Commercial and Business Development DIRECT REPORTS 1 PRIMARY LOCATION Melbourne INDIRECT REPORTS Nil PRIMARY OBJECTIVE The GM Commercial (Australasia) is responsible for maintaining existing customer relationships, developing new customers, sourcing new opportunities, submitting proposals, tenders and developing the contract base of the Australasian business unit in accordance with the regional business plan and Company strategy. DECISION MAKING AUTHORITY Without referral to manager Structuring and development of project costing and pricing models Authority to select / reject suppliers in the area of responsibility After consultation with manager Negotiate contracts in accordance with parameters approved by the Investment Committee Structure, development and recommendation of service and commercial solution proposals to customers in accordance with approved pursuit strategy and investment parameters Submit commercial proposals Confirm bid/no bid on tenders or RFP s Referred to manager or others Financial commitment / authority above the Company s Authority levels Sign off on proposals and/or contracts to customers Changes to agreed service strategy and/or solutions **This is a commercially sensitive position and the occupant must maintain commercial confidence and not divulge any P&O Maritime commercial, contract or other sensitive information to third parties without authorisation from the Director Group Commercial and Business Development. KEY CONTACTS Contact Director Group Commercial and Business Development Regional Operating Director Australasia Operations Manager, HSEQ Manager, HC Manager, Employee Relations Manager Finance Manager (Australasia), Group Finance Director Investment Committee Frequency and purpose As required for guidance on development of project proposals, investment cases, customer proposals and commercial solution development. Daily updates on commercial developments, where appropriate. Weekly overview of commercial activity. Monthly commercial / marketing report. Weekly, regarding commercial activity in the region and developments. Monthly commercial / marketing report. Regularly and on an as required basis regarding customer solutions, investment proposals business development matters and any customer feedback or safety reports. As required as a notification for resource or funding of new business opportunities and direction on investment requirements and policy. As required for approval of project proposals, investment cases, pricing and contract negotiation parameters. Customers Regularly to effectively manage relationship and/or achieve required outputs. P&O Maritime Services Pty Ltd Approved By: N/A - Under Review Date of Revision: 22 Oct 2015 Number: Page 1 of 5

3 Industry networks External Consultants and Legal Advisors Regularly to investigate market opportunity and promote P&O Maritime services. As required for advice and approved services within approval authority limits. P&O Maritime Services Pty Ltd Approved By: N/A - Under Review Date of Revision: 22 Oct 2015 Number: Page 2 of 5

4 KEY ACCOUNTABILITIES Key Result Area Major Activities/Deliverables Performance Measures Commercial Solution Development & Negotiation In conjunction with Director Group Commercial and Business Development, determine and recommend commercial strategy for the Australasian business unit incorporating Company and customer objectives. Consult with Regional Operating Director Australasia to develop commercial solutions for projects and business development opportunities. Develop commercial solutions to maximise the utilisation of marine assets and services. Develop relationships with clients to increase the portfolio of contracts held by Australasia and propose marine service solutions to service those contracts. Manage and lead negotiations with customers to achieve a mutually acceptable outcome on the entire service solution. Understanding customer needs Ensure investment cases and project proposals comply with Company requirements Comprehensiveness of recommendations and sign off achieved in accordance with project process and time frames Commercial solution proposal clearly demonstrates correlation between pricing assumptions and proposed customer solution Contracts agreed in accordance with approved parameters and approach adopted enhances relationship for the future with the customer Risk assessments are comprehensive and delivered in accordance with the project timetable Number of new marine contracts held by Australasia Level of assistance provided to other business units if requested to do so. Undertake commercial risk assessments of recommended commercial solutions for projects related to existing and new marine assets for the Australasian business unit. The timely compilation and submission of tenders to customers. Manage the development of investment cases and project proposals for new or existing business opportunities in the region. Ensure adherence to the investment approval process for all new and existing business opportunities. Where requested, and able to do so, provide commercial marketing knowledge and support to other regions of the business, particularly if there is operational synergy or the ability to maximise return on marine assets. Research and Business Development Undertake market assessment of business opportunities and provide support for potential new business opportunities when directed. Assess potential partners, suppliers or customers with a view to future business relationships consistent with P&O Maritime goals and objectives when directed. Evidence of proactive research and identification of potential partners, suppliers or customers of interest to the Company in pursuit strategies developed and project proposals Competitor analysis completed in accordance with strategic objectives of the P&O Maritime Group and Australasia region. Undertake competitor analysis and assess key strengths and P&O Maritime Services Pty Ltd Approved By: N/A - Under Review Date of Revision: 22 Oct 2015 Number: Page 3 of 5

5 KEY ACCOUNTABILITIES Key Result Area Major Activities/Deliverables Performance Measures Business Planning & Strategy Occupational Health, Safety and Environment Compliance weaknesses relevant to each business opportunity. Maintain a database of key customers, upcoming projects, competitor information and contract positions. Data to be shared with the Commercial team and other regional Commercial Managers. Facilitate the development and execution of the Australasian. business plan and strategy in conjunction with the Australasia Management Team. The GM Commercial will be responsible for developing P&O s business in Australia, PNG and across Asia/Pacific. Commercial development in other areas may be required in other regions from time to time on a case by case basis. Maintain awareness and comply with all P&O Maritime health and safety policies and procedures to maintain a safe working environment. Report all unsafe practices, non conformities and near misses. Take corrective action within delegated authorities to remedy safety hazards or risks and restore a safe working environment. Refer to Manager as required. All plans to incorporate the HSEQ policies and guidelines as appropriate. Quality Control Maintain all commercial files and records in an up to date and accurate manner to improve the efficiency of day to day activities and compliance with statutory and quality standards. Business unit plan developed in accordance with process and submitted in accordance with required timetables Adherence to company policies and compliance with safety audits Timeliness and effectiveness of corrective action or referral Level of compliance as determined through internal and external audits Quality Compliance Maintain awareness of and compliance with company Quality Control / Compliance policy. Evidence of adherence to P&O Maritime policies and government regulations Maintain all files and records in an accurate manner to ensure ease of retrieval of information. Accuracy and accessibility of records and data P&O Maritime Services Pty Ltd Approved By: N/A - Under Review Date of Revision: 22 Oct 2015 Number: Page 4 of 5

6 KEY CHALLENGES To maintain and build upon existing customer relationships To fully understand customer requirements for service delivery Cultivate new customer relationships and establish ongoing strong business alliances To develop opportunities and solutions for our business through close interaction with other industry operatives Ensuring sufficient peer and Executive review of project inputs and outputs is undertaken in tight tendering time frames Ensuring attention to detail is maintained and assumptions challenged while also considering the broader strategic and commercial approach Ensuring all stakeholders to projects are appropriately engaged and informed SELECTION CRITERIA Qualifications and experience Relevant Tertiary qualifications Demonstrated ability to interpret and integrate business and commercial drivers Demonstrated experience in the preparation of bids, interpretation and negotiation of contracts Proven experience in commercial solution development and/or project management. Understanding of marine contracting and charter agreements Sound maritime industry and operational knowledge A seagoing background is desirable Key attributes Proven communication, interpersonal and negotiation skills Strong computer skills Strong report writing and presentation skills Strong research skills Ability to represent the Company at all levels and to build strong client and customer relationships at senior management and operational levels Strong analytical and problem solving skills P&O Maritime Services Pty Ltd Approved By: N/A - Under Review Date of Revision: 22 Oct 2015 Number: Page 5 of 5