Commercial Contract and Bid Manager – Ship Repair & Conversions

Requirement

The Commercial Contract and Bid Manager is responsible for managing and delivering high-quality, competitive tender submissions for dry dockings, ship repairs, and vessel conversions.

This role requires a strong marine engineering background and commercial expertise, with the ability to price complex scopes of work. The role will be responsible for end-to-end engagement across departments to drive successful bid award and delivery. The role will be responsible for reviewing commercial contract terms and conditions for KPI and Performance obligations, highlighting risks and challenges with mitigating controls.

They will report directly to the Operations Director on the success, progress or status of ongoing and future work projects.

Roles And Responsibilities

Day-to-Day Responsibilities:

• Preparation of complete quotations for ship repair and conversion projects, including mechanical overhauls, steelwork repairs, and upgrades.
• Prepare and present all associated materials for Gate reviews (project approval) process aligned to materiality and risk
• Consolidate, prepare and submit full tenders including quality, health & safety, and social value responses with support from wider teams.
• Point of Contact for tender queries for both local and international clients, across various sectors including oil & gas, renewables, defence and public procurement.
• Procurement responsibility aligned with company P2P procedures. Ensure compliance and value for money across all addressable spend including third-party subcontractors and materials.
• Create comprehensive project information packs for all relevant stakeholders for successful tenders.

Weekly Responsibilities

• Collaborate with the Business Development Manager to support identifying and securing new business opportunities
• Produce and maintain backlog reports and forward-looking work forecasts, with comprehensive analysis of gross profit (GP) margins and detailed variance reporting against tendered or quoted project values. Collaborate with operational management and wider teams to create work plans aligning resource requirements and work scope for upcoming dockings.

Monthly Responsibilities

• Present commercial performance reports to the EMT.
• Full post completion reviews to identify and understand variances from original tenders or project quotations to inform future decision-making.
• Maintain and update tender pipeline and forecasting analysis.

Overall Business Responsibilities

• Support the development and implementation of best practices in tendering and estimating.
• Maintain alignment with HSEQ standards and contribute to continuous improvement initiatives.
• Collaborate with finance to inform and support forecasting and budget planning.
• Maintain strong communication with project, operations, and finance teams.
• To maintain the zero-accident rate objective by following, promoting and implementing company safe working practices,
• To maintain the zero waste to landfill objective by following, promoting and implementing company environmental policies,
• The implementation and upkeep of all company ISO standards.

Provide line management for one direct report, including support for ongoing Continuing Professional Development (CPD), and actively contribute to the effectiveness and collaboration of the wider tendering and project delivery teams.

Coordination With Departments

• HR: Alignment to HR policies whilst supporting continuous development of team. Proactively consider contingency and succession planning
• HSEQ: Ensure all tender submissions meet regulatory and internal safety and quality standards.
• Finance: Provide variance analysis and support ongoing forecasting.
• Operations: Align site planning and resource allocation with tendered scopes.
• Business Development: Collaborate on client engagement and opportunity tracking.

Remit And Authority

• Authority to develop and submit tenders in alignment with company authority matrix .
• Responsibility for pricing strategy, subcontractor engagement, and commercial compliance.
• Support EMT in shaping pricing strategies, engaging with subcontractors, and ensuring commercial compliance by providing informed input, analysis, and recommendations,
• Authority to liaise with clients, suppliers, and internal stakeholders to deliver successful tender outcomes.

Key Performance Indicators (KPIs)

• Tender win rate and margin performance
• Estimate accuracy and variance tracking
• Client satisfaction and repeat business
• Timeliness and quality of tender submissions
• Forecasting accuracy and pipeline visibility

Objectives

Short-Term:

• Deliver accurate and competitive tenders for all active opportunities.
• Establish clear reporting and forecasting tools for commercial performance.

Long-Term

• Develop and mentor team members.
• Enhance tendering processes and documentation standards.
• Build and maintain strong client relationships to support long-term business growth.

Desired Qualities in a Candidate

Technical Skills

• Maritime experience desirable but associated sector would be considered
• Skilled in preparing accurate cost breakdowns for materials, labour, and overheads in engineering and fabrication bids up to £1M.
• Able to analyse engineering drawings and specifications to inform pricing and identify risks or efficiencies.

Key Skills

• Strategic Thinking: Ability to analyse market trends and develop actionable insights to win tenders.
• Communication Skills: Proficient in both written and verbal communication to maintain strong client relations and ensure team collaboration.
• Leadership Qualities: Experience in mentoring teams and fostering a culture of professional development.
• Technical Expertise: Comprehensive understanding of tendering processes and ability to enhance documentation standards effectively.
• Analytical Skills: Capability to establish and utilise forecasting tools for precise reporting and commercial performance analysis.

Desired Cultural Fit

• Collaborative Spirit: A team player who values collective success and fosters open communication.
• Adaptability: Comfortable working in a dynamic environment and embracing change to improve processes.
• Client-Centric Approach: Someone who prioritises building and maintaining strong client relationships to drive long-term business growth.
• Commitment to Excellence: A candidate who strives for high standards and continuous improvement in all aspects of their work.
• Integrity: Demonstrates honesty, reliability, and professionalism in their role.

The following benefits will be provided as part of the package:

• Car allowance
• Private Medical with additional dental and optical benefits
• Company pension
• Company life assurance
• Company Income Protection
• Gym discount
• Cycle to work scheme
• Free on-site parking
• 34 days holiday per year with 5 allocated over Christmas and New Year
• Relocation package if required
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