Global Senior Commercial Services & Contract Manager

Not just a job, but a career

Yokogawa, award winner for ‘Best Asset Monitoring Technology’ and ‘Best Digital Twin Technology’ at the HP Awards, is a leading provider of industrial automation, test and measurement, information systems and industrial services in several industries. Our aim is to shape a better future for our planet through supporting the energy transition, (bio)technology, artificial intelligence, industrial cybersecurity, etc. We are committed to the United Nations sustainable development goals by utilizing our ability to measure and connect.

About the Team

Our 18,000 employees work in over 60 countries with one corporate mission, to "co-innovate tomorrow". We are looking for dynamic colleagues who share our passion for technology and care for our planet. In return, we offer you great career opportunities to grow yourself in a truly global culture where respect, value creation, collaboration, integrity, and gratitude are highly valued and exhibited in everything we do.

Job Purposes

The Global Senior Commercial Services & Contract Manager performs the role of Commercial Services Manager supporting one or more of KBC’s regions, as well leading the Global CS group. The postholder will have responsibility for:

• Providing support with all aspects of the sales and contracting processes for consulting, technology (software) and digital businesses within KBC’s regions.
• Commercial risk management at all stages of the BD process that includes but is not limited to the quality control and consistency check on all commercial and pricing aspects during budgetary quotations, formal proposals and final contracts.
• Ensuring all appropriate approvals are obtained for proposal submission and for contract signature.
• Drafting, checking, negotiating and finalising all contract terms and conditions within KBC and Yokogawa’s contracting rules.
• Management of official tenders and owning the related work processes and be a key player in the pursuit teams putting together large, complex proposals working with key stakeholders across the Company.
• Managing (providing day to day management) and developing a geographically diverse staff in the CS function. Ensuring adequate coverage of all CS functions during periods of absence (vacation, etc).

Responsibilities

• Bid Solicitation/Request for Proposal/Tender Preparation - Gather information, resources, and draft complex bid solicitation requests, including RFPs and RFTs, on behalf of the requester.
• Request for Bid Solicitation/Proposal/Tender Response - Gather information and resources, then draft and complete proposals for complex bid solicitations, RFPs, and RFTs to maximize the chances of contract award. Ensure all process requirements, including deadlines and documentation, are met.
• Project Negotiation (with Clients & Subcontractors) - Negotiate terms and conditions of complex or high-risk project contracts to meet the Company's business objectives.
• Leadership and Direction - Communicate the actions needed to implement Commercial Services strategy and business plan within the Global CS team; explain the relationship to the broader Company's mission, vision, and values; motivate people to commit to these and to do extraordinary things to achieve local business goals.
• Performance Management - Manage and report on the performance of a substantial, diverse team; set appropriate performance objectives for direct reports or project/account team members and hold individuals accountable for achieving them; take appropriate corrective action where necessary to ensure the achievement of team/personal objectives. Responsible for the provision of initial and on-going training to direct reports to ensure they have the skills and knowledge to successfully perform in role.
• Budgeting - Develop and/or deliver budget plans with guidance from senior colleagues.
• Project Risk and Issue Management - Manage identification of risks, issues, dependencies, and constraints associated with the project proposal, escalating these matters where appropriate. Where necessary, develop, agree on, and implement solutions to overcome these concerns.
• External Consultant or Contractor Engagement - Identify the requirement for, and participate in the selection of, external consultants or advisers to deliver key projects and/or ad hoc services; ensure business objectives and requirements are clearly understood and monitor outcomes, taking appropriate remedial action where necessary.
• Organizational Capability Building - Use the Company's formal development framework to identify the team's individual development needs. Plan and implement actions, including continuing professional development specified by professional or regulatory institutions, to build their professional capabilities. Provide informal training or coaching to others throughout the Company's in own area of expertise to enable others to improve performance and fulfill personal potential.

Position Requirements

Behavioral Competencies:

• Manages Complexity - Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems.
• Business Insight - Applies knowledge of business and the marketplace to advance the Company's goals.
• Collaborates - Builds partnerships and works collaboratively with others to meet shared objectives.

Skills:

• Negotiation - Works at an advanced level to obtain consensus between two or more parties who may have different interests, for the benefit of the Company.
• Planning and Organizing - Works at an advanced level to plan, organize, prioritize and oversee activities to efficiently meet objectives.
• Action Planning - Works at an advanced level to review and evaluate recommendations and requirements and to develop appropriate plans or deliver actions required.
• Analyze Alternatives and Recommend Solutions - Works at an advanced level to analyze potential solutions and create recommendations based on the expected benefits, costs, and overall value of the solution for key stakeholders.
• Costing and Budgeting - Works at an advanced level to systematically estimate, allocate, and control costs in order to manage financial resources effectively.
• Data Collection and Analysis - Works at an advanced level to determine and analyze trends from data that is collected to assist in compiling reports that will help in decision-making.
• Adaptive Mindset - Works at an advanced level to shift into and out of a mental mindset associated with assessing the facts and circumstances of the current situation and/or environment, and making the appropriate/innovative adjustments to thinking and work habits to thrive in any scenario.
• Commercial Acumen - Works at an advanced level to use understanding of the business environment and objectives in developing solutions.
• Contract Management - Works at an advanced level to administer, monitor and manage the provision of services in line with an agreed contract.
• Data Control - Works at an advanced level to acquire, organize, protect and process data in order to fulfill business objectives.
• Prioritizing - Works at an advanced level to prioritize components of a project, program, or portfolio work in context with risks, activities, stakeholders, etc.
• Review and Reporting - Works at an advanced level to create reports, and review reports created by others, for various audiences as relevant, in a lucid and effective manner.
• Verbal Communication - Works at an advanced level to express ideas, request actions, formulate plans, & policies by means of clear and effective verbal communications.
• Managing Change - Works at an advanced level to demonstrate a change mindset as well as plan, execute and monitor activities during times of change whilst keeping performance levels up.
• Policy and procedures - Works at an advanced level to monitor, interpret and understand policies and procedures and ensure their alignment with organizational strategies and work objectives.
• Project Management - Works at an advanced level to plan and manage small project work assignments within desired cost, time and quality parameters.
• Reporting - Works at an advanced level to create reports for various audiences as relevant, in a lucid and effective manner.
• Requirements Elicitation and Facilitation - Works at an advanced level to lead facilitated sessions for requirements elicitation, focus groups, and user acceptance testing.
• Understands Customer Needs - Works at an advanced level to articulate customer needs in the customer's business language and business context.
• Requirements Creation and Verification - Works at an advanced level to create the rules for requirements and design quality, perform verification activities, and maintain quality control.
• Workflow Management - Works at an advanced level to orient work in a workflow to plan, organize, and execute the steps it takes to achieve higher efficiencies.
• Writing skills - Works at an advanced level to express ideas, request actions, formulate plans, & policies by means of clear and effective writing.

Education:

Bachelors’ degree or equivalent level of experience in Chemical Engineering, Business or related field.

General Experience:

• Experience of managing a global/ virtual team.
• Previous experience in working in/serving process industry with a proven track record.
• Thorough understanding of commercial and contractual aspects of the sales process.
• Legal and contractual service experience desirable but not essential.
• Good understanding of the tender process and license agreements.
• Experienced at assessing commercial risks.
• Ability to work in a highly pressured and reactive role.
• Attention to detail and ability to deliver quality services.
• Proficient in using various software applications, including Microsoft Office Suite.

Yokogawa is an Equal Opportunity Employer. Yokogawa wants a diverse, equitable and inclusive culture. We will actively recruit, develop, and promote people from a variety of backgrounds who differ in terms of experience, knowledge, thinking styles, perspective, cultural background, and socioeconomic status. We will not discriminate based on race, skin color, age, sex, gender identity and expression, sexual orientation, religion, belief, political opinion, nationality, ethnicity, place of origin, disability, family relations or any other circumstances. Yokogawa values differences and enables everyone to belong, contribute, succeed, and demonstrate their full potential.