Commercial Manager

Job Description

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 to ensure Benthic exceeds targets and helps to grow profits on a yearly basis. Duties include conducting market research to identify new business opportunities and client leads, coordinating with company leadership to conduct risk assessments and maintaining beneficial relationships with clients, suppliers and other business partners. Duties Management of proposals, estimating, and strategic improvement initiativesPreparation of competitor analysis based on firsthand knowledge of offshore geotechnical market and recommend win strategies for each targeted prospectReview and respond to client commercial and contractual clarification requestsLead negotiations with clients and subcontractorsNegotiate major subcontracts – vessel, onshore laboratory, positioningParticipation in sales events (sales calls, lunch & learns, trade shows, client meetings, etc.)Analysis of RFP documents. Ability to understand and critically review geotechnical requirementsDevelopment of commercial clarifications to be sent to clientFacilitation of bid planning, status, and strategy meetings as requiredFor assigned bids, review and approval of a tender submission schedule including each contributor’s deadlineFor assigned bids, review and approval of written input from internal contributors to the proposal (e.g. technical and commercial clarifications and exceptions)For assigned bids, issuance of RFQ’s to subcontractors and analysis of their response (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 recommendationsReview and approval of estimation of field work duration by geotechnical engineers for all bidsReview and approval of project schedule for all bidsPrepare and/or review and approval of final cost estimate for all bidsPreparation of authority to proceed where Company Board approval is required, which includes scope overview, presentation of bid financials, risk analysis, competitive analysis, and capture plan/selling casePreparation of the proposal cover letter for assigned bidsFinal review and approval of all written proposal material to ensure proposal integrityManagement of post submission clarification process of tender negotiations and revisions to tender following changes to client’s requirementsUsing 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 ManagementReview and issuance of Weekly Bids Status Report from data residing on Company’s customer relationship management system (CRM)Stay current with industry trends and international standardsManage the Geoscience BMS, software packages and tools and ensure they are controlled and up to dateManage technical audits post-project and develop both proactive and reactive mitigation to ensure geotechnical deliverables and data sets are of the highest quality and industry leadingProvide strategic direction for the business in areas for potential new insitu tooling and testingWork with other departments, Assets, Engineering, Supply Chain, Business Development and Finance to ensure that all operations are planned and executed in the most efficient mannerBe the main technical point of contact in the research and development of new insitu tools and testing, as well as potential improvements to currents systemsAssist in identifying and planning any future development of onshore laboratories or the expansion into other geoscience disciplines 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 roleCompetency in the fields of Geotechnical and/or Geophysical Mechanical, Hydraulic, Electrical or Electronics EngineeringComprehensive commercial understandingNegotiation skills for procurement of major sub-contract servicesUnderstanding of marine/offshore contracts, desirableAbility to manage and develop the skills of a commercial teamKnowledge of customer relationship management systemCompetency in business and relationship development with both external and internal clientsProficiency in MS Excel, MS Project and MS PowerPoint and MS WordExcellent numeracy, written and verbal communication skillsCommercially astute with acute attention to detailAbility to grasp technical/engineering conceptsWell organized, ability to prioritize tasks and experience working to deadlines