Commercial Management (30%)
- Bids and Tenders
Lead the strategic development, preparation, and submission of bids and tenders. Ensure these proposals align with CES's long-term goals, reflecting service excellence and innovation.
- Pricing Solutions
Develop and implement pricing strategies, leveraging market mapping and in-depth knowledge of the O&G sector landscape. Continuously analyse contractor competitive rates and market trends to refine pricing models for CES. Building out a robust pricing matrix to support current and future bid activities.
- Supplier Negotiations
Establish and maintain strong relationships with suppliers. Negotiate agreements, fixing fees for cost-plus items such as insurance and personal protective equipment (PPE). This to drive longer term competitive pricing, also ensure supplier supply on demand can meet project needs based on business development forward plans and knowledge of client project activities current and future.
- Collateral Development
Collaborate closely with the COO, Compliance Manager, HR, and Marketing teams to create comprehensive commercial proposal materials and collateral. These materials should not only showcase CES's capabilities but also drive client engagement and confidence.
- Budget Alignment
Work closely with financial stakeholders to align pricing models with CES's financial and operational objectives. Focus on achieving targeted average GP (Gross Profit) while maintaining competitiveness. Analyse financial metrics related to commercial activities, including margin growth, cost management, and adherence to budgetary goals. Ensure pricing strategies align with profitability objectives.
- Reporting
Develop and deliver detailed reports on pricing structures, cost-effective solutions, and market insights. Support the Manpower Services Team (MPS) and Department Manager in making informed decisions based on data-driven analysis.
- Competitor Analysis
Stay vigilant in monitoring the competitive landscape, analysing the strengths and weaknesses of competitors. Use this information to adapt strategies and maintain CES's distinct advantage in the O&G sector.
Account Management (50%)
- Client Relationship Development
Assume primary responsibility for nurturing and expanding client relationships, focusing on quality control and delivery to service-level guarantees. Develop a deep understanding of each client's unique needs and industry context. This is to develop deeper relationships with the client ensuring multiple stakeholder relationships within the upward value chain are developed and identifying key opportunities to be leveraged.
- Quality Control
Implement rigorous quality control measures to maintain high service standards. Apply CES ISO standards and work with COO to further enhance quality control metrics - define KPIs related to quality, including candidate placement success rates, compliance metrics, and client feedback scores.
- Long-Term Strategies
Create and execute comprehensive 3-5-year plans for delivering services that align with client requirements, including local, regional, and global perspectives. Work closely with clients to transition relationships to sole supplier status.
- Transition to Sole Supplier
Work towards transitioning client relationships to the sole supplier through the development of relationships to the level of achieving Master Services Agreements or Enterprise Framework Agreements that offer regional or global coverage across the client's network of operations, ensuring CES's footprint and long-term relationships.
- Performance Metrics
Collaborate with MPS Team Managers and Business Development Managers to define and track key account metrics. These metrics should encompass client retention rates, revenue growth, adherence to service level agreements, and client satisfaction scores.
- Resource Allocation
Ensure clear and regular communication is maintained between MPS department head and team managers in terms of project and client activities, to plan and efficiently allocate resources to meet client demands and optimize operational efficiency.
Team Delivery Support (20%)
- Recruitment Delivery
Provide hands-on support to fulfil client needs, including candidate resourcing and profile proposals. Actively engage in search activities when required to meet business demands.
- Communication Relationship Management
Utilize influence through leveraging internal relationships to aid in feedback and facilitate effective solutions for the MPS team delivery consultants. Leverage these relationships to ensure smooth transitions, resolve bottlenecks, and identify opportunities for win-win solutions.
- Best Practice Sharing
Facilitate the sharing of best practices and client-specific business insights with the recruitment team. Contribute to upskilling recruiters and ensuring they have access to critical client information to improve service delivery standards.
