Senior Commercial Services 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 Commercial Services Manager has three main responsibilities: 1) Provide back-office support to sales, ensuring adherence to sales and approval processes, and acting as the liaison between sales and finance for processes like awards, tax requirements, and compliance checks. 2) Ensure consistency in KBC’s commercial offerings, aligning with policies to manage risk and maintain quality revenue, including proposal review and quality checks. 3) Offer contractual/legal services, including drafting, managing, negotiating, and interpreting various contracts such as service agreements, software licenses, NDAs, and client contracts.

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 organization's business objectives.
• 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.
• 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 organization'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 organization 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. For example, consistently looks at complex issues from many angles; obtains a rich and deep understanding; swiftly cuts to the core issue; skillfully separates root causes from symptoms.
• Business Insight - Applies knowledge of business and the marketplace to advance the organization's goals. For example, clearly understands how own activities relate to critical business drivers. Monitors business news and market changes for impact on the business or on own expertise area; uses this to shape decisions.
• Collaborates - Builds partnerships and works collaboratively with others to meet shared objectives. For example, enlists a range of stakeholders to add value; ensures they are well informed, and surprises are avoided. Confronts and challenges "us vs. them"; shows strong appreciation for others' efforts toward shared goals.

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 organization. Typically works independently and provides guidance.
• Planning and Organizing - Works at an advanced level to plan, organize, prioritize and oversee activities to efficiently meet objectives. Typically works independently and provides guidance.
• Action Planning - Works at an advanced level to review and evaluate recommendations and requirements and to develop appropriate plans or deliver actions required. Typically works independently and provides guidance.
• 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. Typically works independently and provides guidance. Observation, Alternatives generation
• Costing and Budgeting - Works at an advanced level to systematically estimate, allocate, and control costs in order to manage financial resources effectively. Typically works independently and provides guidance.
• 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. Typically works independently and provides guidance.
• 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. Typically works independently and provides guidance. Adapts existing tools and techniques to existing situation, Adapts to changing goals / objectives, Entrepreneurial spirit, Focuses on simplicity when addressing the customer
• Commercial Acumen - Works at an advanced level to use understanding of the business environment and objectives in developing solutions. Typically works independently and provides guidance.
• Contract Management - Works at an advanced level to administer, monitor and manage the provision of services in line with an agreed contract. Typically works independently and provides guidance.
• Data Control - Works at an advanced level to acquire, organize, protect and process data in order to fulfill business objectives. Typically works independently and provides guidance.
• Prioritizing - Works at an advanced level to prioritize components of a project, program, or portfolio work in context with risks, activities, stakeholders, etc. across the life of the project or program. Typically works independently and provides guidance. Pairwise comparison grid (prioritization), Prioritization matrices, Prioritization
• 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, keeping in mind the purpose of reports. Typically works independently and provides guidance.
• Verbal Communication - Works at an advanced level to express ideas, request actions, formulate plans, & policies by means of clear and effective verbal communications. Typically works independently and provides guidance.
• 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. Typically works independently and provides guidance.
• 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. Typically works independently and provides guidance.
• Project Management - Works at an advanced level to plan and manage small project work assignments within desired cost, time and quality parameters. Typically works independently and provides guidance. Project Change Management Plan, Project Charter, Project Management Plan, Project Requirements Management Plan, Project Requirements Verification Plan, Project Resource Management Plan, Project Schedule, Project Schedule Baseline, Project Scope Statement, Project Change Log/Register
• Reporting - Works at an advanced level to create reports for various audiences as relevant, in a lucid and effective manner, keeping in mind the purpose of reports. Typically works independently and provides guidance.
• Requirements Elicitation and Facilitation - Works at an advanced level to lead facilitated sessions for requirements elicitation, focus groups, and user acceptance testing. Typically works independently and provides guidance. Facilitated workshops, Facilitation planning, Facilitation techniques, Focus groups, Design thinking, Asks Open-Ended Questions, Leverages Open and Closed Questions
• Understands Customer Needs - Works at an advanced level to articulate customer needs in the customer's business language and business context. Typically works independently and provides guidance. Understands customer context, Uncovers customer Key Performance Indicators, Articulates customer objectives, Adds value to partnerships
• 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. Typically works independently and provides guidance. Determine acceptance and evaluation criteria, Acceptance Sign-off, Acceptance Letter, Project Requirements Documentation
• 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. Typically works independently and provides guidance. Kanban Board (Workflow Management), Workflow Management
• Writing skills - Works at an advanced level to express ideas, request actions, formulate plans, & policies by means of clear and effective writing. Typically works independently and provides guidance.

Education:

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

General Experience:

• Minimum 5 years of experience in working in/serving process industry
• Good 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.

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