Senior Commercial Specialist
Abu Dhabi Ports Company
Total years of experience :22 years, 6 Months
• Managing all commercial functions of the tender process and improving efficiency and accuracy, (by 50%) through innovative, consistent policy and process.
• Administering, analysing, and preparing contracts, (SLA’s) leading strategic contract negotiations, resulting in achieved project goals, and increasing revenue and market share.
• Monitoring contract financial performance and managing account receivables, thus reducing DRO.
• Supply chain management, including technical assessment evaluation and clarification, within company Central Procurement Dept and subsequent subcontractor management, including crucial contractual milestones.
• Client relationship management, including satisfaction survey and dispute resolution.
Member of the regional leadership team, reporting to the Director and leading a team of 14 through 6 direct reports. Responsible for providing strategic guidance and leadership to the team, on all commercial topics, and for spearheading the region’s commercial strategy, vision, and market growth on a corporate and B2B level.
• Led the team to meet and exceed all annual KPI targets and increased the win rate, (by 20%) through process workflow efficiencies, individual mentoring, supportive team coaching and presenting smart pricing initiatives.
• Supply chain management, principle & sub-contracts, negotiations, managing claims, disputes, and variations, (contract models include LOGIC & FIDIC).
• Led the development and implementation of digital transformation, creating elements of automation and efficiencies, via innovation and utilising enterprise software for CRM.
• Risk management, continuous project ‘health’ monitoring and financial performance, converting contingency to margin, P&L reporting and overall governance and contract compliance.
• Implemented monthly, dept performance reports, delivering presentations to BOD.
• Successfully negotiated and closed regional frame and general service agreements, for USD25m p.a.
• Proposal output review, to ensure accuracy of technical and commercial content, risk profiles, contractual terms, EBIT targets, quality assurance measures and final approvals were met, including specific content tailored to client expectation, requirement, and scope.
• Led risk review workshops, live project audits & improved teams risk management awareness, knowledge & skill.
• Successfully developed, managed a team of 8, including recruitment, appraisals, and training of 2.
• Improved team productivity and department performance through the development and management of a ‘content library’, resulting in reduced proposal preparation time by 50%.
• Accumulated quantitative data to establish informed ROI decisions.
• Engineered and implemented detailed process and procedures (document control, risk & lessons learnt registers, cash flow revenue forecasts & stage gated approval process) thereby improving accuracy, efficiency, productivity and safeguarding the businesses exposure.
• Led and presented proposal reviews with Tender Committee and advised upon procurement strategies.
• Grew revenues through astute CRM and achieving a trusted client advisor role, with value illustration and oversight of accurate, well written valued proposal submissions.
Various On/Offshore proejcts, including;
ROV Pipeline Inspection & Free Span Rectification- Australia;
Hydrographic Survey - Stewart Islands, New Zealand;
Construction Support (Subsea) - Gulf of Mexico & Nigeria;
Debris search & recovery - Ghana
Cable Lay Projects - Japan, Korea, Panama & Caribbean
Various Projects Worldwide locations; Singapore, Taiwan, Scotland, Netherlands and USA.
Various On & Offshore Projects.
Scope of Works; cable route survey inc CPT.
Locations include; Singapore, Vietnam, Brunei, Cambodia, Indonesia, UAE & Pakistan.
Economics; Materials; Structural Engineering; Surveying; Foundations; Contract Law; Building Services; Facilities Management; Maths; Material Management.
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