Weatherford COMMERCIAL MANAGER-D&E in DUBAI, United Arab Emirates

JOB DESCRIPTION

JOB PURPOSE

This role is responsible for the commercial management and leadership of the segment, driving the contracting strategy down through the Eastern Hemisphere Geo-Zones to ensure efficient and effective contract life cycle management with our existing and growing client base. The Segment Manager of Commercial Business Development (Eastern Hemisphere) is responsible for delivering standard global commercial terms and conditions, shaping bid strategy and providing expert input into commercial negotiations as directed by the VP Strategic Marketing in order to drive the overall Segment strategy(ies).

The role will proactively create and secure profitable commercial frameworks (product sales & services – single product line supply, Bundled / IPM, Life of Field commercial models) with minimal business risk that drives desired volume and margin growth. Proactively and successfully applies oil and gas industry operational business acumen to commercial frameworks. Supports the Geozone commercial operations team and works closely (leading through influence) with Geozone Business Managers, PL Operations managers, Geozone Sales and other key contract stakeholders (credit, tax, legal amongst other functions) as One Weatherford, to deliver clear and succinct commercial value propositions to the customer.

DUTIES & RESPONSIBILITIES

SAFETY & COMPLIANCE

  • Set and lead by example through actively promote the 8 GEMS

  • Demonstrate a personal commitment to Quality, Health, Safety & the Environment

OPERATIONAL CAPABILITY

  • Direct and coordinate efforts to manage proposals across all phases of the commercial life cycle with the customer base, including segment contract handover requirements with operational control plan, segment review of contract variations and extensions, contract management following contract awards and ad-hoc requirements as needed.

  • Oversee the development of centralized tendering libraries, including Global Price Lists, from content development through to segment review of submission – key facilitator/administrator.

  • Clearly encapsulating and expressing Weatherford’s competitive advantages for the segment and capitalizing on them in the commercial process.

  • Drive the identification of margin expansion opportunities through to financial recognition / purchase order receipt.

  • Support the development of Contract Summaries for all existing and new contracts and communicating to all stakeholders involved of any variations.

  • Owns Segment standard escalation / fluctuation / clauses of raw materials or currency and relevant subscribed indexes.

  • Review, alignment, development and execution of Commercial work instructions and associated templates.

  • Design and implementation of Tender “After Action Reviews”, won and lost, internally & externally to capture lessons learned, best practices to be employed for future commercial proposal

  • Actively seek opportunities to leverage lean methodology or simplification in the way we work to drive process improvement and bidding capacity enhancement within the team.

  • Optimisation of the pre-tender market intelligence through key account managers insights to drive tender response prioritization.

  • Improvement of standard process flow and associated tender templates. One approach.

  • Optimisation of BSA (Bids Submission Approval) and TRB (Tender Review Board) process.

  • Implementation of the creative bidding methodology

  • Design and implementation of Tender “After Action Reviews”, internally & externally to capture lessons learned, best practices to be employed for future commercial proposals.

CLIENT & COMMUNICATION

  • Supports key stakeholders by liaising with Legal, Tax, Credit, Risk departments, product lines & operations to design and deliver internal tender response document including commercial framework to align with customer scope of works in order to mitigate any business risk to the company and maximise financial returns and win rate, embracing the development of alternative offerings (technical & commercial).

  • Liaise with Global Product Business Development & Strategic Marketing Director to maintain knowledge of market trends, pricing trends, customer requirements, competitor actions and customer base. Actively participate in contract negotiations with customers

FINANCIAL PERFORMANCE

  • Develop and deliver robust commercial frameworks and proposals in close collaboration with Global Product Line Directors, Geozone Commercial Operations and Geozone teams in order to guarantee optimum return on capital and profitability

  • In conjunction with Geozone Commercial Operations, ensures best practice contract management and regular contract reviews are carried out on awarded contracts to proactively manage envelope delivery, ensuring compliance and monitoring of reported margin against that forecasted during tendering phase.

  • PEOPLE MANAGEMENT & DEVELOPMENT

  • Coach personnel through visible leadership of the performance management, talent review & succession planning processes

  • Coordinate with the Segment Management on the related requirements for personnel

  • Responsible for ensuring the function has a skilled and competent technical workforce through delivery of the correct training

VISION & LEADERSHIP

  • Responsible for supporting the development of commercial strategies, which positively influence the long term competitive and financial position of Weatherford.

  • Responsible for understanding the Geozone strategy document and for cascading it to the function team accordingly

SUSTAINABLE DEVELOPMENT

SKILLS & KNOWLEDGE

  • Ability to relate and influence at all levels within own and client organisations.

  • Excellent leadership and interpersonal skills

  • Preferred experience in managing centralized teams with large geographical responsibility.

  • Demonstrated understanding of the Oil & Gas Industry business environment, its market dynamics and impact to commercial business practices, oil and gas industry products and services application. Preferably oilfield services company experience

  • Demonstrated resilience, persistence and creative passion in building trust with all stakeholders, particularly when driving change – processes & people

  • Effective communicator (written & verbally) of commercial strategy and operational execution

  • Market focused analytical decision maker balancing strategic and operational requirements with process rigour to support decision making and periodic auditing business needs

  • Demonstrated development of contracts, negotiations and execution of amendments

  • Understanding and driving change in an effective manner where needed

  • Excellent IT competence and project management skills

REQUIRED EDUCATION:

  • Essential: University Degree in Business, Finance, Economics, Law or Engineering discipline.

  • Preferred: Applied Master’s degree or MBA

REQUIRED EXPERIENCE:

  • 10+ years of sales, Product Line, commercial operations, contract management experience in Oil & Gas market

  • Successful track record of delivering complex, business projects in challenging environments

  • Ability to successfully interact with and influence diverse groups of people to deliver innovative commercial contract offerings to secure forecasted financial budgets whilst continually delivering customer commercial expectations and satisfaction

  • Strong experience of successfully leading diverse teams in different locations, remotely

  • Ability to think strategically and be operationally rigorous

  • Credible leader, financially astute with strong commercial, contractual & negotiation skills

  • A highly effective communicator, regardless of the audience

  • Ability to operate successfully within a matrix management environment

  • Good technical knowledge of Weatherford product range or oilfield services portfolio

QUALIFICATIONS

SKILLS & KNOWLEDGE

  • Ability to relate and influence at all levels within own and client organisations.

  • Excellent leadership and interpersonal skills

  • Preferred experience in managing centralized teams with large geographical responsibility.

  • Demonstrated understanding of the Oil & Gas Industry business environment, its market dynamics and impact to commercial business practices, oil and gas industry products and services application. Preferably oilfield services company experience

  • Demonstrated resilience, persistence and creative passion in building trust with all stakeholders, particularly when driving change – processes & people

  • Effective communicator (written & verbally) of commercial strategy and operational execution

  • Market focused analytical decision maker balancing strategic and operational requirements with process rigour to support decision making and periodic auditing business needs

  • Demonstrated development of contracts, negotiations and execution of amendments

  • Understanding and driving change in an effective manner where needed

  • Excellent IT competence and project management skills

REQUIRED EDUCATION:

  • Essential: University Degree in Business, Finance, Economics, Law or Engineering discipline.

  • Preferred: Applied Master’s degree or MBA

REQUIRED EXPERIENCE:

  • 10+ years of sales, Product Line, commercial operations, contract management experience in Oil & Gas market

  • Successful track record of delivering complex, business projects in challenging environments

  • Ability to successfully interact with and influence diverse groups of people to deliver innovative commercial contract offerings to secure forecasted financial budgets whilst continually delivering customer commercial expectations and satisfaction

  • Strong experience of successfully leading diverse teams in different locations, remotely

  • Ability to think strategically and be operationally rigorous

  • Credible leader, financially astute with strong commercial, contractual & negotiation skills

  • A highly effective communicator, regardless of the audience

  • Ability to operate successfully within a matrix management environment

  • Good technical knowledge of Weatherford product range or oilfield services portfolio

POSITION SPECIFIC DETAILS

REQNUMBER: 70754-1A