Senior Manager, Commercial

Building on our past. Ready for the future 

Worley is a global professional services company of energy, chemicals and resources experts headquartered in Australia. 

Right now, we’re bridging two worlds as we accelerate to more sustainable energy sources, while helping our customers provide the energy, chemicals and resources that society needs now. 

We partner with our customers to deliver projects and create value over the life of their portfolio of assets. We solve complex problems by finding integrated data-centric solutions from the first stages of consulting and engineering to installation and commissioning, to the last stages of decommissioning and remediation. Join us and help drive innovation and sustainability in our projects.

Key Accountabilities

General Purpose

Assigned as Commercial Manager to proposals or projects. Provides commercial and contract support and advice to proposal and project teams.  Monitors that proposals and projects are undertaken in accordance with Commercial Management requirements set out in the Knowledge and Management System covering pricing; risks; contract review, administration, and management; change management; and claims prevention and negotiation.

Project Execution – Commercial

Advises on commercial and contractual issues including development of commercial strategy, estimate / pricing compilation and review, risk assessment and mitigation, commercial reviews and contract / commercial negotiations.

Prime Contract Management & Administration

Manages Worley’s adherence to the prime contract by ensuring project team are briefed on contract requirements and risks, that Worley meets its obligations in terms of timely notifications on contract/commercial items, takes leadership on potential claims for project leadership teams, ensures customers meet their contractual accountabilities.

Cost, Revenue & Margin Management

Works with Project Control and Finance to monitor Worley’s performance to achieve revenue, gross margin and cash management targets.  Undertakes regular (weekly / monthly) reviews on financial performance ensuring with accountable groups the accuracy and timeliness of critical cost and financial data.

Global Level Summary

Operational managers ensuring the alignment of their area with broader organizational initiatives and objectives. Able to influence outcomes within broad policies. Individuals possess an understanding of business strategies, culture and work to achieve results and are able to execute work beyond the scope of individual function. Similar situations with a time horizon of up to 1 year.

Level Details

Decision Making

Ability to troubleshoot and develop tactical plans for implementing organizational goals and oversee the design of new concepts and ideas related to projects as well as functional area of expertise; Broad knowledge of functional area and ability to implement and lead organizational project change effectively; Solutions are derived from interpreted and applied general information and consultation with other individuals.

Supervision Received

Works with self-initiated interactions with supervisor and self-initiated technical guidance. Influence over duties. Receives administrative direction based on organization policies and objectives. Work is reviewed to ensure conformity with policy and for coordination of other company departments. Supervised by Commercial Management function lead or Project Manager/Project Director.

Supervision Authority

Manages and directs work directly or through supervisors or professionals leading others. Makes decisions as to the selection, training, discipline and remuneration of staff. Assigns program work.

Key Competencies

Qualifications

University Degree or equivalent, in related field or applicable discipline, or equivalent relevant experience. Typically 15+ years relevant experience across EPC and EPCM projects, supervisory, project management and/or technical experience, with roles in commercial management or functions such as project controls, contracts, supply chain, legal. May have a professional body qualification / registration.

Health & Safety

Understands and embraces Life. Demonstrates full commitment to HSE matters.

Leadership

Leads commercial team on a variety of projects and proposals including major projects, such as EPC and EPCM projects. Works collaboratively with other functions to manage commercial issues for Worley.

Contractual Understanding

Knowledge and experience of prime contracts, specifically across EPC and EPCM projects. Ability to work with legal, supply chain management and other functions to relate contractual risks to potential commercial outcomes.

Business Acumen

Knowledge, understanding and experience of project and business financial reporting. Knowledge and understanding of project and business cost base and basis for project gross margin, business profit. Wide experience of different commercial forms. Knowledge of cash-flow analysis and management. Ability to assess commercial impacts and develop mitigations due to confluence of execution, contract and commercial issues.

Risk & Opportunity Management

Knowledge, understanding and experience of commercial and contract risk, particularly as it relates to Worley's prime contract. Knowledge and understanding of contingency assessment and drawdown. Ability to identify risks within commercial / contractual area. Ability to provide recommendations to mitigate risks.

Management of Project Change

Clear knowledge, understanding and experience of basis and process of change management. Knowledge and understanding of importance of contractual obligations related to change management including time bars.

Customer & Stakeholder Relationships

Manages customer relationship and partner relationship at the required working level.

Lead / participate in contractual /commercial negotiations.

Communication

Good communication skills, both written and verbal. Able to communicate and articulate the project / business commercial strategy, including generation of the project commercial / contract summary. Ability to provide project written commercial responses (contract letters). Able to distil, summarise and present complex commercial / contractual matters in a concise, accurate and succinct manner.

Project Execution

Understand project execution requirements across various scope types. Ability to work with execution/technical functions.