Commercial Manager At Phillips Consulting Limited

We focus on creating and managing change in organisations by helping them formulate and implement customer focused strategies, align their management systems to support service delivery, and develop the competence and capabilities of their people to deliver on their promises. 

Phillips Consulting Limited is a wholly owned Nigerian firm with offices in Lagos, Abuja and Johannesburg. Established in 1992, we offer an array of business and management consulting services to government and corporate organisations.

Our focus is on creating and managing change in organisations by formulating and implementing customer focused strategies. This assists in aligning their management systems to support service delivery and developing the competence and capabilities of their people to deliver on their promises.

We draw our competitive strength from collaborations with global partnership firms in Europe, North America and Africa. Our delivery skills reflect our highly competitive recruitment of bright, vibrant and experienced consultants whose competence we continuously enhance through intensive training in the use of our proprietary management tools and techniques.

Clients benefit from our consultants’ varied skills through our cross-functional approach to assignment execution. We also ensure we empower clients with the knowledge and skills to continuously improve, long after we are gone.

We believe in Africa and its future and dedicate ourselves to achieving the African dream by actively seeking out alliances, partnerships and friendships throughout the continent.

We are a proud African consulting firm.

Commercial Manager

Job Summary

The role of the Commercial Manager is to manage the end to end process of bidding for projects within the organisation. He works closely with the technical staff in creating competitive bids.

KEY ACCOUNTABILITIES/RESPONSIBILITIES 

Business Planning and Development 

• Develop winning bids through understanding of tender and other requirements, demonstrating and communicating strategic capabilities and value.
• Lead research and analysis for the identification of commercial opportunities.
• Monitor market conditions and competitor activities; follow market trends to develop strategies for maximising margin contributions.
• Interpret financial, operational, commercial or customer insights to support business planning and development.
• Identify and develop commercial opportunities for the unit including new product/service offerings.
• Develop and implement business plans to achieve revenue targets and other business goals.
• Prepare and review contractual or commercial documents and agreements in collaboration with the operations team.
• Identify, analyse and respond to bids in conjuction with the design managers and Project managers.
• Review and eliminate where appropriate, either non-profitable or limited development areas.

Networking and Relationship Management

• Build and strengthen relationships with new and existing customers.
• Maintain effective working relationships internally and externally.
• Manage internal relationships with operations, supply and other departments for the attainment of business goals.
• Build and nurture relationships with regulatory authorities and other agencies.

Receivables and Financial Management

• Analyse credit terms for customers before contracts are agreed.
• Ensure customer receivables do not exceed the contractual agreed terms.
• Follow up with outstanding receivables, and create collection strategies.
• Reconcile customer accounts.
• Ensure invoicing team raise invoices within stipulated/set timelines.
• Ensure accuracy of billing dates on the system, as agreed with the customers.
• Work with the department head to set targets and develop budget.
• Manage the expenditure of the commercial budget.
• Co-ordinate with the Supply team to ensure products are sourced profitably.

KEY PERFORMANCE AREAS:

• Specification conformity/quality.
• Final costs to tender sum (for client maintain within budget/contractor spot loop holes in contract/bill/drawings to have possibility for claims & extras).
• Tender sum versus final account.
• Managing variations and contractual claims.

Education/ Professional Qualification:

• B.Sc.or equivalent in the Social Sciences or related field
• Master’s degree or professional qualifications in Marketing or Business
• Management/Administration would be an added advantage.

Experience §

• Minimum of 7 years’ work experience in sales and marketing management including receivable management, with 3 years in managerial capacity.
• Construction or related industry experience is an added advantage.

KEY SKILLS & COMPETENCIES REQUIREMENTS:

Functional/ Technical:

• § Business Acumen
• § Strategic Planning & Management
• § Sales & Marketing
• § Negotiation
• § Receivables Management
• § Networking and Relationship Management
• § Leadership
• § Communication and Interpersonal skills

Behavioural: 

• Motivated §
• Proactive
• Results-oriented