ICR
Commercial & Proposals Manager
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Commercial & Proposals Manager
We are looking for a Commercial & Proposals Manager to join ICR, based in Aberdeen.
The Commercial & Proposals Manager will be responsible for leading the Commercial & Proposals team, supporting the ICR Specialist Repair Business, including both Technowrap and Quickflange product lines, globally.
This role will be responsible for customer, partner and supplier contract management, alongside proposals, tenders and project risk and management in relation to contracts. As well as ensuring commercial risk, compliance and value is managed and assured for the Company.
This role will report to the Finance Director.
Main Tasks
- Overall management of the Commercial & Proposals team, with the Proposals Coordinators and Commercial Advisor directly reporting into the Commercial & Proposals Manager
- Manage, monitor and update client contracts including terms and conditions review, qualification and negotiation in line with ICR contracting principles
- Set pricing, driving margin improvement
- Management of the full partner onboarding process: NDA, due diligence questionnaire, MOU and partner base agreement, including collaboration agreements with existing partners
- Support the development of new market and entry and the commercialisation of ICR’s new market strategy, ensuring compliance with applicable international regulations
- Lead the tender process and manage MSA proposals, including rates and pricing
- Own pre-qualification questionnaires and vendor forms requested by customers
- Maintain the contract register, NDA log, customer bank guarantees, and portal/questionnaire responses
- Management of the UAE commercial licence and property lease administration
- Monthly commercial reporting
- Provide risk and commercial advice during the bid and project lifecycle to assess performance and provide support to the wider business
- Complete company secretarial filings arising from decisions made by the Leadership Team and Directors, ensuring deadlines are met
- Management of the T&Cs checklist used by Proposals to cross-check payment terms and flag anything that needs escalation
- Oversee PO checking on receipt against the checklist, flagging and resolving issues accordingly
- Oversee the quote reporting process circulated across the business
- Set and communicate realistic turnaround times for commercial and proposals work, managing expectations with the wider business
- Mentor and guide the Commercial & Proposals Team, fostering a high-performance and collaborative culture
- Provide ad hoc credit-control support to Finance as and when required
- Travel (as required) to support ICR international hubs
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Key Interactions
- Commercial Advisor
- Proposals Coordinators
- Ability to interact with people at all levels of the organisation and client contacts
- Key interfaces within the business will be required on a daily basis specifically with the Operations, Engineering, Finance and Sales departments
Key Skills, Experiences and Attributes
Essential
- Demonstrable commercial/contract experience – drafting, reviewing and negotiating customer, supplier and partner agreements, ideally including NDAs, MOUs and collaboration agreements
- Strong commercial literacy and sound judgement on contract risk
- Experience managing or developing a small team
- Confident working across an international business with operations in multiple jurisdictions
- Good working knowledge of pricing/quoting processes and ability to work confidently alongside SAP-based pricing data
- Highly organised, with the discipline to own recurring governance and compliance deadlines (contract register, licence renewals, statutory filings)
- Enthusiastic, confident team player, with the ability to work on own initiative and manage own workload
- High standards in quality of work, with excellent attention to detail and problem-solving skills
- Strong communication skills
- Analytical skills to review proposals and challenge pricing prior to submission to ensure strongest submission is provided to client
- Ability to identify risk and propose mitigating measures
- Experience of commercialisation of new products and services
- Ability to build wide and effective networks of contacts inside and outside the Company
- Manages conflict and disagreements effectively
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Desirable
- LLB, LLM, QS Degree or equivalent
- Oil & gas services sector experience, or another experience in an asset-heavy/technical services industry would be advantageous
- Prior exposure to company secretarial administration
- International experience with the Middle East, US or Norway regulatory/commercial environment would be highly desirable
- Experience working with or alongside external legal counsel
How to Apply
If you are interested in applying for the role, please send your CV and a covering letter to recruitment@icr-world.com.
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