Head of commercial

PURPOSE

This exciting opportunity at Fraser Alexander is responsible for growing the Africa Division’s business pipeline through the implementation of Conventional and Next Generation Solutions while protecting and growing sustainable margin and cash through disciplined work selection, clear risk allocation and contractual compliance.  The role also aims to implement professional project readiness and ensure efficient commercial management practices. Responsible for the commercial alignment of all tailings deposition and re-mining as well as other ad hoc projects within the Division, recognising business opportunities as well as negotiating and agreeing contracts with various external parties. The incumbent will drive a culture of strong commercial thinking throughout the business through training and development of the various critical stakeholders.

RESPONSIBILITIES

Business development

• Keep abreast of latest market development trends and potential opportunities for the division.
• Evaluate the pipeline and work on converting identified prospects through various pipeline stages to realised opportunities.
• Work hand-in-hand with internal and external stakeholders to ensure seamless transition from commercial agreements to project implementation.

Client Relations

• Keep abreast of the client’s business strategy to align with FA’s offerings.
• Understand the client’s sustainability to limit FA’s risk exposure.
• Implement and maintain the CRM system.
• Ensure client payments are received as per the contract conditions.
• Manage contract escalations as per the client and supplier contracts.
• Negotiate and execute final accounts on project termination.

 Tenders and Proposals

• Responsible for technical and commercial review of tenders to be submitted.
• Ensure tenders are presented to various approval committees.
• Ensure on-time submission of approved tenders and follow up with clients.

 Contracting

• Ensure that FA negotiates favorable contract terms using available resources within the company.
• Review the standard and special contract conditions and mitigate identified risks.
• Negotiate and appoint subcontractors and suppliers and ensure payments are done in line with the contract.

QUALIFICATIONS

• Bachelor’s degree in Engineering or Quantity Surveying.
• MBA / MBL / Postgraduate business qualification will be advantageous.

EXPERIENCE

• Minimum of 8–15 years of relevant contracting experience.

SKILLS, QUALITIES AND ABILITIES REQUIRED

• Experience managing multiple complex projects.
• Risk and change management capability.
• Cross boarder (Africa) commercial and client management experience.