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Job Description:
Senior Commercial Manager - Sales
The key responsibilities are:
Provide leadership and ownership of cohesive and effective commercial offerings for major bids and proposals while collaborating with business owners to ensure alignment of goals regarding profitability, competitiveness, and risk profile.
Assist in developing appropriate business processes for pricing endeavors.
Collaborate with business development, project managers, finance, project controls, and other staff to ensure that all contract pricing activities comply with company requirements and policies.
Actively participate in managing various tender submittals, managing assignments amongst the team, and ensuring on-time submittals. As required, develop pricing strategies and pricing models for submission to the client as part of the response to an RFP.
Determine optimal price points for bids and conduct price-to-win analyses; ensure proposal pricing meets profitability rates/targets set by the organization.
Review and complete bid forms and ensure that they are within the given specifications.
Actively participate in and/or lead proposal commercial color and risk reviews, post-proposal reviews, and post-award reviews.
Lead negotiation and interaction with JV or alliance partners during the pre-contract phase of projects; take the lead role in establishing partnering and sub-consultancy agreements in coordination with business development, legal, finance, and business ownership.
Work closely with business development, technical teams, project managers, pricing teams, finance, project controls, and sector business owners to assess the financial implications of teaming, staffing, and procurement decisions for bids and post-award implementation during the preparation of cohesive, compliant, and effective commercial offerings.
Review contract documents to assess contract risk and significant exposure to estimated cost if potential risks are experienced.
Collaborate with all departments to ensure that all contract pricing activities comply with company requirements and policies.
Collect cost and pricing data for bids, including in-country data and market data for cost line items.
Utilize and maintain cost/pricing models and narratives, schedules, and technical elements in the development of proposals in accordance with request for proposal (RFP) specifications to determine anticipated direct costs (labor, material requirements, equipment costs, other direct costs), and indirect rates, for a variety of proposal types to comply with bid requirements and costing standards.
Prepare detailed deliverables on assigned proposals based on client and project requirements. Review estimates prepared by others to check for completeness, appropriate definition, and accuracy. These include, but not limited to preparation and summarizing the basis of pricing and supports the development of the commercial proposal, including scope, pricing strategy, pricing utilized, labor, material and equipment rates included in the pricing, assumptions and exclusions, escalation, parametric comparisons using previous pricing data from similar projects, quality control reviews and results, and conclusion and recommendation.
Oversee requests for bids or quotations from potential service providers and incorporate pricing in proposals in accordance with policy.
Review contract documents to assess contract risk and significant exposure to estimated cost if potential risks are experienced. Assigns reasonable maximum cost and schedule exposure resulting from potential risks.
Establish and nurture an innovative, challenging, collaborative, and high-performing work environment that supports and fosters the Parsons values and culture.
Lead by example with good people management skills, be team-oriented, work closely with peers, and motivate and empower individuals and teams.
Work collaboratively with colleagues across the enterprise, acting as an exemplary role model and ambassador for Parsons internally and externally.
Perform other responsibilities associated with this position as may be appropriate.
KEY RELATIONSHIPS:
Supervision Received – VP Strategy and Growth
Supervision Given – Members of the Pricing team
Internal Contacts - All employees within Business Development, Bid Studio, Proposal Teams, Commercial Managers, Finance, Technical Teams, Senior Management
External Contacts – Clients, Subcontractors, Vendors, Suppliers
QUALIFICATIONS:
Bachelor's Degree in Engineering or a related field (or equivalent qualifications)
15+ years of related work experience involving typical estimating and competitive pricing activities.
Middle East work experience is essential.
Ability to perform standard pricing activities typical to the engineering and construction industry, specifically in the area of consulting and engineering services.
Exceptional written and verbal communication skills; and ability to present to leadership.
Knowledge of digitally enabled approaches to pricing competitive tenders.
Inclusive and transparent leadership skills.
We truly invest and care about our employee’s wellbeing and provide endless growth opportunities as the sky is the limit, so aim for the stars! Imagine next and join the Parsons quest—APPLY TODAY!
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