Commercial Excellence Manager - APAC

at  Fugro

Job Description
Who we are
Do you want to join our Geo-data revolution? Fugro’s global reach and unique know-how will put the world at your fingertips. Our love of exploration and technical expertise help us to provide our clients with invaluable insights. We source and make sense of the most relevant Geo-data for their needs, so they can design, build and operate their assets more safely, sustainably and efficiently. But we’re always looking for new talent to take the next step with us. For bright minds who enjoy meaningful work and want to push our pioneering spirit further. For individuals who can take the initiative, but work well within a team.
Job Summary
Reports directly to the Regional Strategic Sales & Marketing Director, as part of the RSS&M team. Regular interaction with RBLDs, BDMs and Commercial Directors from each of the regions Business Lines, as well as the Global and Regional Talent and Leadership teams to ensure sufficient number of training programmes are available to develop the commercial skills of the regional staff active in commercial activity and client engagement.
Connects to the Global Director Strategic Sales and Marketing to regionally align on processes, systems, trainings, key account information and overall commercial strategy.
About the role:
Regional business development strategy
Undertakes and defines regional business development strategy and planning on an annual basis, ensuring activities are aligned to the corporate goals with appropriate KPIs.
Commercial skills
Implements commercial skills improvement programs for the regional business line commercial teams and client facing staff. Promote cross business line market sector culture and develop a sector group in home country.
Reviews or is consulted on major proposals approvals and global framework agreements in line with the Authorization Matrix requirements
L2C sales process and forecasting
Maintains the L2C sales funnel and improves CRM management processes and systems (Avalon). Support business lines with regional sales funnel, forecasting process and CRM system (Avalon) to improve the effectiveness of the regional business line commercial teams.
Price & margin optimization
Champions regional proposal processes, margin optimisation and terms & conditions structure in line with the global pricing strategy to optimize the commercial effectiveness
Market and competitor intelligence
Supports regional market reviews and competitor intelligence and analyses to optimise proposal win rate and promote Fugro’s differentiators.
People Development
Drives development, performance appraisals, identifies high potential staff and succession planning of staff from diverse backgrounds to enhance our leadership capacity and achieve excellence. Is involved in business line commercial appointments. Ensures retention and advancement of high potentials and key contributors across the organization utilising the CEP programme
Key Account Management
Supports the regional and global key account initiative and can own and maintain 1 or 2 strategically important regional key accounts with robust key account strategies to meet global strategic goals

Please refer the Job description for details