Commercial Manager

▪ Function: Commercial & Contract

▪ Location: Dubai

▪ Manager: Managing Director & Matrix Operations Manager

A Commercial Manager in Fit Out is responsible for managing the financial and commercial aspects and

contracts of a project. This role involves developing and implementing commercial strategies to ensure the

project meets its financial targets, while maintaining high standards.

Responsibilities:

▪ Create and develop commercial department strategies, policies, work-flow processes, procedures, and

annual plans.

▪ Preparing and managing project budgets, including tracking costs for LPOs and contracts, and reporting

on project financial performance.

▪ Developing and maintaining strong relationships with key stakeholders, including clients, suppliers, and

subcontractors.

▪ Manages the Commercial Department from Budgeting, Tendering, Negotiation, Contracts Preparation,

Variation Preparation, Cost Control and Progress Valuation.

▪ Review of bids with Estimation to prepare a fully compliant bid, and ensure a Review of tender

documents- contract terms and conditions.

▪ Prepare the Commercial and Technical Response Schedule required for the tender submission.

▪ Supporting the project teams in commercial & procurement aspects.

▪ Advising project manager, procurement, technical and relevant staff (QS) of any scope of work changes

and its cost impact.

▪ Recording and updating detailed progress reports, changes, and issues for areas of responsibility

(budgetary BOQ, estimated BOQ, contract final value, variations (additions and omissions), and EOT

claims).

▪ Propose value engineering case study to the client to meet their assigned budget, and obtain their

approval on the same.

▪ Setting up regular, clear lines of communication to address issues that may arise.

▪ Develop and maintain standard templates capturing all input aspects and necessary reviews of tenders.

▪ Random review requests from QS for required quotations from the suppliers/vendors / sub-contractors

to obtain the current market rate and ensure all items are covered.

▪ Set and maintain to date benchmarking of BOQ to support and close on the tendering activities.

▪ Highlighting financial risks including project delays

▪ Analysing completed work ensuring receipts and arranging payment to sub-contractors and clients.

▪ Project site visits, documentation, assessments, and projections must be done on time for commercial

purposes.

▪ Ensure that change/variation orders for the project are identified, documented, submitted, and tracked

in an organized manner and agreed upon with the Client.

▪ Contributes client satisfaction by attending to requests and inquiries courteously and efficiently.

▪ 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.

▪ Develop 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 and risk reviews, post-proposal reviews, and

post-award reviews.

▪ Lead negotiation and interaction with 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, procurement 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.

▪ 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 business drive.

▪ 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 Shades Group internally and externally.

▪ Perform other responsibilities associated with this position as may be appropriate.