General Manager, Commercial & Contract

Responsibilities

1. Strategic Leadership & Business Ownership

• Lead and structure the Sales Administration, Contracts & Commercial, and Site Administration functions under a unified governance framework.
• Define and implement the strategy governing commercial execution, contract management, and site operational performance in alignment with company objectives.
• Ensure strong alignment between commercial commitments, operational capabilities, and financial performance.
• Provide senior leadership guidance on matters relating to contract execution, operational capacity, project delivery, and commercial risk exposure.
• Drive initiatives that enhance operational efficiency, improve service reliability, and strengthen customer satisfaction.
• Promote a culture of operational discipline, safety, accountability, and continuous improvement across commercial and operational teams.

2. Commercial & Contract Governance

• Ensure robust governance of the full contract lifecycle, from contract validation to project completion and final payment collection.
• Safeguard the company’s commercial interests by ensuring that contractual commitments are executed in accordance with agreed terms and financial objectives.
• Identify and manage contractual risks, implementing mitigation strategies in collaboration with legal, finance, and operational stakeholders.
• Ensure that all sales orders are processed accurately in ERP systems and fully aligned with approved quotations, contracts, and commercial approvals
• Supervise the management of contract amendments, claims, and dispute resolution when necessary.
• Maintain strong oversight of contractual compliance while enabling efficient project execution.
• Monitor and improve KPIs related to OTIF, order accuracy, and backlog management

3. Site Operations Performance

• Hold overall accountability for the performance of nationwide site operations related to machine installation, threading activities, and technical service delivery, ensuring consistent performance across all operational locations.
• Ensure that site operations deliver according to company standards in terms of quality, safety, productivity, and customer specifications.
• Optimize operational capacity through effective allocation of manpower, equipment, and technical resources and monitor daily, weekly, and monthly operational performance including: production output, quality control, workforce productivity, equipment utilization, operational costs
• Ensure preventive and corrective maintenance programs are implemented to maintain operational reliability and equipment availability.
• Drive the standardization of work procedures, technical instructions, and safety practices across all operational sites.
• Support continuous improvement initiatives to increase productivity, reduce operational costs, and improve service quality.
• Ensure operational resources (manpower, equipment, tooling) are effectively allocated to meet customer demand and project timelines.

4. Sales Administration & Order Fulfillment

• Lead the Sales Administration and Order Management teams, ensuring efficient management of the entire order lifecycle.
• Oversee processes including: contract entry and validation, order processing, production coordination, delivery scheduling, invoicing and documentation
• Ensure close coordination with production, logistics, and supply chain teams to meet delivery commitments.
• Monitor compliance with contractual terms regarding pricing, delivery schedules, and payment conditions.
• Resolve customer escalations and operational challenges in collaboration with sales and technical teams.
• Enhance the use of ERP and CRM systems to ensure data accuracy and operational efficiency.

5. Forecasting, Planning & Demand Management

• Collaborate with commercial teams to consolidate sales forecasts and demand projections.
• Align market demand with production capacity, site capabilities, and inventory levels.
• Analyze historical performance, sales pipeline, and market trends to anticipate shifts in demand.
• Ensure planning information is shared efficiently between sales, operations, and supply chain teams to prevent disruptions.
• Support strategic decision-making regarding capacity planning and operational investments.

6. Customer & Key Account Coordination

• Work closely with sales team to maintain strong relationships with key customers and strategic partners.
• Provide necessary support to sales team for all escalation point for complex commercial or operational matters affecting major projects or accounts.
• Ensure proactive communication with customers regarding project progress, delivery schedules, and operational constraints.
• Support sales teams in managing major accounts and ensuring long-term customer satisfaction.
• Sales and Key Account teams with commercial intelligence, contract interpretation, and risk assessments.

7. Financial Performance & Risk Management

• Ensure strong financial discipline across operations and contract execution.
• Monitor key financial indicators including: project margins, operational costs, contract profitability, working capital impact, budget adherence
• Drive effective cash collection processes, ensuring payment terms are respected.
• Make decisions regarding delivery prioritization or delivery suspension in case of payment delays.
• Implement risk analysis processes to identify and mitigate operational and commercial risks.

8. Cross-Functional Collaboration

• Act as the key interface between:
• Sales teams
• Site operations
• Production and supply chain
• Engineering and product development
• Finance and credit control
• Lead regular operational and commercial reviews to ensure alignment between market demand, operational capacity, and delivery performance.
• Support engineering teams in evaluating product modifications, engineering changes, or technical improvements required for projects.

8. Leadership & Team Development

• Lead geographically distributed teams across site operations, sales administration, and contract management.
• Develop strong operational leadership at site level by coaching and mentoring regional managers.
• Create a culture of collaboration, accountability, and operational excellence.
• Ensure clear roles, responsibilities, and performance expectations are established across teams.
• Support talent development through training, succession planning, and leadership development initiatives

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