About the Role
The Commercial Operations Specialist is responsible for delivering best-in-class tender and proposal submissions. This includes collating and leading both technical and commercial input from the Product Line, gathering information from country stakeholders, and managing all clarification responses and contract management activities for assigned work packages during the tender stage. The role encompasses full responsibility for all functional tender reviews (Legal, commercial, tax, credit, etc.) within SFDC and all necessary approval routings (Bid Bonds, Performance Bonds, SFDC GOA, etc.). The Specialist will collaborate with proposal touch points in the assigned areas to manage the timeline for each proposal's creation, and work with country representatives to develop customized local content plans based on local tendering requirements. Additionally, at the contract stage, the Specialist will commercially and administratively manage contracts from Handover through Execution until closeout.
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Responsibilities
- Create a timeline and provide regular status reports to the functional line Manager/Supervisor and Geozone stakeholders.
- Assist in the review of contracts according to company policies and procedures, prepare commercial qualifications, and support the negotiation of contracts.
- Prepare Tenders, Proposals, and Pre-qualification responses, covering technical, commercial, and contractual aspects.
- Partner with the Product Line and Commercial teams to create best-in-class proposals that enhance the long-term competitive and financial position.
- Ensure proposals comply with company brand guidelines, customer requirements, and internal quality standards.
- Understand and implement the Geozone/Product Line strategy documents into actionable client propositions.
- Identify and route any workload on specific ITTs that fall outside Commercial Operations limits (e.g., technical response, pricing).
- Implement approved standardized content from the Commercial Operations libraries.
- Execute the Global Commercial Policy through comprehensive reviews of ITTs.
- Create and manage review/approval workflows in the Xait Porter platform under the guidance of the Commercial Operations Supervisor or Manager.
- Obtain all necessary approval reviews and routes in CRM as part of the tender/proposal submission process.
- Continuously update CRM status throughout the lifecycle of the tender/contract phase.
- Articulate the company’s competitive advantages effectively through the tender/proposal documents.
- Provide expert input to support negotiations, including attending customer negotiation meetings alongside sales and product line teams.
- Request tender debriefs (SFDC Win/Loss Analysis) from Product Line and Account Managers post-tender Win/loss to capture 'lessons learned' for future submissions.
- Lead and ensure a clear contract handover process to the operations team for assigned work packages and secured opportunities following contract awards.
- Assist the opportunity team in identifying and mitigating project risks.
- Manage contracts until their closure, including escalation, volume discounts, audits, performance bonds, liquidated damages, amendments, negotiations, local content, consumption, upsells, expiration, and closing.
- Ensure CRM is consistently updated with contract details and statuses.
Required Qualifications
- Fluent in English, both written and verbal.
- Strong communication skills.
- Excellent time management skills and punctuality.
- Process-driven approach.
- Experience in tender management.
- Commercial experience, ideally within RFQ processing.
- Minimum of 2 years sales administration experience.
- Familiarity with Salesforce; knowledge of SAP or Oracle is an advantage.
Educational Qualifications
- Bachelor’s Degree in Business, Economics, or Finance.
