Senior Commercial Manager

Lockheed Martin; Abu Dhabi Emirate; Hybrid; AED 300,000 - 400,000; Full time

Job summary

A defense technology leader is seeking a Senior Commercial Manager to oversee commercial and contractual objectives in the Middle East and Africa. This role requires advanced knowledge of GCC public-sector acquisition regulations and strong relationship management skills for local government and military contracts. The ideal candidate will lead cross-functional teams while ensuring compliance with contract requirements. Fluency in English is essential, and spoken Arabic is a plus.

Qualifications

• Experience in developing and managing defense industry contracts with the local government and/or military.
• Detail and teamwork oriented.
• Ability to accommodate international time zone differences.

Responsibilities

• Lead the Company’s commercial and contractual objectives in the Middle East and Africa.
• Serve as principal contact for customer business relationships on contract and cost matters.
• Identify and implement synergies from multiple stakeholders.

Skills

Advanced knowledge of GCC country public-sector acquisition laws and regulations

Cost management experience

Excellent interpersonal, communication and organizational skills

Familiarity with regional Defense Industry and markets

Fluent English spoken and written skills

Spoken and written Arabic

Job description

Senior Commercial Manager

About the Role

The Commercial Lead – Middle East and Africa will serve as the regional expert and go-to focal point for all Lockheed Martin business and functional areas on local commercial dealings. The selected candidate will also provide key leadership for current and future bids and proposals in country. They will be expected to work closely and productively with internal leadership and stakeholders, as well as external customer and stakeholder organizations.

Responsibilities

• Accountability for leading the Company’s commercial and contractual objectives in the Middle East and Africa region.
• Principal contact for customer business relationships on contract / cost matters.
• Lead by supporting cross-functional teams to further an enterprise approach to achieve commercial objectives and issues resolution.
• Compile and analyze contractual and cost data; maintain and archive historical information in accordance with Company policies and procedures.
• Identify and implement synergies from multiple stakeholders and align to enterprise objectives.
• Responsibility to identify and implement standardized terms and conditions for regional activities, in coordination with the Business and Functional Areas.
• Responsibility for driving enterprise-wide commercial business strategies that support the corporate country and regional vision.
• Serve as regional expert and advisor for the Company on local contract and commercial regulations, including but not limited to local acquisition, financial, and offset matters.
• Develop customer consensus with a “One Lockheed Martin” voice in key markets.
• Championing regional cultures, norms and business processes within the Company.
• Develop partnerships with key stakeholders across the business areas and representing enterprise-wide interests.
• Support regional acquisition entities, by serving as a strategic partner to our customers.
• Play a key role in shaping the Company’s regional capture and proposal development.
• Interpret and evaluate relevant country-specific public-sector acquisition laws and regulations to devise and implement winning bid strategies and processes.
• Make in-depth presentations to customers and partners in various settings (., conferences).
• Responsible to ensure that complex bidding and cost evaluation processes are submitted in accordance with local requirements, formats and processes.
• Lead relationship and negotiations with the relevant defense organizations and the end-user Armed Forces representatives.
• Proactively implement controls to ensure proper execution of contract requirements and research requests for proposals.
• Structure, negotiate and manage commercial contracts.
• Support audit responses / meetings; internal and external reporting; and develop solutions to complex problems.
• Leadership of the Commercial function in the region, including talent development.

Qualifications

• Advanced knowledge of GCC country public-sector acquisition laws and regulations.
• Relevant experience with developing and managing defense industry contracts with the local government and / or military.
• Cost management experience.
• Familiarity with regional Defense Industry and markets.
• Be well-versed in industrial development and countertrade arrangements.
• Excellent interpersonal, communication and organizational skills.
• Detail and teamwork oriented.
• Some regional and international travel will be required.
• Accommodation for international time zones and meeting participation will be required.
• Fluent English spoken and written skills.
• Spoken and written Arabic would be desirable.

Location / Residency

• The successful candidate would be based in either Riyadh, Kingdom of Saudi Arabia; or Abu Dhabi, UAE.

Business Environment

Lockheed Martin’s International Corporate and Enterprise Business Services (EBS) units, consists of Business Development, IT Services, Payroll, ESH, HR and Finance functions that support the business across the whole of the EMEA region. With employees located throughout the UK, Europe and Middle East, LM Corporate and EBS provide EMEA wide support to all the LM International business areas.

Equal Opportunity Statement

Lockheed Martin recognises and actively promotes the benefits of a diverse workforce and is committed to treating all employees with dignity and respect regardless of race, gender, disability, age, sexual orientation, religion or belief. Discrimination on any of these grounds is expressly forbidden. We therefore welcome applications from all sections of the community.