Contract Manager

Capgemini; Riyadh; On-site; SAR 60,000 - 120,000; Full time

Job summary

An established industry player is seeking a Senior Commercial and Contract Manager to drive value and compliance across key accounts. This role involves collaborating with various stakeholders to shape pre-sales deals and manage contracts post-sales. You will be instrumental in maximizing revenue and margin while ensuring adherence to contractual obligations. The ideal candidate will possess strong negotiation skills, a deep understanding of commercial principles, and the ability to foster relationships in a multicultural environment. Join a dynamic team and contribute to innovative solutions in a fast-paced setting.

Qualifications

• 5+ years in a similar role with bid and delivery experience.
• Strong understanding of legal and commercial principles.
• Experience in supplier and vendor management.

Responsibilities

• Manage complex sales opportunities and develop commercial solutions.
• Ensure delivery teams understand and fulfill contractual obligations.
• Lead negotiations and resolve disputes with clients.

Skills

Leadership

Communication Skills

Negotiation Skills

Presentation Skills

Attention to Detail

Proactive Improvement

Education

Bachelor's Degree in Engineering

Bachelor's Degree in Business Administration

Bachelor's Degree in Finance

Bachelor's Degree in Commercial Law

Job description

About Capgemini

Capgemini is a global business and technology transformation partner, helping organizations to accelerate their dual transition to a digital and sustainable world, while creating tangible impact for enterprises and society. It is a responsible and diverse group of 340,000 team members in more than 50 countries. With its strong over 55-year heritage, Capgemini is trusted by its clients to unlock the value of technology to address the entire breadth of their business needs. It delivers end-to-end services and solutions leveraging strengths from strategy and design to engineering, all fueled by its market leading capabilities in AI, cloud and data, combined with its deep industry.

Job Details: -

Title: Senior Commercial and Contract Manager

Location: KSA (Saudi Arabia)

Partnering with a variety of stakeholders such as Account Management, Solution, Legal, and Finance, the Commercial and Contract Manager is responsible for ensuring that risks and commercial best practices are considered throughout the sales cycle and applied to service delivery.

The 3 key areas of responsibility are:-

1. Pre-sales deal shaping
2. Negotiation with the client
3. Contract Management of Key Accounts

You will promote and apply commercial best practices throughout the life of a client engagement to drive value (revenue, margin, growth) for the account/s. You will be responsible for ensuring Capgemini's compliance with the contract, providing advice on commercial and contractual matters to the sales and delivery teams and applying Capgemini's commercial best practices in the day-to-day management and operation of the account(s).

Your key responsibilities:-

In bid phase (pre-sales)

• Assist with the management of complex sales opportunities (Bids, RFPs, RFQs)
• Be instrumental in developing appropriate commercial solutions for the Bid or the Account, aiming at increasing revenue/margin or reducing costs, while considering issues related to Sales, Delivery, Legal, Finance and Risk; leveraging offshore capabilities, when necessary; maximizing the use of tools
• Aim at becoming the single point of contact (both internally and for the client) for all contractual matters related to the assigned account(s)
• Ensure that services requirements are addressed appropriately to achieve deals’ Group approval
• Provide commercial handover from bid to delivery teams, as well as guidance and coaching to the account team on all matters relating to the contract

In delivery (post-sales)

• Ensure the delivery team understands the contractual obligations and provides advice and guidance to the team on all matters relating to the contract
• Ensure that contractual obligations are fulfilled such that revenue and margin are maximized and that costs are reduced; proactively suggests options to drive out costs and to increase revenue and margin
• Managed delay related issues and help negotiate extensions and changes to the contract
• Review major subcontracts for compliance and back to back provisions
• Lead commercial discussions with the clients; to lead senior level negotiations relating to the contract
• Help resolve disagreements and disputes to avoid escalation
• Generally, develop strong relationships internally and with the Client, and contribute to developing the CCM function and best practices within Capgemini
• Ensure commercial management best practice is implemented within the account (e.g. risk registers are maintained)
• Provide commercial training for the delivery team as agreed with the Commercial team
• Maintain and continue to develop the day-to-day commercial process and procedures necessary to supporting the overall account strategies
• Participate in service reviews

Essentials:-

• Minimum bachelor’s degree in engineering, Business Administration, finance or commercial Law.
• At least 5 years of experience on a similar position with bid and delivery activities within complex and matrix engineering organisations, or experience as a project manager on significant projects (EPC, long term agreements, etc.), with proven extended experience in bid phase
• Demonstrates a detailed understanding of key legal and commercial principles and obligations in engineering environments (including specific regulatory, geographic requirements)
• Ability to understand and deal with every contract stakeholder’s expectations
• Good knowledge about finance and projects life cycle
• Ability to understand the business requirements and appreciate financial/analytical issues and profit and loss implications
• Experience in suppliers contract management, vendor management and client-facing negotiation
• Experience in dispute & crisis management
• Proficiency in English and Arabic

Skills:-

• Leadership and Team player
• Excellent oral and written communication skills and willing to build good and sustainable relationships with teams and clients
• Drafting skills and attention to detail
• Presentation skills, ability to communicate actions, ideas and plans clearly
• Negotiation skills
• Proactive in developing and implementing efficiency improvements
• Ability to work in multicultural and virtual environment