Commercial Lead

Job description / Role

Position purpose

Manage the execution of the complete Category Management & Contracting Process (CMCP) including contract strategy, tactics and contract management activities for the assigned contract portfolio of Upstream, LNG and Corporate in Shell Egypt and collaborate with:

• Internal (Shell), joint venture and regulator stakeholders in development and execution of sourcing strategies driving towards value maximization. [Pre-award phase]
• Internal (Shell) & external (suppliers) stakeholders in ensuring delivery of maximum value via each of the awarded contract/commercial deal. [Post-award phase]

Principal accountabilities

[Outcome - Value]

• Closely interact with key stakeholders and develop a detailed demand plan based on forecasted business requirements in a highly volatile environment.
• Develop commercially competitive contracting & procurement strategies for assigned key spend categories which meet the business demand while taking into account potential implementation of global strategies at local/regional level.
• Conduct tenders, evaluate bids and drive negotiations with suppliers in accordance with the CMCP as an overall guidance.
• Ensure delivery and effectively manage contracts while continuously driving value improvement targets.
• Identify, develop and implement supply chain improvement opportunities.
• Develop a robust suppliers landscape (local and global), assess their capability and integrate the same in the category planning. Promote local content by developing local capability and harnessing the local capacity.

[Outcome - HSSE]

• Ensure supply chain strategy supports Goal Zero aspiration through implementation of robust contractor safety management practices and alignment to Shell’s personal and process safety Goal Zero focus areas.
• Implementation of contractor HSSE practices in close liaison with contract managers/holders and owners.

[Business interface]

• As an active member of the Asset/OU Business LT, build highly collaborative relationships, ensuring that CP strategies are fully aligned to the business objectives and that CP bottom line contribution (TPSS) are fully reflected in business plans and quarterly LEs.
• Proactively identify and understand commercial/procurement needs from internal stakeholders (Shell business) and collaboratively propose competitive solutions. This may involve constructively challenging the business demand and/or procurement practices in order to drive value and efficiency for the organization.

[Supplier interface]

• Manage supplier relationship effectively and collaboratively drive continuous performance improvement via relevant contract key metrics (e.g. HSSE, operations, cost). This involves constructively challenging the suppliers in terms of contract delivery and performance as well.
• Build and maintain strong network in the market, being fully aware of supplier developments and opportunities coming up in the market.

[CP/SC interface]

• Ensure strong connect across the wider CP/SC organization (e.g. Wells, Functions & Technology, Projects, Performance and Planning) to ensure continuous cross sharing and leverage of best practices.
• Ensure collaborative ways of working with global category and strategic supplier teams.

[People]

• Provide extensive coaching, support and guidance to other team members to ensure delivery of results where possible.
• Build effective working relationships with others including business partners and make a constructive contribution within immediate team.
• Lead, support and personally develop a high performing team of empowered CP professionals aligned to business goals and focused on commercial results.
• Enable people to succeed by removing barriers to performance, addressing underperformance and rewarding success.
• Drive for external focus in the team, ensuring CP/SC professionals spend as much time in the marketplace as possible.
• Provide extensive delivery coaching to frontline staff.

[Process]

• Ensure application of the end-to-end CMCP process, using commercial judgement, common sense and a simplification mindset, understanding the difference between non-negotiable compliance elements (safety, ethics & compliance, code of conduct, law) and CP operating practices, while always keeping enterprise business value in focus.

Special challenges (complexity)

[Value opportunity]

• In order to achieve and sustain “most competitive supply chains”, future value delivery will predominantly be derived from the demand and specification levers, which will require further and deeper application of supply chain transformational approaches combined with deeper collaboration with key suppliers in the supply chain.
• Ability to manage and prioritize value and the potentially dynamic nature of the portfolio based on business demand and team capacity.

[Realizing value]

• Implementation and delivery of robust CP tactics/strategy and contract documentation to secure third party services and materials in compliance with business need, quality requirements and on best commercial terms that fully account for all market capacity/capability and risks/opportunities.
• Supporting the delivery of contracts awarded, which includes developing comprehensive post award contract management plans to enable value maximization for the organization.

[Stakeholder management]

• Various interface management which includes internal (business stakeholders, global category and strategic supplier team, wider CP/SC team), JV partners, regulators and external (suppliers, contractors) that require excellent collaboration and close cooperation.

Key experiences and qualifications

[Qualification & delivery]

• A degree level (business/engineering) and proven long term comprehensive experience within CP/SC.
• CP/SC experience in upstream/wells/projects.
• Proven track record of execution excellence and delivering results.
• MCIPS (Chartered Institute of Procurement & Supply) qualification would be an advantage but not mandatory.
• Arabic proficiency required.

[Commercial]

• Highly tuned commercial acumen and curiosity with demonstrated ability to develop and deliver value from complex deals.
• Proven experience in contract negotiations and complex tender evaluation.
• Good understanding of strategic, technical, legal, finance, taxation and commercial issues.

[Behaviours]

• Highly driven, ‘can do’, inspiring, able to articulate in a crisp and precise manner.
• Is understood and is credible at all levels in Shell.
• Focused on tangible value outcomes for the enterprise, translates strategy to outcomes.
• Brings external market/supplier into the conversation (curiosity).
• Mix of operational experience and global/regional corporate roles, multiple lines of business.
• Uncompromising on HSSE, ethics and compliance is a ‘must have’ in all CP.
• Collaborates and integrates within CP and with business, enterprise first.
• Understands business and speaks business.
• Has effective influencing skills and can flex his/her style to audience.
• Proven track record of commercial acumen.
• Continuous improvement and simplification mindset.
• Enables and empowers team to contribute, recognises people (Engage & Perform).
• Passionate about developing people.

[Leadership]

• Strong and proven interpersonal, influencing and stakeholder management skills.
• Ability to cope with complexity and uncertainty and proven adaptability.
• Driven, motivated and passionate to drive positive change.
• Demonstrated ability to interact seamlessly and effectively with all levels of management.

Disclaimer

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