Head of Commercial

Job description / Role

About Al-Futtaim Group

Established in the 1930s as a trading business, Al-Futtaim Group today is one of the most diversified and progressive, privately held regional businesses headquartered in Dubai, United Arab Emirates. Structured into five operating divisions: automotive, financial services, real estate, retail, and healthcare; employing more than 35,000 employees across more than 20 countries in the Middle East, Asia, and Africa, Al-Futtaim Group partners with over 200 of the world's most admired and innovative brands. Al-Futtaim Group's entrepreneurship and relentless customer focus enables the organization to continue to grow and expand, responding to the changing needs of our customers within the societies in which we operate.

By upholding our values of respect, excellence, collaboration, and integrity, Al-Futtaim Group continues to enrich the lives and aspirations of our customers each and every day.

Overview of the role

The Head of Commercial - Projects is pivotal in managing commercial and contracts administration, safeguarding the company against commercial risks both presently and for the future. This role demands oversight of adherence to commercial procedures and the successful governance of assigned business units. It requires strategic leadership in review, negotiation, and administration of contracts and commercial documents. The role emphasizes monitoring the financial success of construction projects, enhancing operational efficiency, and establishing robust client relationships through effective administration. Success factors include precise risk management, successful claims negotiation, timely reporting, and adherence to commercial policies within an international context.

What you will do

Pre Bid Activities
- Review tender documents in accordance with Delegation of Authority (DOA) and provide contractual advice.
- Engage in pre-contract negotiation, working alongside estimating function, and review project cost sheets.
- Achieve set targets for tender review and advice provision.

Contract and Commercial Documents Review
- Review contracts as per DOA and submit formal evaluations to management on conditions offering risks and opportunities.
- Coordinate with Group Legal for necessary approvals on external contracts.
- Manage risks in accordance with Company Risk Strategy.

Project/Contract Performance Management
- Direct contract commercial administration for financial success in construction operations.
- Ensure timely submission and analysis of individual contract performance data monthly and quarterly.
- Conduct monthly cost/value reconciliations and comparisons with estimates.
- Finalize forward projections/cost to complete (CTC) quarterly.
- Identify and value direct and indirect costs of variations and claims.
- Provide timely, accurate reports on the business's operating conditions.
- Monitor activities, costs, operations, and forecast data to determine business progress and future action.

Client Administration
- Ensure expedient notices and submissions required by contracts to protect business positions.
- Submit contract payment applications, detailing additional cost claims, variations, extensions.
- Agree on final accounts with customers in a timely manner.
- Secure timely payment certificates and assist in the collection of outstanding debts.
- Track and secure return of Bank Guarantees in coordination with Finance and Treasury departments.

General Responsibilities
- Provide ongoing advice and support to Estimating, Operations, and Commercial teams.
- Enhance operational efficiency and productivity standards.
- Evaluate feasibility of new or revised systems and proposals ensuring compliance with standards.
- Direct company policies related to Commercial and Procurement.
- Exercise authorization defined within policy parameters and DOA.
- Mentor and develop staff within the commercial framework.

Required skills to be successful

• Strong understanding of contract law, particularly FIDIC forms.
• Experience in managing, mentoring, and developing commercial teams.
• Proven negotiation skills, especially for winning claims and contract extensions.
• Technical proficiency in cost-value analysis and financial reporting.

What qualifies you for the role

• Relevant degree in Engineering, preferably with a management qualification.
• Chartered Membership of the Royal Institute of Chartered Surveyors (MRICS) preferred.
• Experience working on large MEP contracts.
• Experience of 15+ years in contracting industry, with at least 5+ years in leadership or managerial role.
• Proven experience in contracts administration, negotiation, claims management, and dispute resolution.
• Extensive experience working in the Middle East or internationally with FIDIC contracts.

About Al-Futtaim Engineering & Technologies

Al-Futtaim Engineering & Technologies offers customers complete engineering and systems integration solutions.

The Engineering arm operates in the UAE, Qatar, Saudi Arabia, and Egypt providing a wide variety of products and services from air conditioning, scaffolding and access solutions, elevators and escalators, control and life safety, facilities management, building products, MEP, energy management, technology infrastructure, and digital transformation.

The Technologies division provides complete business solutions to large, medium, and small customers that include contact centre solutions, business applications, business intelligence, data management, advanced analytics amongst others. The IT infrastructure portfolio comprises IP telephony, ELV systems, networking solutions, professional audio-visual solutions, and managed services.

These solutions are further complemented by services that include project management, installation, testing, commissioning, and after-sales maintenance contracts.

About the Company

Established in the 1930's, the Al-Futtaim Group initially operated as a trading enterprise. Rapid development throughout the 1940's and 50's saw it establish itself regionally as an integrated commercial, industrial and services organisation, positioning itself one of the leading business houses in the lower Gulf region. Today, it operates collectively over 40 companies bearing the Al-Futtaim name, dominates many market segments in the UAE, and has expanded its sphere of operation to include Bahrain, Kuwait, Qatar, Oman and Egypt.

The Group comprises a diverse range of strategically positioned operating subsidiaries and associate companies, structured to give the Al-Futtaim Group the flexibility and versatility to keep ahead of local competition while keeping pace with the ever-evolving global business scenario. The Groups continued investment in world-class systems technology is clear evidence of its commitment to maintain leading edge performance and service delivery.

The success of the Al-Futtaim Group can be attributed to a business approach that combines the ability to change with the traditional values of integrity, service and social responsibility that define its core business philosophy. This, linked with the Groups belief in decentralisation, gives the heads of the operating companies a high degree of functional autonomy and authority, providing the Group with essential flexibility, and individual employees a clearly defined work culture and sense of responsibility.