Commercial Director, Singapore

Accountabilities

Leadership

• Driving Ethics and Compliance, aligned to WSP’s core values.
• Exhibits and demonstrates behaviours and attitudes in accordance with WSP core values through effective team working, with effective and transparent teamwork.
• Provides visible leadership and direction with a focus on the operational excellence pillar and budget performance.
• Engages others to develop a culture of client-centric delivery excellence and innovation in project delivery to differentiate and raise market profile. Provides co-ordination within the discipline to ensure sharing of best
  
  

practice, innovation, project delivery and operational skills.

• Ensure commercial aspects of proposals and tenders are to the best advantage of the Company, and risks are identified and recorded, providing commercial management support from proposal response through to opportunity closure.
• Develop and implement a risk management framework and provide advice and support to the risk management committee for major projects.
  
  

Responsibilities

Commercial Management

• Review and negotiation with different parties for terms and conditions for the best interest of the company
  
  

overall and potentially proceeding with claims and variation orders with clients.

• Work with the legal team ensuring legal protection to all aspects of the commercial agreements and activities
  
  

of the business.

• Review, develop and maintain standard Terms and Conditions of commercial agreements and other standard
  
  

legal documents (such as Joint Venture agreements, memorandum of understanding, confidentiality

agreements, etc.) to ensure best commercial advantage is maintained by the Company.

• Review and maintain WSP Asia’s commercial policies and procedures and be responsible for the
  
  

development of new policies required to support the business.

• Promote best practice and commercial excellence by applying sound commercial review practices and taking
  
  

a leading role in the delivery of key or strategic projects.

• Act as internal advocate for collaboration, knowledge sharing and work sharing across the business, working
  
  

to ensure awareness of skills and capabilities across the business, and demonstrating this through the

application of the “Best Team” approach on projects.

• Providing thought leadership input into WSP Asia’s broader commercial initiatives to support WSP’s strategic
  
  

plan and direction.

Commercial Operations

• With the MD and Business Line Heads set the strategic direction for commercial operations and work with the project delivery community to achieve it including managing Net Working Capital, Operating Margins, Utilizations, DSO, etc, metrics.
• Implement best practices and continuous improvement initiatives to enhance commercial performance by working closely with Business Line Heads and functional leads (Commercial, Legal, Finance, HR, Compliance, and other corporate functions).
• Work collaboratively with the Business Line Heads, Project Directors, Project Managers and other staff to improve the commercial rigour applied to pricing and budgeting of proposals and variations on major projects.
• Prepare and review commercial submissions to major proposals as required, co-ordinating input from other key stakeholders to meet submission deadlines.
• Ensure detailed handover briefings are provided where required to inform Project Director and Project Manager of the commercial and risk management strategies of proposals.
• Actively interrogate information and data on project portfolio performance and develop strategies for support and drive intervention as required including regular liaison with the sectors, a co-ordinated programme of project reviews, and reporting to WSP Asia leadership team.
• Take the lead in claim management for contracts, including mitigating risks, minimizing liability claims, coordinating major claim and variation letters, and engaging with clients directly.
• Manage communications, ensuring the MD and Business Line Heads are aware of clarifications, qualifications and exceptions.
• Deliver process improvements that deliver an enhanced client experience and overall performance for the business.
• Regularly carry out lessons learnt on projects linking themes, issues and strengths to the wider portfolio.
• Disseminate lessons learnt through the wider business and encourage others to identify and discuss lessons learnt from other key projects.
• Integrate with the operations, legal, finance, quality, compliance, and other corporate functions, including member of Asia Risk Committee when required.
• Maintain an active role in project governance including Project Director or project governance roles with a utilisation target of 20%.
• Support the business in positioning for and winning major strategic bids.
  
  

Requirements

• Degree in business administration, operations management, quantity surveying, engineering, or a related field preferred
• Extensive senior business operational and project management experience
• Current practicing certificate or membership of an associated professional body
• A track record of successful delivery of high complexity and high-risk projects
• Experience in a broad range of infrastructure procurement and delivery models
• Experience in developing commercially robust major project proposals and developing commercial robust claims
• Experience in developing robust project and risk management practices
• Flexibility to travel within Asia, as required