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Chief Commercial & Bus. Dev. Officer

Job Requisition No.:  14952
Category:  Shipyard

Reporting structure

Reports to: 

Chief Executive Officer (CEO)

Direct Reports:

Manager - Estimating / Manager - Invoicing / Manager - Offshore.



Job Summary and Purpose

Direct, administer, and coordinate the commercial & marketing activities in accordance with policies, goals, and objectives established by the Chief Executive Officer and the Board of Directors. Assist the Chief Executive Officer in the development of organizational policies and goals to cover the commercial & marketing, financial performance, and growth of the business. Responsible for marketing, business development, bidding for projects and win projects to meet the targeted revenues and profits for the company.


Key Accountabilities:

  1. Develop the broad functional strategy and ensure that the vision, mission and strategy is cascaded down to the departments to ensure alignment of the functional strategies across all Commercial & Marketing division.
  2. Ensure that departmental strategies and related strategic plans are developed and implemented, which are aligned with the vision and mission of N-KOM.
  3. Direct the development and oversee the implementation of functional policies, systems, processes, procedures and controls so that all relevant procedural/legislative requirements are fulfilled while delivering a quality, cost-effective service to customers in a consistent manner.
  4. Leads and guides commercial teams in the planning, organising, management and follow up to win projects and to develop new market segments to meet or exceed the targeted revenues. 
  5. Leads and guides commercial teams to cost control, optimise revenue and achieve the targeted profits for the company.
  6. Devise and manage a system for marketing the yard services to the customers, and this shall include direct marketing, appointment of brokers and agents, exhibitions, events and advertisements.

Accountabilities - 2

7. Lead a group of professional business development team to devise strategies in securing high value projects and also strategically position the company to meet the challenges and changes in the market.

8. Leads and guides Business development team to follow the trends and changes of the competitors and the market to prepare the yard to face the challenges and changes in the market conditions.

9. Leads and guides offshore function to achieve their targets for execution, revenue and profits.

10. Leads and guides commercial teams to set the price levels that are competitive in the market and also to ensure the targeted profits are achieved with the level of pricing commensurate with the business risk fo the project

11. Leads and guides the commercial team in commercial and contractual negotiations to secure the and ensure prompt final invoice settlement to achieve good cashflow and secured payments.

12. Leads the commercial team to identify the risks and requirements for executing the projects from the bidding stage in consultation with COO, Legal, HSSE, QSA and other relevant managers during bidding stage as necessary.

13. Discuss and agree with the legal the critical contractual requirements and the risks that are envisaged for execution of any individual projects and full responsibility and authority of contract management.

Accountabilities - 3

14.Support project Management in negotiation with clients during the project execution.

15.Lead the effective achievement of functional objectives through the people leadership, by assisting the human resources through managing performance, recruiting qualified staff, developing and motivating staff, provision of formal and informal feedback and appraisal – in order to maximise subordinate and departmental performance.

16.Lead and direct the management of change through continuous improvement of functional systems, processes and practices taking into account ‘international best practice’, changes in international standards and changes in the business environment which demand proactive action plans.

17.Ensure the commercial function's adherence to all legal, policy, procedural compliance and auditing requirements for the conduct of ethical and transparent operations including the compliance to all NKOM Policies and guidelines to be a top performing company by not violating any legal terms, contracts, employment rights etc.

18. Ensure that all management reports are completed timely and comply with international principles of corporate governance and standards, policies and standards.Direct the compliance of all relevant safety, quality and environmental management policies, procedures and controls in order to guarantee employee safety, legislative compliance and a responsible environmental attitude

19. Perform other related duties or assignments as required in order to ensure the continuous operations of the function

Accountabilities - 4


Achievement Oriented
Collaboration & Teamwork
Customer Centricity
Drive Vision
Empower & Nurture Talent
Interactive Communication
Solution Oriented

Key Result Areas

Interactions and Working Relations

Internal: Board of Directors / Head of functions / Project Managers
Purpose: Directing the Commercial & Marketing function with a clear strategy and plan to achieve strategic objectives set by the CEO / Chiefs
External:Clients / Marketing Agents / Business Organizations / Professional Bodies.
Purpose: Creating and sustaining the brand equity among all parties. 
Attracting new business and potential customers

Financial Authorities

Qualifications, Experience and Job Skills

Member of Professional forums in the region.Bachelor’s/Engineering degree in marine/naval architect MBA or equivalent post-graduate qualification from a recognized business school.
Commercial experience of handling ship repair, conversion and New Building Projects experience. Training on negotiation skills, leadership skills and contract management
15 years  and above working experience in a major  ship repair yard or facilities with conversion and new building facilities
Technical Competency
•    Planning and Budgeting
•    Business Impact Analysis
•    Business Risk
•    Commercial Management
•    Business Development
•    Regulatory Knowledge

Chief Commercial & Bus. Dev. Officer

Department:  Commercial & Marketing

Job Segment: Executive, Engineer, Business Development, Direct Marketing, QA, Management, Engineering, Sales, Marketing, Quality