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Commercial Manager

Job Requisition No.:  17928
Category:  Shipyard

COMPANY: Qatar Fabrication Company - QFAB

Qatar Fabrication Company (QFAB) is a joint venture between Qatar’s leading shipping and maritime company, Nakilat, and McDermott, a fully integrated provider of technology, engineering and construction solutions to the energy industry. Leveraging on the expertise of its parent companies and operating from comprehensive facilities within the world-class Erhama Bin Jaber Al Jalahma Shipyard, QFAB offers a robust range of services, such as the fabrication, construction and assembly of offshore and onshore structures to bring an unparalleled level of support to the local oil and gas industry.



Reports To: QFAB Managing Director

Liaise WithManaging Director, Operations/Production Managers, Functional Managers





Management and control of commercial, business development, sales and strategy function



  • Lead the Business Development effort to capture new business in Qatar
  • Oversee and drive the sales strategies for a portfolio of projects with demonstrated results per contract
  • Monitor market conditions, product innovations and trends, competitors' products, pricing and sales strategies to maximize QFAB’s competitive stance
  • Stay abreast of business strategies and trends to effectively acquire new business and to maximize revenue growth
  • Schedule regular meetings and sales calls with key customers to assess short and long-term needs
  • Analyze market research and sales forecasts in order to develop sales targets, plans, and unique differentiated opportunities
  • Lead development of the win strategy for specific opportunities
  • Lead Commercial Dept. to ensure a consistent approach to the market
  • Lead others effectively, both formally and informally across functional groups and clients
  • Review contract terms and conditions and coordinate with Legal and Finance Departments
  • Lead in negotiating contracts - Consistently influence financial and contractual outcomes to maximize profit and maintain desired risk profile
  • Participate in review, risk assessment, negotiation and close-out of major contract change orders
  • Involve in project close-out activities with Project Team
  • Conduct Technical and Commercial discussions with Customers
  • Visit to Customer sites as necessary to support proposals and sales
  • Gather business intelligence to aid preparation of proposals
  • Map Client’s organizations to identify key decision makers and draw up zipper plan to ensure QFAB relationship owners are in place at every level
  • Develop contacts within Client organizations and facilitate high level meetings between QFAB senior management and the Client
  • Ensures customers’ questions are addressed in a timely and professional manner



  • Evaluate Inquiries
  • Make bid/no bid recommendations
  • Update customer database on a regular basis
  • Participate in Company presentations with customers; attend seminars and business promotion events


EXPERIENCE : Minimum 15 years in related role and industries.


EDUCATIONBachelor's degree in Engineering, Engineering Management, Business Administration, Pre-Law, or related field with Master's degree preferred

Commercial Manager


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