What are the responsibilities and job description for the Regional Commercial & Contract Manager position at MAN?
The Regional Commercial & Contract Manager to oversees the commercial and contractual activities during the bidding phase of projects located primarily across North, Central, and South America. This role will focus during the bidding phase on supporting business development activities, preparation, deviation, submission, and negotiation of tenders, RFP’s, offers and contracts, while ensuring compliance with contractual and commercial requirements, guidelines, risk policies and industry standards. The ideal candidate will have deep understanding of domestic and foreign legal systems, excellent negotiation skills, a thorough understanding of commercial operations and the ability to manage simultaneously large-scale projects with high complexity.
Key Responsibilities:
Contract Compliance and Negotiation:
Autonomously and self dependently draft, revise, and negotiate sales contracts (e.g., supply, EPC, consortium) , MOUs, LOIs, and NDAs according to company drafts, requirements, guidelines, risk policies, customer drafts and industry standards.
Collaborate with various internal specialists departments, including, legal, insurance, tax, export control, and finance to optimize commercial costs and contractual wordings.
Lead commercial contract negotiations and support in negotiations with domestic and international customers and third parties (e.g., consortium partners).
Tender and RFP Analysis:
Analyze and prepare deviations to legal and commercial parts of complex national and international tenders and customer-specific inquiries for power plant or various new technologies (e.g., Power2X, electrolysers, heat pumps) contracts on a supply or turnkey (EPC) basis.
Apply specialist knowledge of domestic and foreign legal systems (e.g., USA FAR regulations, Swiss, English, Spanish).
Project Strategy Development:
Develop and coordinate comprehensive project strategies in collaboration with sales and tendering teams.
Provide guidance and support to sales and tendering from project screening up to contract signature.
Clarify commercial and legal framework conditions for offers.
Act as the main point of contact for commercial and contractual issues in the Americas.
Risk Assessment and Compliance:
Identify, register, and evaluate contractual and legal project risks and opportunities.
Check and compute commercial costs (e.g., taxes, insurances, bond costs) in offers.
Create and analyze project cash flows and optimize contractual payment conditions.
Clarify tax risks in coordinate with internal and external tax advisors.
Follow our company compliance rules.
Contract Development and Training:
Bring ideas in the development and revision of standard contractual templates.
Conduct training courses for sales and tendering in the Americas region on various contractual and commercial topics.
Proactively maintain up-to-date knowledge of industry standards, regulations, and best practices.
Travel:
High willingness to travel across the Americas region on short notice to support projects and negotiations.
Qualifications:
Education
Bachelor’s degree in Business Administration, Law, Finance, or a related field.
A Master’s degree or professional certification (e.g., CPM, CPCM) is preferred.
Experience
Several years of working experience in commercial contract and/or claim management.
Proven track record of managing contracts and commercial activities.
Experience with technically-oriented and contractually minded customers, consortium partners and/or suppliers.
Skills
In-depth knowledge of domestic and foreign legal systems (e.g., USA FAR regulations) and contracts (e.g. FIDIC).
Thinking and acting with a strong entrepreneurial and cost-conscious attitude.
Strong analytical, independent and result-oriented working.
Strong technical and commercial interests and understanding facts in these areas.
Tough personality with internal and external customers and decision makers.
Ability to motivate him-/herself and others and a high level of comprehension ability to penetrate complex facts and contexts.
Significant independent working methods and own initiative on a high level.
Experience in handling large scale high-complexity projects and leading negotiations.
Strong analytical, strategic thinking, and decision-making skills.
Languages
Proficiency in English and Spanish, additional languages would be of advantage.
Benefits:
Competitive salary and performance-based bonuses.
Comprehensive health and wellness benefits.
· Professional development opportunities.
· Flexible working arrangements.
· Opportunity to work in a dynamic and international environment.
· Approx. 4 weeks training in MAN HQ in Augsburg, Germany
