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Apply: Commercial Director / Associate Director, Hong Kong & Mainla...

Reference: HS-18

What if you could do the kind of work the world needs?
At WSP, you can access our global scale, contribute to landmark projects and connect with the brightest minds in your field to do the best work of your life. You can embrace your curiosity in a culture that celebrates new ideas and diverse perspectives. You can experience a world of opportunity and the chance to shape a career as unique as you.

Position Summary

Accountable to the Asia Chief Operating Officer (COO) and responsible to the Managing Director (MD), the Commercial Director, shall take oversee commercial management to nominated Business Line Heads (BLHs).
Develop and drive best practice commercial management, understanding specific performance issues/trends within WSP Asia projects, the wider business and industry, and delivering tangible and innovative solutions.
Maintain oversight and reporting on the commercial performance of WSP Asia project portfolios.
Champion WSP Asia’s systems including the necessary tools, processes, and training to achieve commercial success for the WSP Asia business.

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, co-ordinating 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.
Support the business in positioning for and winning major strategic bids.

Key Competencies And Experience

Be recognised as senior leader internally and externally for WSP, driving desired company culture through role modelling and effective and inclusive people focus.
Provide inspirational leadership – act as a role model, committed to guiding and motivating with enthusiasm and with a compelling vision.
Promote effective teamwork, encouraging working collaboratively across boundaries.
Through leadership and motivation, demand and ensure a strong sense of ownership actively empowering business leaders and team members, fostering self-accountability and a high-performance culture.
Through effective leadership, assist with building a client centred ethos in line with WSP client centric principles.
Champion continuous improvement and best practice.
Help implement sector strategies through multi-disciplinary leadership, in collaboration with the relevant Sector Leaders.
Ensure Major Project resource needs are identified and, together with design centre Managers, ensure development and/or recruitment of high calibre people.
Assist in the dissemination to our people the latest industry and market developments around best practice project delivery.
Own and maintain the WSP Asia commercial management systems including associated tools, practices, and guides.
Provide mentoring to developing PMs, PDs, and direct report(s).

Professional Experience

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

Imagine a better future for you and a better future for us all.

Join our close knit community of talented individuals who share your passion for making a positive impact. Our global team includes more than 73,000 employees, working together to make a difference in communities both close to home and around the world.

With us, you can. Apply today.
All applications will be treated in strict confidence and only be used for recruitment related purpose. Applicants not hearing from us within six weeks may consider their application filed for future reference. All personal data of unsuccessful applications will be retained for 12 months for future recruitment purpose and will be destroyed afterwards.

WSP is one of the world’s leading professional services consulting firms. We are dedicated to our local communities and propelled by international brainpower. Having been active in Asia since early 1970s, WSP has contributed to many of the region’s infrastructure, building and urban developments. With a staff complement of over 3,400 in 12 offices throughout major cities in Mainland China, Hong Kong, Taiwan, South Korea, Malaysia, Philippines, Singapore and Thailand, we harness Asia’s unique opportunities and challenges through our collaborative force and innovative engineering solutions, fostering the sustainable growth of the region. wsp.com

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