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Chief Commercial Officer M/F


Vacancy details

General information

Organisation

Egis is a global consulting and engineering firm working in construction, transport and mobility services. Our mission: create and operate intelligent infrastructure and buildings to further the transition to a low-carbon economy and contribute to more balanced and sustainable territorial development.
To support our growth dynamic, we offer a wide variety of career opportunities in more than 120 countries.
Joining our Group and its 16,000 employees means, above all, sharing our values as a people-first company, strongly committed to sustainability and innovation.

  

Reference

2022-6728  

Position description

Job title

Chief Commercial Officer M/F

Contract type

Permanent contract

Business Line specific context

As an integral part of Egis Group, the Business Line MENS (Project Structuring, Operation and Services) develops and operates projects for public and private infrastructure and for tolling facilities. Through its worldwide presence, Egis has a unique know-how in managing complex transport infrastructure projects and electronic tolling services to create value for communities around the world.

Our unique expertise and our know-how for developing and operating large road and airport infrastructure, give us a position to bring long term added value to our client, throughout the all life cycle of a project, including Asset Management, making us one of the world leaders in infrastructure operation. Some examples of our projects? The operation of the A63 motorway (France), the M40 motorway (UK), the Dublin Tunnel (Ireland), WestConnex M4 and M5 (Australia), Golfo-Centro motorway (Mexico).

Your strong commercial orientation, your understanding of the business and the company's activities will enable you to contribute to the development of the MENS Business Line by carrying out the following roles.

 

 

Job description

In a changing environment where Regions have leadership on the organization of the Business Development, there is a strong need for BD actions to incorporate sufficient knowledge and experience on our specific services. Egis is looking for his new CCO for the BL Project Structuring, Operation and Services.

The mains duties are the following ones:
▬         Upstream sales - pipeline management & reporting
-Ensure in coordination with the region that a sufficient pipeline is built in consistence at all times with Business Plan objectives at macro and micro (Service Lines, regions) levels
-Ensure timely and quality reporting
-Follow up on Business Intake and verify that it is in line with the annual objective
-Diversification : put in place a specific business development and appraisal process for adjacencies (rail, ports, nuclear, etc.) able to compensate the lower level of competences within the BL

▬         Project identification & pre-appraisal
-Based on the identification of leads in the different regions, coordinate and support the regional commercial team at a very early stage to ensure the alignment of those opportunities with MENS’ strategy, ability to win, EBITDA potential, compatible compliance

▬         Go/NoGo management
-Once sufficient comfort is gained on project features (strategy alignment, ability to win, risk / reward ratio, partnerships discussions etc.) trigger, plan and monitor Go/NoGo process both internal to BL and at group level.

▬         Key Client & partners relationship
-Build, promote (change management) and implement an efficient Key account policy at MENS level in full alignment with group initiative
-Ensure efficient flow of information between different Regions about ongoing and contemplated key partnerships.

▬         Tender management committee + decision committee meetings
-Ensure regular review of all projects in a timing appropriate with decision making process
-Without taking leadership away from SL directors ensure successful bid review process in due time on all aspects of the deal (technical, financial, risk, administrative, positioning)

▬         Management
-Manage Prequalification elaboration and ensure timely and quality delivery of PQ documentation
-Manage commercial team (recruitment, coaching, assessment, training, animation and coordination)
-Assign responsibilities within team to ensure optimum efficiency, team spirit and competence enhancement
-Manage Marketing & Communication: organize, design and produce all internal and external communication material and events in coordination with group communication department; design and implement an efficient competitive watch; Ensure proper communication with Regions

The position’s holder is responsible towards compliance with the three Codes of Ethics, Integrity and Human Resources Management Code, internal rules, all local regulations and Health & Safety rules that apply in for the BL MENS activities.

 

Profile

General experience:
-The candidate shall have a satisfactory previous experience (min. 7 years) either in business development in similar activities or in an operational position with proven experience in developing business relationship, negotiating contracts and with a deep interest and aptitudes for a commercial position
-The candidate shall be graduated either from an engineering school (preferably with a complementary training in marketing or business development) or from a business school (preferably with an experience in a similar field of activity)
-A person able to provide knowledge of the field with a significant experience in PPP and road infrastructure is required.
Well organized, collaborative and result-oriented.
-Fluent in French and English (both written an spoken) ; Other languages appreciated

Technical Competences:
Understands the technical and commercial challenges and risks of implementing and operating infrastructure projects, the economic, business and legal framework of a foreign country, the project implementation and planning constraints  (time/budget/ manpower

Selects the internal and external partners offering the greatest added value to the bid, while optimizing contract economics.
·         Sets out in-depth structuring of future roles of Egis and its partners, taking into account Egis’ expectations, partners and the customers (MoU, consortium agreements).
·         Knowledge and experience of communication and marketing techniques

Client Competences:
· Consistently negotiates a compromise that can be acceptable to all parties
· Seizes upon all opportunities to develop additional business or optimize contract execution conditions
· Understands Client needs and requirements
· Builds lasting partnerships and alliances with strategic players: customers, partners, decision-makers
· Good sense of personal contacts in multicultural environments
· Convinces a client/partner
· Provides Upstream Committee with all of the information required to make a GO/NO GO decision on projects
· Conveys a positive and professional image of the company through his/her behaviour and message in all situations, internally and externally

Cooperation Competences:
· Interfaces and coordinates with other internal/external business developers;
· Identifies the key persons within an external entity
· Constitutes and activates a relationship network
·  Enhances cooperation with other Group entities by involving them in sales initiatives from the upstream and up to the time bid
· Regularly shares information with the team about market developments (prospects, markets, players, products)
· Reports in a timely and efficient manner
· Shares his/her knowledge and practices with the team using all resources available
· Understands and explains the company strategy
· Makes decisions and works autonomously


 

 



Position location

Job location

Europe, France, Ile-de-France

City

Guyancourt (78)

Candidate criteria

Minimum level of education required

5-Master of Arts / Master of Science

Minimum level of experience required

6-10 years