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Regional Head of Commercial Strategy

3 months ago

Dubai, Dubai, United Arab Emirates Precision Hire Solution Full time
ROLE OVERVIEW

The position is a pivotal role within the regional team that delivers commercial expertise to Client Coordinating Officers (CCOs), Managing Directors & Partners (MDPs), and Partners to establish and negotiate framework contracts and significant, intricate agreements for our key clientele.

The geographical areas under consideration are part of Europe, the Middle East, Africa, and South America, collectively referred to as the EMESA region. This role will particularly focus on the Middle East while also providing support to the EMESA Commercial Senior Directors across other countries as necessary. The individual will report to the EMESA Business Development Executive Director as part of the EMESA Business Development Team. There will also be substantial interaction with other members of the Business Development/Client Team Function at global, regional, and local levels.

On a daily basis, this role necessitates close collaboration with Finance, Legal, and Risk teams within the organization, in addition to the Global Revenue Management network to facilitate negotiations and manage contract processes.

We are looking for a hands-on procurement expert with a background in negotiating indirect services categories, including consultancy expenditures, and who has experience working within the professional consulting sector. The ideal candidate will exhibit strong negotiation capabilities, commercial insight, self-motivation, and the ability to perform under pressure with tight deadlines while managing demanding stakeholders and providing guidance to ensure robust contracts and commercial agreements.

KEY RESPONSIBILITIES

  • Facilitate commercial negotiations for framework contracts and large agreements, including Value-Based Pricing (VBP) projects, ensuring robust commercial (primarily) and legal (secondarily) terms.
  • Conduct price analysis and review essential contracts and framework agreements within the region.
  • Monitor the status of negotiations, maintaining a summary view of final terms.
  • Coordinate the implementation of negotiated contracts with legal and finance teams.
  • Develop commercial negotiation expertise and capabilities around contracting, project setup, negotiation, pricing, and risk management. Proactively share this knowledge with internal stakeholders to enhance their commercial skills.
  • Assist in the creation of pricing tools and templates for designing rate cards and volume discount schedules to ensure consistent adherence to internal guidelines.

    #LIJE1
SKILLS AND ATTRIBUTES
  • Inquisitive, innovative, and a strong collaborator.
  • Capable of adapting management style based on individuals and context, with strong interpersonal skills.
  • Proven success in navigating complex, matrix-structured organizations across diverse cultures.
  • Thrived in a fast-paced, global, intellectually stimulating, service-oriented environment.
  • Demonstrated ability to work closely and effectively with senior-level partners in a collaborative manner.
  • Ability to innovate and present compelling arguments to showcase the organization's value during negotiations.
  • Experience in managing contingencies and risks effectively.
  • Capacity to work independently without daily supervision, exercising sound judgment and initiative.
  • Excellent analytical abilities and hypothesis-driven thinking, along with strong planning and organizational skills.
  • Proficient in PowerPoint and Excel; general computer proficiency.
  • Exceptional communication, presentation, listening, and influencing skills.
  • Willingness to travel (up to 20%).
QUALIFICATIONS AND EXPERIENCE
  • Master’s degree (or equivalent) in business or a related field, or an MBA.
  • A minimum of 8 years of professional experience, including:
    • Leadership experience in procurement for a leading market player, with exceptional procurement skills and experience as a buyer or seller of strategic consulting services.
    • Relevant experience in a leading professional services or consulting firm is preferred.
  • Proficient negotiation skills in English.
  • Fluency in Arabic; additional languages are a plus.
  • Strong leadership qualities: impactful, agile, with the ability to learn quickly and proactively manage multiple initiatives simultaneously.
COLLABORATIVE ENVIRONMENT
Our business management and operations team members ensure that the organization operates smoothly, efficiently, and productively. This team comprises executive and administrative assistants, visual service artists, receptionists, facilities staff, and the team leaders and office coordinators who manage these operations and business management functions.