Role of a Commercial Manager

Core Outcomes

  • Right Materials & Services – Right Time – Right Place:
    1. Getting the right materials / services  (as per specifications from engineering with zero deviation);
    2. At the right time (delivered just in time or well in time depending on site conditions)
    3. In the right sequence
    4. At the right place (manufacturing or construction location)

Key Practices

  1. Getting inputs, giving clearances, etc. well in time
  2. Engagement-rich role
  3. Exposure / Breadth of understanding across CUs

G6 Interface

  1. Give visibility to G6 on status wrt commercial commitment map and potential course correction actions
  2. Apprise G6 of any variations – delay, commercial issue, quality issue (already happened) & potential flashpoints and offer possible solutions/ alternatives

CU Interface

  1. Sense and track status of commercial deliverables needed by DU (from CU planning team)
  2. Follow protocols when there is a variance:
  3. Go to relevant CU manager to identify issue, impact on commitment
  4. If not manageable – inform DU, escalate to CU Head & find a solution. If not, further escalate.

Should Not Do

  1. Do not deal with anyone other than Engineering Manager, for D&E discussions
  2. Do not duplicate / play the role of CUs