Job description for Senior Commercial Manager at SOP Hub
Senior Commercial Manager - Engineering Consultancy
Position Summary
Lead, oversee, and grow the company's entire commercial function — including sales strategy, business development, tendering, contract negotiation, and strategic client and partner relationships — to ensure the company meets its revenue and profitability targets. This role combines high-level commercial strategy and team leadership with active, hands-on business development and client engagement in a consulting-services environment.
Key Responsibilities
Strategy & Leadership
Develop and execute the company's short- and long-term commercial and business development strategy, aligned with the firm's technical capabilities and service portfolio.
Lead, mentor, and develop the Business Development and Sales Engineering team, bridging the commercial function with the technical (engineering/design) teams across divisions.
Report market analysis, revenue performance, utilization, and business projections to senior management.
Business Development & Service Sales
Identify and cultivate prospective clients — project owners, developers, contractors, government agencies, and strategic partners — and actively generate leads while mapping a strong consulting-project pipeline.
Map new project opportunities (feasibility studies, basic & detailed engineering design, supervision, project management consultancy, technical advisory) and track regulatory and investment trends in the sector.
Maintain and expand the existing client base while developing new client relationships to drive sustainable growth of the consulting business.
Tenders, Proposals & Contracts
Oversee the preparation of technical and commercial (fee) proposals, including accurate scoping of services, man-hours, schedules, and service pricing in line with company policy.
Manage prequalification and tender processes for both private and government projects, from document preparation to submission.
Lead high-level negotiations on consulting service contracts with clients, partners, and stakeholders.
Ensure all contract documents (service agreements, TOR, work orders) comply with applicable regulations and company policy, covering legal and commercial aspects.
Client & Project Engagement
Build and maintain long-term relationships with strategic clients through regular communication, visits, and formal presentations to clients and industry stakeholders.
Coordinate closely with the technical team and clients on secured projects to ensure alignment with the agreed scope of services, smooth progress of engagements, and accurate progress billing/invoicing per contract milestones.
Qualifications
Bachelor's degree (Master's preferred) in Civil Engineering
Minimum 8–10 years' experience in business development / commercial roles, including 3–5 years at a managerial level.
Proven track record within an engineering consultancy, construction, or EPC environment; experience in the building and construction sectors is highly desirable.
Strong leadership, negotiation, communication, and networking skills, with the ability to set business strategy and lead cross-functional teams.
Solid understanding of consulting service contracts, tender processes, and the business-legal aspects of the engineering sector, plus strong project management principles.
Ability to communicate and discuss highly technical concepts confidently with senior decision-makers (owners, contractors, and consultants).
A sales-oriented personality with genuine passion for engineering, plus ambition and willingness to travel as needed for client meetings and industry events.
Senior Commercial Manager - Perusahaan Konsultan Engineering
Ringkasan Posisi
Bertanggung jawab memimpin, mengawasi, dan mengembangkan seluruh fungsi komersial perusahaan — meliputi strategi penjualan, business development, tender, negosiasi kontrak, serta hubungan strategis dengan klien dan mitra — guna memastikan tercapainya target revenue dan profitabilitas perusahaan. Posisi ini menggabungkan strategi komersial tingkat tinggi dan kepemimpinan tim dengan keterlibatan langsung dalam business development serta pengelolaan klien di lingkungan jasa konsultansi.
Tanggung Jawab Utama
Strategi & Kepemimpinan
Menyusun dan menjalankan strategi komersial serta business development perusahaan jangka pendek dan panjang, selaras dengan kapabilitas teknis dan portofolio layanan perusahaan.
Memimpin, membina, dan mengembangkan tim Business Development & Sales Engineer, serta menjembatani fungsi komersial dengan tim teknis (engineering/design) lintas divisi.
Membuat dan menyampaikan laporan analisis pasar, kinerja revenue, utilisasi, serta proyeksi bisnis kepada manajemen.
Business Development & Penjualan Jasa
Mengidentifikasi dan membina calon klien potensial — pemilik proyek (owner), developer, kontraktor, instansi pemerintah, dan mitra strategis — serta secara aktif menghasilkan leads dan memetakan pipeline proyek konsultansi.
Memetakan peluang proyek baru (studi kelayakan, basic & detailed engineering design, supervisi, project management consultant, technical advisory) dan tren regulasi maupun investasi di sektor terkait.
Menjaga dan memperluas basis klien yang ada sekaligus mengembangkan hubungan klien baru untuk mendorong pertumbuhan bisnis jasa konsultansi yang berkelanjutan.
Tender, Proposal & Kontrak
Mengawasi penyusunan proposal teknis dan komersial (fee proposal), termasuk estimasi lingkup layanan, man-hour, jadwal, dan harga jasa yang akurat sesuai kebijakan perusahaan.
Mengelola proses prakualifikasi dan tender, baik proyek swasta maupun pemerintah, mulai dari penyiapan dokumen hingga submission.
Memimpin negosiasi tingkat tinggi atas kontrak jasa konsultansi dengan klien, mitra, dan stakeholders.
Memastikan seluruh dokumen kontrak (service agreement, KAK/TOR, SPK) sesuai dengan regulasi dan kebijakan perusahaan, mencakup aspek hukum dan komersial.
Pengelolaan Klien & Penugasan Proyek
Membangun dan menjaga hubungan jangka panjang dengan klien strategis melalui komunikasi rutin, kunjungan, dan presentasi formal kepada klien serta pemangku kepentingan industri.
Berkoordinasi erat dengan tim teknis dan klien pada proyek yang telah diperoleh untuk memastikan kesesuaian scope of services, kelancaran progres penugasan, serta penagihan (progress billing/invoice) sesuai termin kontrak.
Kualifikasi
Pendidikan minimal S1 (S2 menjadi nilai tambah) di bidang Teknik Sipil
Pengalaman minimal 8–10 tahun di bidang business development / komersial, termasuk 3–5 tahun di level manajerial.
Rekam jejak yang terbukti di perusahaan konsultan engineering, konstruksi, atau EPC; pengalaman di sektor building dan konstruksi sangat diutamakan.
Kemampuan leadership, negosiasi, komunikasi, dan networking yang sangat baik, serta mampu menyusun strategi bisnis dan memimpin tim lintas divisi.
Pemahaman yang kuat mengenai kontrak jasa konsultansi, proses tender, dan aspek hukum bisnis di sektor engineering, serta prinsip-prinsip project management.
Mampu mengomunikasikan dan mendiskusikan konsep teknis yang kompleks dengan percaya diri kepada para pengambil keputusan senior (owner, kontraktor, dan konsultan).
Berkepribadian sales-oriented dengan passion yang kuat terhadap engineering, ambisius, serta bersedia melakukan perjalanan dinas untuk pertemuan klien dan acara industri.
