Senior Manager, Commercials
2 weeks ago
Job Purpose -
To plan, source, negotiate, contract, procure and deliver materials, capital goods and various services to fill the requirements of the end users at ISB, Mohali, in prices that are competitive and cost effective
Job Outline -
The jobholder needs to be responsible for procurement of materials, capital goods and services based on the requirements of the end users. S/he needs to oversee the commercial aspect of infrastructure projects which are taken up from time to time usually on turnkey contract basis. The incumbent needs to meet every user department, understand the requirements, timelines and budgetary limitations. S/he needs to ensure procurement of required materials and services at competitive and cost-effective prices and deliver them at the desired quality and at the required time.
The jobholder needs to schedule regular meetings for reviewing the tasks delivered and pending. S/he also needs to monitor customers’ feedback and enable resolution of the problems / issues. S/he needs to meet with the user departments to manage their expectations and review the performance of the Commercial team vis-à-vis the SLAs. The incumbent needs to identify reliable vendors who can meet the requirements of the institute and encourage new vendors who can offer more competitive prices and hence enable the cost advantage to the Institute. S/he needs to regularly evaluate the vendor performance and maintain an updated list of approved vendors for the institute. The incumbent needs to regularly interact with the vendors to address all the issues, give them feedback and seek their feedback.
The jobholder needs to identify opportunities for cost reduction / cost-effectiveness. S/he needs to review the performance of vendors with regard to timeliness and quality of deliveries on an ongoing basis. S/he needs to also oversee the automation of processes through SAP. In order to ensure effective execution of the job, s/he is also required to provide guidance and support to the commercial team as and when required.
Job Specification -
Qualification - Engineering Graduate + MBA (with Finance or Operations) or CA / ICWA
Specific Skills - Knowledge in procurement function & business operations, Logical thinking, Interpersonal skills, Ability to prioritize, Negotiation skills, Planning, Organizing, Attention to details
At least any two areas of the following: Strategic Sourcing, Procurement , E-Procurement & E Commerce
Knowledge on process automation is mandatory.
Desirable Experience - 10 to 15 years
Job Interface -
Internal - Head of Departments
External - Vendors and Service providers
Key Responsibilities and % Time Spent
To understand the annual budget & plans of the institute, the requirements of various user departments and deliver on the purchase requisitions in a timely and cost-effective manner - 25%
To understand and manage customer expectations through well-defined SLAs, policies and procedures - 20%
To perform required people responsibilities such as inspiring and motivating high standards of customer-service orientation, enabling adherence to standard operating procedures (SOPs), bringing in quality consciousness & cost-effectiveness and other administrative responsibilities - 10%
To build a robust list of reliable and approved vendors for every kind of material or service required by the institute - 20%
To constantly strive towards cost-effectiveness by looking out for alternative materials & services, innovative commercial structuring of transactions, alternative vendors and ensure delivery of quality goods and services for the business operations - 20%
Maintain a professional, fair and trustworthy relationship with vendors and ensure they are acknowledged for good performance and rewarded with repeat orders - 5%
KRA - Customer Relations
KPI - Efficiency of high-level interaction with user Departments across the School and procurement planning
Clear and agreed SLAs with customers
Report on performance against SLAs
Measure - Customer Satisfaction rating
Minimal procurement on unplanned basis
Timely closure of planned procurement
Non-compliance
Weightage - 20%
KRA - Internal Processes
KPI - Ensure full implementation of and compliance with SoPs
Internal Audit & special Audits
SAP Steering Committee decisions and other studies / audits
Preparation of list of policy inadequacies / bottlenecks, and clearance
Process automation
Measure - Minimal adverse audit observations
Comprehensive MIS reports showing high adherence
SAP Steering Committee approval of SAP implementation in MM module
Weightage - 30%
KRA - Vendor management
KPI - Develop a robust master list of approved vendors
Ability to identify vendors quickly for any requirement of the institute
Improving the vendor base & vendor relationships
Measure - Number of vendors identified for each material / service
Vendors’ feedback on transaction efficiency and settlement of payments
Weightage - 20%
KRA - Cost Effectiveness
KPI - Well-documented cost-effectiveness programme, and monitoring actuals against plan
Well-developed costing templates to determine / evaluate fair price for various materials and services to be procured by the institute
Measure - Cost reduction
Actual versus estimated budget
Weigtage - 30%
Any other significant input -
Procurement experience of reputed business schools will get more weightage.
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