Commercial Manager - Americas

Position Title: Commercial Manager - Americas

Department: Commercial & Business Development

Report to: Clifton Kulhanek

Job Type: Full Time, Permanent

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Position Summary

The Commercial Manager – Americas leads commercial execution across the region, ensuring disciplined quotation management, estimating accuracy, pricing consistency, and margin protection. This role is accountable for the commercial lifecycle of opportunities, from RFQ receipt through proposal submission and follow-up, while supporting revenue growth, customer satisfaction, and profitable business performance.

The Commercial Manager partners closely with Business Development, Operations, Finance, and other support functions to ensure proposals are competitive, executable, and aligned with company objectives. This position reports to the Vice President, Commercial – Americas.

Essential Functions & Key Responsibilities

• Lead end-to-end commercial execution across the assigned region, ensuring RFQs are managed efficiently and proposals are delivered accurately and on time.
• Oversee quotation development, estimating activities, pricing reviews, and proposal submissions.
• Ensure awarded opportunities align with operational capabilities, resource availability, and financial expectations.
• Maintain commercial discipline, pricing consistency, and adherence to approved margin targets.
• Manage RFQ intake, prioritization, tracking, and reporting to ensure visibility throughout the opportunity lifecycle.
• Develop detailed cost estimates including labor, equipment, materials, logistics, subcontractors, and other project-related costs.
• Support customer engagement activities including scope clarification, proposal discussions, and quotation follow-up.
• Lead commercial negotiations within delegated authority and escalate exceptions as required.
• Monitor pipeline activity, quotation performance, forecast inputs, and revenue opportunities.
• Maintain accurate CRM data, quotation records, and commercial documentation.
• Partner with Operations, Finance, and Business Development teams to support successful project execution and business growth.
• Identify commercial risks, opportunities, and market trends that impact business performance.
• Drive continuous improvement initiatives that enhance quotation quality, estimating accuracy, commercial efficiency, and win rates.
• Lead and develop commercial support personnel and estimating resources as assigned.

Performance Metrics

• Commercial Execution – RFQ turnaround time, proposal quality, quotation accuracy, and responsiveness.
• Revenue Performance – Contribution to revenue growth, pipeline conversion, and quote-to-win ratio.
• Margin Performance – Pricing discipline, estimate accuracy, and protection of target margins.
• Customer Satisfaction – Responsiveness, communication quality, and support of customer requirements.
• Reporting & Data Integrity – Accuracy, timeliness, and completeness of CRM updates, forecasts, and reporting.
• Cross-Functional Collaboration – Effectiveness of coordination with Operations, Finance, and Business Development teams.
• Leadership & Development – Employee performance, accountability, engagement, and development.
• Continuous Improvement – Implementation of initiatives that improve commercial processes, efficiency, proposal quality, or business results.

Job Requirements

• Proven experience developing quotations, cost estimates, pricing models, and commercial proposals.
• Strong understanding of commercial processes, margin management, contract considerations, and customer engagement.
• Experience working in fast-paced, customer-focused environments with multiple priorities.
• Proficiency in Microsoft Office 365; experience with Salesforce, SharePoint, or similar systems preferred.
• Ability to travel as required.

Education & Experience

Required:

• Bachelor’s degree preferred; equivalent experience will be considered.
• Minimum 5 years of experience in estimating, commercial management, business support, marine services, industrial services, or a related environment.

Physical Requirements

• Ability to work in an office environment utilizing standard computer and communication equipment.
• Ability to communicate effectively with internal and external stakeholders in person, by telephone, and through virtual platforms.
• Ability to travel domestically and internationally as required.
• Ability to visit customer, vessel, shipyard, warehouse, and operational sites while complying with all applicable safety requirements and PPE standards.
• Ability to occasionally lift and carry items up to 20 pounds.

Success in this role is measured by the ability to consistently deliver accurate, competitive, and profitable commercial solutions while supporting revenue growth, customer satisfaction, operational alignment, and overall business performance.

This job description does not state or imply that these are the only duties to be performed by the employee. The employee will be required to follow any lawful instructions and perform other duties consistent with the nature and level of the position.