About the Role
The Commercial Senior Manager – Middle East and Africa will serve as the regional expert and go-to focal point for all Lockheed Martin business areas on local business dealings. The selected candidate will also provide key leadership for current and future bids and proposals in country. They will be expected to work closely and productively with internal leadership and stakeholders, as well as external customer and stakeholder organizations.
This role will include, among other things:
Accountability for leading the enterprise’s commercial and contractual objectives in the Middle East and Africa region.
Principal contact for customer business relationships on contract/cost matters and issues.
Lead by supporting cross-functional teams to achieve a OneLM approach to objectives achievement and issues resolution.
Compile and analyze contractual and cost data; maintain and archive historical information in accordance with company policies and procedures.
Identify and implement synergies from multiple stakeholders and align to enterprise objectives.
Responsibility to identify and implement standardized terms and conditions for regional activities, in coordination with the Business and Functional Areas.
Responsibility for driving enterprise-wide commercial business strategies that support the corporate country and regional vision.
Serve as regional expert and advisor for the Lockheed Martin enterprise on local contract and commercial regulations, including but not limited to local procurement, financial, tax and offset matters.
Develop customer consensus with a “One Lockheed Martin” voice in key markets.
Championing regional cultures, norms and business processes within LM.
Establish a OneLM environment by developing partnerships with key stakeholders across the business areas and representing enterprise-wide interests.
Support regional procurement entities, by serving as a strategic partner to our customers.
Play a key role in shaping the Lockheed Martin regional capture and proposal development.
Interpret and evaluate relevant country-specific public-sector acquisition laws and regulations to devise and implement winning bid strategies and processes.
Make in-depth presentations to customers and partners in various settings (e.g., events).
Responsible to ensure that complex bidding and cost evaluation processes are submitted in accordance with local requirements, formats and processes.
Lead relationship and negotiations with the relevant defense organizations and the end-user Armed Forces representatives.
Proactively implement controls to ensure proper execution of contract requirements and research requests for proposals.
Structure, negotiate and manage commercial contracts with regional Industry.
Support audit responses/meetings; internal and external reporting; and develop solutions to complex problems.
Leadership of the Commercial function, to include developing talent in the region.
Required skills, qualifications and experience
Advanced knowledge of GCC country public-sector acquisition laws and regulations.
Relevant experience with developing and managing defense industry contracts with the local government and/or military.
Be well-versed in industrial development and countertrade arrangements.
Cost management experience.
Familiarity with regional Defense Industry and markets.
Excellent interpersonal, communication and organizational skills.
Detail and teamwork oriented.
Some regional and international travel may be required.
Some accommodation for international time zone/participation will be required.
Fluent English spoken and written skills.
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