Senior Manager - Commercial & BD, Asia

About Orica

At Orica, it’s the power of our people that leads change and shapes our futures.  Every day, all around the world, our people help mobilise vital resources essential to progress. Established in 1874, we have grown to become the world leader in mining and civil blasting with a diverse of team of more than 13,000 across the world. 

It’s an exciting time to join us – we are shaping the future of mining through digital and automated technologies, embracing new ways of thinking, pioneering innovation and reimagining the way we work.

About the role

The Senior Commercial Manager at Orica is responsible for aligning commercial activities with Orica’s strategic objectives by driving business development, optimising financial performance and managing commercial risks across Asia region. The role leads commercial planning, proposal development, negotiations, and contract management. Ensuring compliance with commercial governance standards, supporting Area Business Managers, and identifying new business opportunities.
 
The role also provides regional leadership in Commercial Governance and S/4 system compliance, supporting all Asia Business Units through contract excellence audits, contract variations support and pricing adjustments and reporting on commercial system governance such as C4C, Ariba and FSSS.
 
This role supports the development and strengthening of key customer relationships, drives regional strategic initiatives to enhance commercial processes and training, and oversees a team of Commercial and Business Development Leads, fostering a high-performance environment. This regional leadership opportunity can be based in Hyderabad (India), Jakarta (Indonesia), or Manila (Philippines).
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What you will be doing

Business Growth and Development

• Identify, develop and convert new business development opportunities to drive growth  
• Manage the commercial pipeline, including opportunity tracking, reporting on status and progress  
• Lead pricing analysis and provide recommendations for commercial offers, ensure competitiveness and profitability.
• Manage bid preparation, contract negotiations and contract finalisation for significant accounts/projects.
• Analyse and assess performance contract risk and liabilities, including the accrual of performance guarantees.
• Monitor the competitive landscape, analyse pricing strategies, and align the organization's value drivers with the needs of commercial accounts to maintain competitiveness and adapt offerings strategically.
• Develop and execute customer portfolio, contracting, and account management strategies for key and significant accounts.
• Strengthen customer relationships through strategic account planning, business reviews, and commercial engagement activities.
• Support commercialization and adoption of new technologies, digital solutions, and value-added service offerings.
• Oversee the commercial execution of new value propositions, contribute to the development of Orica Investment Committee submissions to support commercial contracts and business growth in the Asia business units.

Commercial Excellence

• Ensure compliance with Orica Commercial Standards, Governance requirements, and commercial systems (including S/4, Salesforce, C4C, Ariba, and FSSS). Training, personnel development and compliance to Orica Group Standards.
• Lead contract excellence audits, pricing compliance reviews, and management of contractual exposures.
• Oversee customer record management, commercial approvals, contract audits, and strategic account plan governance.
• Support new business partner setup, contract creation, and contract variation processes.
• Develop and deliver commercial training, capability development, and Sales Excellence programs.
• Drive continuous improvement of commercial processes, systems, and customer-facing effectiveness.
• Provide commercial analytics, dashboards, and performance reporting to support strategic decision-making.
• Lead and mentor Commercial and Business Development teams, fostering a high-performance culture across Asia.

What you will bring

We're looking for someone who can demonstrate the skills and capabilities needed to succeed in this role. You may have gained these through experience in commercial leadership, business development, manufacturing, mining services, or other complex business environments.

• Strong commercial and financial acumen, with the ability to interpret data, evaluate opportunities and risks, and make informed business decisions.
• Experience developing and executing commercial strategies that support business growth and long-term value creation.
• Demonstrated capability in contract negotiation, contract management, and commercial risk management, including structuring and managing complex commercial agreements that balance value creation and risk mitigation.
• Strong strategic planning and business development skills, with the ability to identify opportunities and translate them into measurable business outcomes.
• Knowledge of commercial governance, compliance, and ethical business practices, with a commitment to maintaining high standards and managing risk.
• Strong understanding of commercial markets, industry trends, competitive dynamics, and regulatory environments, with the ability to translate insights into commercial outcomes.
• Proven ability to lead, develop and inspire teams, creating an inclusive and high-performing environment where people can grow and succeed.
• Experience leading change, continuous improvement, and capability-building initiatives across teams, processes, or systems.
• Strong stakeholder engagement and influencing skills, with the ability to build trusted relationships across diverse teams, customers, and business partners.
• A tertiary qualification in Business, Commerce, Finance, Engineering, or a related discipline is valued. Postgraduate qualifications are an advantage.

How you shape and influence others

• Strategic Thinker: The ability to think strategically and make decisions that align with the long-term goals and vision of the organization.
• Adaptability: Flexibility in adapting to changing market conditions, industry trends, and evolving business priorities.
• Innovative: A mindset for innovation and creativity in identifying new opportunities and solutions.
• Excellent Communication: Strong verbal and written communication skills, with the ability to articulate complex ideas and negotiate effectively.
• Ethical Integrity: Unwavering commitment to ethical conduct and integrity in all business dealings.
• Team Player: Collaborative and able to work effectively in cross-functional teams and diverse environments.
• Resilience: The ability to handle pressure, setbacks, and challenges with composure and determination.
• Cultural Awareness: An understanding and appreciation of cultural diversity, especially in a global business context.

What we offer

As part of a truly global company, you will have the ability to grow and learn in a diverse, collaborative culture. We foster relationships and learning through connected global and local teams, promote flexible and diverse career paths and support the development of your knowledge and skills. 

You will be paid a competitive salary, learn from talented individuals across multiple disciplines and be able to thrive in a safe workplace within a collaborative culture. Ignite your career at a place where your distinct potential can find its home.

We respect and value all

Orica promotes and fosters a culture of inclusion and Equal Opportunity Employment everywhere we operate. We treat our people and applicants with fairness, dignity, and respect, getting the best of everyone’s contributions. All qualified applicants will receive consideration for employment without regard to race, religion, sexual orientation, gender perception or identity, nationality, age, military or veteran, marital or disability status.