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Job purpose:
Lead and oversee all commercial, feedstock sourcing, crude supply, logistics, and contract management activities for the business. Develop and execute commercial strategies that optimize profitability, secure reliable feedstock supply and product sales, strengthen stakeholder relationships, and ensure compliance with corporate governance and regulatory requirements.
Deliver comprehensive planning and execution of end-to-end commercial refining business in terms of crude oil purchases and products sales-related tasks under the direct supervision of head of Commercial
The position will act in accordance with the OQ8’s Mission, Vision, Values & Strategies, as well as, policies, guidelines and standards, supported by an IT Technology platform, HSE standards, Oman’s government & other legal justifications, and best international practices in consonance with national objectives.
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Tasks and Responsibilities:
- Lead, manage, and coordinate the Commercial Team, including Crude Supply and Product Commercial functions, ensuring alignment with the Company's strategic, operational, and financial objectives.
- Develop and implement integrated commercial strategies covering feedstock procurement, refinery optimization, product commercialization, and margin enhancement across the entire refining value chain.
- Oversee crude oil sourcing, supply portfolio management, and feedstock optimization activities to ensure security of supply, cost competitiveness, and operational reliability.
- Direct product commercialization activities, including domestic and international sales strategies, customer relationship management, product placement, and market development initiatives.
- Establish and maintain strategic relationships with crude suppliers, product customers, traders, national oil companies, government entities, terminal operators, logistics providers, and key industry stakeholders.
- Lead all major commercial negotiations and oversee the drafting, review, execution, and management of crude supply agreements, product sales agreements, storage contracts, logistics agreements, and other commercial arrangements.
- Ensure optimization of refinery margins by balancing feedstock economics, refinery yields, product market opportunities, logistics costs, and commercial risks.
- Provide commercial leadership in pricing methodologies, crude and product valuation, formula pricing, market indexation, risk management, futures markets, and hedging strategies.
- Monitor and analyze regional and international crude oil, refined products, freight, and logistics markets and provide strategic recommendations to maximize commercial value.
- Guide the Commercial Team in identifying and developing new business opportunities, strategic partnerships, trading opportunities, and revenue enhancement initiatives.
- Oversee end-to-end supply chain interfaces between Crude Supply, Refinery Planning, Operations, Product Marketing, Logistics, and Shipping functions to ensure seamless execution of commercial activities.
- Ensure effective management of crude receipts, inventory positions, product lifting schedules, vessel nominations, logistics activities, and contractual obligations.
- Provide strategic direction and governance for all quantity and quality assurance activities involving surveyors, laboratories, terminals, vessels, and inspection companies.
- Lead commercial support for refinery optimization initiatives by ensuring alignment between crude procurement strategies and product marketing requirements.
- Oversee customs compliance, import and export requirements, duty exemptions, regulatory approvals, and documentation processes related to crude and product transactions.
- Manage and resolve commercial disputes and claims involving suppliers, customers, service providers, and counterparties, including pricing disputes, quantity and quality claims, demurrage, contractual non-performance, and settlement negotiations.
- Ensure compliance with applicable laws, regulations, commercial governance standards, Incoterms® (ICC Rules), sanctions requirements, and international trade practices.
- Lead tendering processes, commercial evaluations, supplier/customer selection, bid analysis, and contract award recommendations in accordance with approved governance processes.
- Develop and oversee commercial performance dashboards, KPIs, market intelligence reports, supply-demand analyses, and management reporting systems.
- Assess commercial, operational, market, contractual, and business continuity risks and establish appropriate mitigation and contingency plans.
- Act as the principal commercial interface between the Company and external stakeholders, while ensuring effective collaboration with Legal, Finance, Planning, Operations, Supply Chain, HSE, and Executive Management.
- Provide commercial support and strategic advice to senior management on business development initiatives, investment opportunities, major projects, and complex commercial transactions.
- Mentor, coach, and develop Commercial Team members, ensuring effective knowledge transfer, succession planning, capability development, and a high-performance culture.
- Drive continuous improvement, digitalization, and optimization of commercial processes, systems, controls, and reporting tools.
- Ensure all commercial activities are conducted in accordance with the Company's Mission, Vision, Values, HSE requirements, corporate governance framework, and ethical standards while supporting long-term business growth and profitability.
- Develop and manage refinery product hedging policy with appointed banks and ensure OQ8 board mandate on hedging is executed.
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Key interactions
Internal: (internal stakeholders) COO Office, Operations, Maintenance, Technical Services and HSSE Functional Management, Commercial Team, SCM, Finance, People, etc.
External: (External Stakeholders) Crude Oil and product traders, logistics companies, surveyors, agents, all commercial interfaces, government representatives, 3rd party contractors, etc.
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- 10 years of total experience of which over 5 years in Oil & Gas industry
- 8 years of relevant experience in commercial, trading, logistics, market analysis, strategy, and business development
- Previous work experience in GCC countries/companies
- In depth knowledge of and hands-on experience with business operations in petrochemical/refinery projects, preferably in Oman and/or GCC
- Experience of working for an International Joint Venture project
- Excellent knowledge in Commercial & Contracts aspects
- Must have the potential to lead the future commercial activities of OQ8 with the capability to successfully complete actions in the project implementation and operational phases
- Focus on maximizing economics/value
- Good understanding of operational planning, reporting, scheduling of downstream sector activities (working with refinery planning, terminal operator, vessel/berth operations, government affairs, external service providers, among others)
- Expertise in budgeting and cost control
- Comprehensive knowledge about various pricing platforms (e.g. Platts, Argus, DME etc.) and market consultants (IHS, ICIS, Woodmac, Argus web portals) with ability to extract/synthesize/analyze data and information
- Develop and maintain data models.
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Soft & Leadership
- Strong Communication skill verbal and written
- Commercially Driven with strong business acumen
- Analytical / Quantitative / IT Skills
- Negotiation skills and Commercial Acumen
- Decision Making & Judgement, critical thinking
- Personal and Team Accountability
- Accurate Reporting skills
- Effective planning and organizing skills
- Effective Communication skills
- Problem Solving Skills
- Results orientation – strong drive and motivation
- Planning and organizing, capable of working with little supervision
- Exercising influences, developing solid working relationships
- Work Prioritization even under changing business priorities
- Customer and stakeholder focus.
Technical:
- Familiarization of SAP or Oracle
- Computer knowledge in MS Office applications like MS Word, MS Excel, Power Point, MS-Visio etc. solutions.
- Well-versed and hands-on experience with Incoterms® (ICC Rules) in oil market & trading
- Stakeholder Management (internal / external); development & implementation the commercial strategy for the OQ8 project
- Tendering and contracts management
- Negotiate & develop new strategies for feed stock sourcing that favors OQ8 margins
- Lead, coach, and develop the commercial team, including Senior Commercial Experts and Commercial Specialists.
- Ensure commercial practices while complying with industry norms, int’l, and local regulatory requirements
- Ensure strong interface / networking / relationships with all the relevant stakeholders for a smooth and seamless OQ8 commercial activity
- Identify, plan, present and develop revenue growth opportunities for the Company
- Analysis of regional and global crude oil and refined product markets including fundamental analysis, pricing and logistics.
- Knowledge in market intelligence, economic evaluations, and strategic recommendations to senior management.
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