Director, Project Commercial

SCOPE OF WORK

The Director, Project Commercial is responsible for leading the commercial and contract management and cost governance activities functions across Hoiana Real Estate projects development. This role ensures commercial viability, strong cost discipline, contract governance excellence, strategic vendor partnerships, risk mitigation, and full compliance with Vietnam regulations and internal policies. The position plays a key role in supporting investment decisions, driving commercial performance, and optimizing value across development projects.

KEY RESPONSIBILITIES AND ACCOUNTABILITIES

1. Commercial Strategy & Project Feasibility

• Participate in investment appraisal and project feasibility studies.
• Provide cost benchmarking, CAPEX forecasting, and market price intelligence.
• Develop procurement strategies aligned with project timeline and development phasing.

2. Vendor & Supply Chain Management

• Identify, pre-qualify, and evaluate suppliers, subcontractors, and service providers.
• Establish strategic partnerships and long-term agreements with key vendors.
• Develop vendor performance management systems (KPIs, SLA compliance, quality, delivery performance).
• Lead commercial negotiations to secure optimal pricing and terms.

3. Contract Negotiation & Management

• Lead end-to-end contract lifecycle management (drafting, negotiation, execution, administration, and close-out).
• Ensure favorable commercial terms, pricing structures, and risk allocation.
• Oversee contract compliance with company policies and legal requirements.
• Manage variations, claims, and dispute resolution processes.

4. Cost Control & Budget Management

• Implement value engineering initiatives and competitive bidding processes.
• Analyze procurement trends and forecast project costs.
• Monitor project budgets and cost performance indicators.
• Provide regular commercial and cost performance reporting to senior management.
• Drive continuous cost-saving initiatives and CAPEX efficiency strategies.

5. Commercial Risk Management

• Identify and assess procurement and contractual risks.
• Develop mitigation strategies to protect company interests.
• Ensure proper risk allocation in contracts.
• Support claims prevention and management strategies.

6. Compliance & Governance

• Ensure compliance with Vietnamese laws, industry standards, and internal governance.
• Strengthen internal controls within all procurement and contract processes.
• Promote ethical sourcing, transparency, and corporate integrity.
• Maintain standardized documentation, templates, and governance procedures.

7. Team Leadership & Capability Development

• Provide coaching, mentoring, and professional development.
• Establish performance objectives and KPIs for the team.
• Build a high-performance commercial function.

8. Reporting & Performance Analytics

• Develop dashboards and commercial performance metrics.
• Analyze data to identify cost trends, supplier performance, and improvement opportunities.
• Present commercial insights and recommendations to executive leadership.

9. Continuous Improvement

• Drive process optimization within procurement and contract management.
• Standardize templates, workflows, and governance frameworks.
• Introduce digital tools and systems to enhance efficiency.

10. Stakeholder Collaboration

• Collaborate closely with Project Development, Finance, Legal, and Operations teams.
• Provide commercial advisory support during project feasibility and execution phases.
• Ensure seamless coordination between technical and commercial functions.

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