CAPABILITY PROFILE
COMMERCIAL ADVISOR, East Coast
BUSINESS UNIT:
Business Development
EMPLOYMENT TYPE:
Permanent Full-time
REPORTING TO:
East Coast Business Development Manager
LOCATION:
Level 12, 2 Mill Street, Perth (administration)
Level 5, 320 Adelaide Street, Brisbane (physical)
It is not the intention of the position description to limit the scope or accountabilities of the position but to
highlight the most important aspects of the position. The aspects mentioned below may be altered in accordance
with the changing requirements of the role.
BUSINESS DEVELOPMENT:
The Business Development Team is tasked with increasing the earnings and profitability of ATCO Australia
through development of new infrastructure assets, acquisition of existing assets or entering into other
commercial arrangements that achieve this goal. The Team also provides commercial support to maximize
returns from existing assets.
POSITION OBJECTIVE:
The Commercial Advisor is responsible for supporting execution the Business Development Strategy across
the East Coast of Australia, to achieve earnings growth targets defined in the business plan. This role
provides analytical support to the BD team while participating in negotiations for new opportunities and
supporting operations with commercial management of existing assets.
CAPABILITIES:
1. Commercial Acumen
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The ability to think commercially – who pays for what; who is taking the greater risk; is a
counterparty credit worthy; how can I ensure a return on an investment?
Understanding fundamental financial measures of ‘value’ (IRR; NPV; EBIT, EV) and how those
apply in target markets and customers.
Understanding the value (earnings) of existing operations and options to optimize /
maximize future value.
2. Analysis
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Developing key base data sets that quantitatively define the energy market – demand, supply
and price – together with a comprehensive analysis of competitors.
Derive themes and insights from quantitative data, market intelligence and trends in energy
market developments (government; technology; international)
Maintain ability to model future scenario’s, trends and changes to underlying market
fundamentals to inform ATCO’s future business development strategies.
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Senior Manager – Business Development, Commercial Services | Position Description
3. Interpersonal skills
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Effective verbal and written communication ability combined with a track record for building
and maintaining good-working relationships with key stakeholders within a project or
business development environment.
Self-sufficient in small team; able to set own priorities & function independently
Leverage off an established industry network with prospective customers and other
stakeholders that builds knowledge and insight into developments in the energy
infrastructure market.
Confidence in challenging outcomes with respectful debate from a factual position and in
delivering proposals or speaking to customers at all organizational levels.
‘Thinking on your feet’ ability in situations where changes to information, behavior (of
customers) or the context require a flexible response or adaptation of style.
4. Commercial Support
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Prepare and develop commercial development plans and advice for opportunities and assets
to capture value and enhance earnings for ATCO.
Provide or source specialist advice that considers Federal and State regulatory,
environmental, and approvals outcomes that support development of value driven energy
infrastructure outcomes.
Provide screening financial analysis (modelling) to initial business case for opportunities to
enable exploratory ‘opening’ discussions with customers, or partners in pursuit of energy
infrastructure development opportunities.
Commercial contract evaluation including establishment of contract term sheets, negotiation
position and framing, performance measurements, and risk assessments.
Participating in formal negotiations with counterparties, or other meetings or forums to
represent ATCO’s interests and recommend risk mitigation structures and controls.
Advising commercial intent of contracts through development, negotiation and drafting
phases; while communicating across the business to ensure alignment with governance and
expectations.
5. Marketing
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Contributing creatively to market opportunities that fit with ATCO’s strategy, that allow ATCO
to differentiate its service to create long term value for the customer and hence ATCO.
Seek commercial outcomes consistent ATCO’s broader services and markets. Assess
preliminary market fit, value and likelihood of success in pursuit consistent with approved
strategy.
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Senior Manager – Business Development, Commercial Services | Position Description
QUALIFICATIONS, KNOWLEDGE & EXPERIENCE REQUIREMENTS:
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A relevant degree in Finance, Economics, Commerce, Business, Engineering or Law
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At least 5 years’ experience in energy (or related) infrastructure business, with an ability to
understand and articulate market fundamentals.
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A knowledge of the Australian East Coast energy market with an established industry network, with
specific experience in gas storage hi8ghly regarded
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Experience in participating in the commercial development of greenfield energy infrastructure
opportunities
PERSONAL SKILLS
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Rapport building – able to manage relationships to build trust with customers and across the
organization.
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Planning and Organizing – efficient in time management and prioritizing actions / work that achieve
goals (as opposed to ‘keeping busy’).
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Analysis – ability to manage data and leverage for insight and understanding. Be able to clearly
communicate trends and conclusions.
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Attention to detail – able to ensure accuracy of data and document management.
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Teamwork – able to support other team members achieve the business objectives.
Key Relationships:
Internal Relationships:
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BD Group
Corporate Legal Team
Finance team
Marketing
Operations
External Relationships:
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Customers
JV Partners
Consultants
Extended Network
Other ATCO GBUs
APPROVED BY: General Manager, Business Development
DATE APPROVED: 12 May 2016
To APPLY for this role please contact Conor Murdock at Resourceful Recruitment on; (07) 3214 3603 or
[email protected].
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Senior Manager – Business Development, Commercial Services | Position Description