Commercial Manager, Life of Mine Solutions

FLSmidth · Chennai

Do you want to make a difference in the world and contribute to a sustainable future?

We believe we can develop the technology and gain the know-how to make a difference. It’s a big responsibility, and we are committed to making an impactful positive change. We need your skills, curiosity, and drive for change to fulfil our goal. Together, we enable our customers to produce the materials and technology needed for a better future.

Commercial Strategy & Deal Structuring

Outcome-based models: Build and price lifecycle agreements cost-per-tonne, take-or-pay, performance bonus and penalty structures, availability and throughput commitments.
Indexing & term: Set multi-year index mechanics and term structures that protect FLS margin without. Define what good looks like before we commit externally.
Consignment & ownership: Structure equipment ownership, consignment parts, and inventory models that the customer and FLS can both stand behind.
Go/no-go discipline: Apply a clear deal evaluation framework. To advise whether we walk away from deals we cannot deliver or cannot price with confidence.

Bid, Negotiation & Contract

Commercial offers: Lead the build of commercial proposals and pricing. Make sure pricing transparency, KPI definitions, and wear thresholds are defined and defensible, not left open.
Negotiation: Run commercial negotiation with the customer, holding the line on the points that carry real risk and conceding where it does not.
Contract integrity: Work with legal to close performance language gaps, per-KPI cap contradictions, and definition risk before signature, not after a dispute.
One FLS: Make sure product, service, supply chain, digital, and execution are aligned on the commitment before it goes to the customer.

Execution Readiness & Delivery Alignment

Operational truth: Logically test every commercial model against operational reality. A model that ignores site conditions is a future loss.
Handover: Hand agreements to the delivery teams with the commercial logic, obligations, and risk points named clearly. Nothing implied.
Performance tracking: Define how each agreement's performance should be measured and reported, so bonus / penalty mechanics for example are based on agreed data, not argument.

Pipeline, Reporting & Governance

Support and maintain a structured commercial pipeline from opportunity through to signed agreement, with clear ownership at each stage for the sales regions you are working with
Report deal status, margin, and commercial risk to leadership with the call a action and owner named, not just an observation.
Maintain commercial templates and pricing tools so the team works from a consistent, disciplined base.

Commercial Tools, Estimating & Standards

Commercial tooling: Support the development and ongoing improvement of the commercial tools the team relies on pricing models, offer templates, deal evaluation and go / no-go frameworks. Keep them practical and used, not shelfware.
Estimating tools: Support the build and maintenance of estimating tools and cost models, Maintenance reference documents so estimators price lifecycle scope from a consistent, defensible base and the assumptions behind a number are clear.
Commercial & legal guidelines: Work with legal to develop and maintain commercial and legal guidelines for long-term agreements: term and indexation mechanics, KPI and wear-threshold definitions, liability and cap structures, bonus / penalty language. Give the team a clear standard to work from before negotiation, not after a dispute.
Equipment-specific packages: Develop repeatable, equipment-specific commercial packages for the core FLS product lines, so a lifecycle offer for a given asset starts from a proven template rather than a blank page.
Version control & ownership: Own version control on tools, templates, and guidelines so the team works from one current source, with changes named and dated.

Stakeholder Engagement & Partnerships

Socialize deals, strategic or commercial approach with regional leadership, sales teams, product ownership
Engage mining operators, internal product, and regional operations to identify and qualify lifecycle opportunities worth pursuing.
Represent FLS in commercial discussions, performance reviews, and customer planning sessions over the life of the agreement.
Run competitive intelligence on rival lifecycle and performance-based offers to keep FLS's commercial position sharp.

Team Support & Mentorship

Coach estimators GBC and commercial team members on deal structuring, pricing discipline, and the go/no-go framework.
Build commercial capability across the team so quality does not depend on a single person.

Key Performance Indicators

Win rate on lifecycle deals: Percentage of qualified opportunities converted to signed agreements.
Margin integrity: Delivered margin against committed margin across the active agreement portfolio.
Cycle time: Average time from qualified opportunity to signed agreement.
Execution alignment: Percentage of signed deals delivered without commercial dispute or unplanned concession.

Knowledge, Skills & Abilities

Deep understanding of outcome-based commercial models in mining - cost-per-tonne, take-or-pay, consignment, bonus/penalty mechanics.
Strong grasp of fixed plant and lifecycle equipment economics: availability, throughput, wear life, repair and renewal.
Commercial negotiation and contract construction, including working with legal on performance language and risk.
Ability to connect commercial structure to operational delivery - commercial models built on operational truth, not optimism.
Clear, direct written and verbal communication, including presenting to senior leaders and customers and holding a position under challenge.
Strong commercial judgment and the discipline to walk away from a deal that does not hold up.
Comfort working across product, service, supply chain, digital, and execution to deliver one FLS to the customer.

Education & Experience

Work experience: Minimum 10 years in mining, industrial services, or capital equipment, with a strong record in commercial deal structuring and negotiation.
Demonstrated experience building and closing multi-year, outcome-based or performance contracts with measurable commercial results.
Experience leading and developing commercial team members, including geographically dispersed teams.
Education: Bachelor's degree in business, engineering, or a related field, or an equivalent combination of education and relevant experience.

Special Requirements

Ability to travel approximately 30 percent of the time, including internationally to mine sites and customer locations.
Valid driver's license and passport.

Core Competencies

Business acumen: Clear grasp of mining industry trends, risk, and market dynamics that drive FLS's lifecycle business internationally.
Drive for results: Takes accountability for the commercial outcome and success of the deals owned.
Influence and persuade: Convinces customers and internal stakeholders to align on a course of action; holds a position when challenged.
Decision making: Takes personal responsibility for commercial decisions and their impact, including when data is incomplete.
Critical thinking: Structured analysis of commercial and operational risk to reach a defensible position.
Continuous improvement: Challenges current commercial process to sharpen FLS's lifecycle position.
Mentor and coach: Build commercial capability in others through direct, supportive feedback.
Think strategically: Connects individual deals to the broader shift from product selling to lifecycle accountability.

As an equal opportunity employer, FLSmidth embraces diversity and equality by promoting an environment of inclusion. We encourage applicants of all backgrounds and perspectives to apply - the more diverse our employees are, the stronger our team is. In our commitment to equal opportunity and eliminating bias, we kindly request that you exclude personal information such as age, ethnicity, marital status, number of children, and photographs from your application materials.

FLSmidth is the leading supplier of engineering, equipment and service solutions to customers in the mining and minerals industries – for more information please visit FLSmidth.com/careers

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