PROJECT COMMERCIAL HEAD (Solar & Substation EPC | Designated Large MEP Projects)

Company: Master Power Systems Limited (MPSL)

Reports To: Chief Operating Officer / Managing Director

Location: Nairobi, Kenya

Geographic Scope: Kenya, Uganda & Rwanda

Portfolio: Solar EPC, Substation EPC and designated large MEP projects

ROLE PURPOSE

MPSL is seeking an experienced Project Commercial Head to provide independent commercial review, control and advisory support across its Solar, Substation and designated large MEP projects.

The role focuses on project profitability, commercial risk, variations and claims, invoicing, collections and cash flow, working alongside Project Managers and the Head of Contracts to protect margins and recover contractual entitlements.

This is a commercial leadership and counter-check role, not a site-based project management position.

KEY RESPONSIBILITIES
1. Profitability & Commercial Control

• Produce monthly project and portfolio profitability forecasts.
  
• Track revenue, cost, margin, progress and programme against approved budgets.
  
• Identify cost overruns, margin erosion, FX exposure, delays and commercial risks.
  
• Counter-check project budgets against tender costs.
  
• Monitor cost-to-complete and project cost reporting in Orion/ERP.
  

2. Variations, Claims & Entitlement

• Identify entitlement from variations, additional scope, delays, disruption, escalation, FX and client/utility events.
  
• Maintain an entitlement register covering value identified, notified, submitted, certified and at risk.
  
• Quantify variations, claims, prolongation, disruption and delay costs.
  
• Work with the Head of Contracts to support claims with commercial evidence.
  
• Track uncertified variations and instructed work.
  
• Support final accounts and recovery from subcontractors, suppliers and insurers.
  

3. Invoicing, Collections & Cash Flow

• Ensure milestones and valuations are converted into timely claims and invoices.
  
• Track certification, invoicing and collections against contractual terms.
  
• Monitor debtors, retention, advances and bonds.
  
• Prepare monthly project cash-flow forecasts.
  
• Ensure supplier and subcontractor commitments are aligned with client cash inflows.
  
• Escalate overdue payments and cash-flow risks.
  

4. Commercial Risk & Contract Compliance

• Maintain a quantified commercial risk register for live projects.
  
• Monitor exposure to liquidated damages, performance guarantees, FX, equipment pricing and payment risks.
  
• Track contractual milestones, notice periods, payment terms, retention and price-variation provisions.
  
• Review project instructions, drawing changes and client events for commercial impact.
  
• Review import duties, taxes and landed equipment costs where applicable.
  

5. Solar, Substation & MEP Focus

The candidate should understand the commercial characteristics of:

• Solar EPC: milestone payments, imported equipment, FX, performance guarantees, grid connection and commissioning.
  
• Substation EPC: utility contracts, long-lead equipment, milestone certification, price variation, outages, testing and energisation.
  
• Large MEP: valuations, cost control, variations, claims and cash-flow management.
  

6. Reporting & Team Leadership

• Produce monthly commercial reports covering revenue, cost, margin, cash, claims, variations and risks.
  
• Lead monthly commercial reviews with Project Managers and Cluster Heads.
  
• Escalate unresolved commercial risks to Management.
  
• Standardise commercial tools including forecasts, entitlement, delay, cash-flow and risk registers.
  
• Lead the project commercial team and ensure consistent commercial standards.
  

WORKING RELATIONSHIPS & AUTHORITY

The role requires access to project, procurement, ERP, financial, contract and commercial records.

The Project Commercial Head:

• Reviews and counter-checks Project Manager commercial decisions.
  
• Provides written recommendations and escalates unresolved concerns.
  
• Works jointly with the Head of Contracts on claims, entitlement and disputes.
  
• Does not replace the Project Manager or Head of Contracts.
  
• Does not direct site activities, issue POs, certify work, release payments or control construction sequencing.
  

QUALIFICATIONS & EXPERIENCE

• Bachelor's degree in Quantity Surveying, Construction Economics, Commercial Management, Engineering, Finance or related field.
  
• Strong experience in commercial management of EPC/construction projects, preferably Solar, Substation, Power or large MEP.
  
• Proven experience in profitability, cost control, forecasting, variations, claims and final accounts.
  
• Strong experience in invoicing, collections and cash-flow management.
  
• Practical knowledge of FIDIC or equivalent EPC contracts, including claims, variations, delay and EOT.
  
• Experience with utilities, EPC contractors, infrastructure or development-funded projects is an advantage.
  
• Experience with ERP/project control systems; Orion, MS Project or Primavera is an advantage.
  
• Strong Excel, analytical, reporting and negotiation skills.
  
• Strong stakeholder management, integrity and commercial judgement.
  
• Willingness to travel to project sites when required.
  

CORE COMPETENCIES

Commercial judgement | Project profitability | Cost control | Claims & variations | Contract administration | Risk management | Cash-flow management | Analytical thinking | Stakeholder management | Leadership | Integrity