The posting
Together We Build – Partnership, Innovation, Excellence, and Safety
At Kelso Industries, 5,000+ employees across 40+ companies work together to deliver exceptional HVAC, mechanical, plumbing, refrigeration, and electrical solutions nationwide. Join us to grow your career, make an impact, and be part of a team where innovation, excellence, and safety come first.
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Job Title: Commercial Manager
Location: Duncan, SC
Job Type: Full-time
Reports To: President
Job Summary:
We are seeking an experienced Commercial Manager to lead the estimating department and own the commercial development of module manufacturing proposals ranging from $50M to $300M for the data center, life science, and semiconductor markets. This role is the commercial gatekeeper between the estimating team and company leadership, responsible for bid reviews prior to final review by the President, proposal strategy and development, and the commercial terms of every customer contract.
The Commercial Manager owns key client relationships throughout the pursuit and contracting process and works directly with in-house legal on contract review and negotiation. This role also establishes and maintains the standard bid tab and estimating tools and processes that drive consistency, accuracy, and speed across proposal development.
Key Responsibilities:
Estimating Department Leadership
- Lead, manage, and develop the estimating department, including staffing, workload allocation, and performance management.
- Establish estimating standards, processes, and timelines to ensure consistent, accurate, and competitive proposals.
- Develop and maintain a standard bid tab format and supporting estimating tools to drive consistency and efficiency across all proposals.
- Build team capability and bench strength to support a growing proposal pipeline.
Bid Review & Proposal Development
- Conduct thorough bid reviews on all proposals prior to final review and approval by the President, ensuring accuracy, completeness, and commercial soundness.
- Lead proposal development and strategy for module manufacturing pursuits ranging from $50M to $300M across the data center, life science, and semiconductor markets.
- Oversee pricing strategy, risk contingency, and margin positioning on major proposals.
- Coordinate cross-functional proposal input from engineering, project management, fabrication, procurement, and quality.
- Present bid packages, assumptions, and commercial risk positions to executive leadership prior to submission.
Client Relationship Ownership
- Own and manage key client relationships throughout the pursuit, proposal, and contracting process.
- Serve as the primary commercial point of contact for clients during proposal clarifications, negotiations, and award.
- Build long-term client trust to support repeat pursuits and preferred-partner status on future opportunities.
Contract Review & Legal Coordination
- Own review of all customer contracts for commercial terms and conditions, including pricing, payment, warranty, liability, indemnification, and liquidated damages provisions.
- Work directly with in-house legal to negotiate and finalize contract terms, resolving commercial risk ahead of execution.
- Track and communicate contractual commercial obligations to project teams following award.
- Support change order and claims positioning from a commercial terms perspective.
Cross-Functional Coordination
- Partner with project management and operations to ensure proposal assumptions translate accurately into executable project budgets.
- Collaborate with finance on proposal pricing models, margin targets, and cash flow assumptions.
- Provide market and competitive intelligence to leadership to inform pursuit strategy.
Qualifications & Skills:
Technical Skills
- Bachelor's degree in Construction Management, Engineering, Business, or related field required.
- 10+ years of experience in estimating, commercial management, or proposal development within modular construction, industrial fabrication, or large capital project delivery.
- Demonstrated experience leading proposal development for large-scale projects ($50M+), ideally in data center, life science, or semiconductor markets.
- Strong command of commercial contract terms and experience negotiating directly with legal counsel.
- Proven leadership experience managing an estimating team and establishing standardized estimating tools and processes.
- Skilled in pricing strategy, risk assessment, and margin management on complex proposals.
- Proficiency with estimating and bid tab software, ERP systems, and proposal management tools.
Professional Attributes
- Commercially astute with strong business judgment and attention to detail under deadline pressure.
- Trusted relationship builder who represents the company credibly with clients, legal counsel, and executive leadership.
- Strategic and analytical, able to balance competitive pricing with acceptable commercial risk.
- Strong leader who develops talent and builds disciplined, repeatable estimating processes.
- Clear, confident communicator able to present complex proposals and risk positions to executive leadership.
Benefits:
- Competitive salary and performance-based incentives.
- Health, dental, and vision insurance.
- 401(k) with company match.
Paid time off and company holidays
Why Join Kelso Industries?
Join us and be part of a team dedicated to creating efficient, sustainable, and high-performance environments that make a lasting impact across the industrial, commercial, and institutional sectors.
Here you will experience:
Growth Opportunities: Develop new skills, take on exciting challenges, and advance your career in meaningful ways.
Company Culture: You’ll thrive in an environment that supports your growth, values your contributions, and makes work fulfilling and enjoyable.
Impact: Your work directly contributes to meaningful outcomes, allowing you to see the difference you make and feel a sense of purpose every day.
Competitive Compensation & Benefits: You’ll be rewarded fairly for your contributions while enjoying perks that enhance your financial security, health, and overall well-being.
Kelso Industries celebrates diversity and is committed to creating an inclusive environment for all employees. We do not discriminate in any aspect of employment based on race, color, religion, national origin, ancestry, gender, sexual orientation, gender identity and/or expression, age, veteran status, disability, or any other characteristic protected by federal, state, or local employment discrimination laws where Kelso does business
