Tender Manager – Drilling & Completions Fluids

Baker Hughes, a global leader in energy technology, is seeking an experienced Tender Manager – Drilling & Completions Fluids to be based in Nairobi, Kenya. In this critical commercial role, you will own and drive the end-to-end inquiry-to-order (ITO) process for the Drilling & Completions Fluids segment, ensuring profitable revenue growth through disciplined tendering, strategic pricing, and robust risk management.

You will serve as the primary architect of winning tender strategies, translating complex customer requirements into compelling, value-driven proposals. Working cross-functionally with global and regional teams, you will protect Baker Hughes' commercial interests while delivering superior customer experiences through solution-based selling across the East Africa and broader OFSE (Oilfield Services & Equipment) landscape.

• Own the full inquiry-to-order (ITO) tendering lifecycle, from opportunity identification through to submission and award, ensuring timely, compliant, and commercially sound proposals.
• Develop tailored value propositions and articulate winning strategies for each tender, leveraging deep knowledge of drilling and completions fluids products and market dynamics.
• Negotiate commercial terms with customers, ensuring deals deliver shareholder value while maintaining competitive positioning.
• Validate the risk-reward balance of each opportunity, assessing technical risks, payment security, margin thresholds, and contractual terms and conditions.
• Drive granular pricing and commercial conditions within predefined contract price frameworks, applying limited but strategic latitude to deviate where necessary.
• Collaborate closely with Global PL Headquarters, Global OFSE HQ, and regional Sales teams including market intelligence, technical sales, ODS sales, commercial pricing, risk, and contracts functions.
• Build and maintain a regional pricing strategy in partnership with OFSE and segment sales teams; identify and tag pricing actions for continuous improvement.
• Support cross-Product Line (cross-PL) and Measurement & Wellbore (MW) opportunities and tenders in collaboration with Global Commercial Operations teams.
• Drive segment and cross-PL price benchmarking initiatives to ensure competitiveness across the region.
• Uphold the integrity and governance of all commercial processes, policies, and procedures, supporting the evolution of segment commercial teams as new frameworks are introduced.
• Ensure thorough understanding of customer requirements to craft optimal technical and commercial solutions for all tenders and quotations.
• Promote Baker Hughes' business value propositions to both customers and internal stakeholders, elevating the overall customer experience.

• Demonstrate at least 7 years of experience in a tendering, commercial, or technical sales role within the oilfield services, drilling fluids, or energy services industry.
• Apply deep technical knowledge of drilling and completions fluids products and their operational environments to develop credible, accurate proposals.
• Lead multi-stakeholder tender processes, coordinating input from technical, financial, legal, and operations teams under tight deadlines.
• Conduct thorough commercial risk assessments and translate findings into actionable pricing and contract strategies.
• Negotiate effectively with customers at senior levels, balancing relationship management with firm commercial boundaries.
• Utilise CRM and tendering platforms to manage pipeline visibility, pricing records, and proposal documentation.
• Communicate complex technical and commercial information clearly to diverse audiences, including C-suite stakeholders.
• Demonstrate strong financial acumen by modelling pricing scenarios, evaluating margins, and understanding cost structures in an oilfield services context.
• Work autonomously across time zones in a matrixed global organisation, managing competing priorities without loss of quality or compliance.

Baker Hughes offers a competitive, market-aligned compensation package. While the exact salary is open and will be determined based on experience and qualifications, this role is estimated in the range of KES 350,000 – 600,000 per month, reflective of its senior commercial nature within the energy sector. Additional benefits typically associated with Baker Hughes roles at this level include performance bonuses, comprehensive medical cover, international career development opportunities, and access to the company's global employee wellbeing programmes.

Ideal candidates are seasoned commercial professionals with a strong background in oilfield services tendering, particularly within drilling or completions fluids. You are analytically rigorous, commercially astute, and thrive in fast-paced, high-stakes environments. You are equally comfortable reviewing technical specifications and negotiating contract terms as you are presenting business cases to senior leadership. You understand the East African energy market and can navigate both local customer relationships and global corporate processes with ease.

Do not apply if you have no prior exposure to oilfield services or energy sector tendering, if you lack experience managing complex multi-stakeholder commercial processes, or if you are uncomfortable working within a highly governed, process-driven multinational environment. This is not an entry-level or general sales role.

To apply for this position, visit the Baker Hughes official careers portal at careers.bakerhughes.com and search for the Tender Manager – Drilling & Completions Fluids role in Nairobi, Kenya. Prepare and submit an updated CV highlighting your tendering experience, commercial achievements, and relevant technical knowledge. Shortlisted candidates will be contacted directly by the Baker Hughes Talent Acquisition team. Apply as early as possible as the role may close upon identification of a suitable candidate.