Shantala Pai
GABLES,NSW
Summary
Dynamic Commercial Manager and Senior Commercial Lead with a robust background in driving large-scale technology, infrastructure, and operational portfolios for industry leaders, including Transgrid, BlueScope, Sydney Water, and Sydney Trains. Expertise includes commercial governance, contract management, vendor performance optimization, procurement strategy, financial analysis, and risk management. Recognized for enhancing contract value, elevating supplier performance, and leading successful negotiations while fostering high-performing teams that deliver exceptional commercial outcomes. Committed to leveraging analytical skills for market trend identification and strategic planning to strengthen client relationships and achieve business growth.
Overview
10
10
years of professional experience
1
1
Certification
Work History
Snr Commercial Specialist
Transgrid
Sydney, NSW
10.2025 - Current
- Oversaw supplier performance metrics and commercial risk evaluations, driving strategic initiatives for key electricity sector projects.
- Key Responsibilities:
- Led initiatives to optimize contract renewals, pricing reviews, and commercial negotiations, ensuring alignment with strategic objectives in critical technology and operational categories.
- Oversaw the establishment and administration of commercial panels, focusing on streamlining procurement and ensuring adherence to Transgrid’s commercial governance protocols.
- Facilitated stakeholder engagement by providing strategic commercial advice and guidance to align business requirements with contract deliverables and supplier obligations.
- Coordinated supplier relationship management and governance meetings, ensuring adherence to structured reporting and effective KPI monitoring.
- Facilitated training and support for junior commercial leads and analysts to improve competencies and advance commercial maturity across the organization.
- Analyzed commercial risks and provided strategic recommendations to influence contract development for existing and prospective programs.
- Engaged with cross-functional teams (finance, legal, risk, operations) to maintain commercial integrity and support alignment with overarching business objectives.
- Key Achievements
- Conducted comprehensive reviews of six major contracts to support governance improvements and optimize processes via structured supplier relationship management forums and monthly reporting cycles.
- Established a robust governance framework to clarify supplier responsibilities and improve contract transparency.
- Implemented mentorship programs for junior team members while standardizing commercial practices to elevate organizational capability.
- Developed and implemented commercial panels to strengthen governance in high-value procurement categories.
- Developed and delivered comprehensive training on procurement processes and effective vendor management techniques for junior staff.
- Analyzed market trends to inform strategic purchasing decisions.
- Developed and maintained supplier relationships to ensure consistent quality and service delivery.
Commercial Specialist
BlueScope
08.2025 - 10.2025
- Commercial Specialist responsible for reviewing operational expenditure (Opex) technology and service contracts, identifying commercial risks, validating contract compliance, and supporting the business with actionable commercial insights. The role required rapid onboarding, fast analysis cycles, and strong engagement with stakeholders to ensure timely completion of all contract review deliverables.
- Key Responsibilities
- Conducted comprehensive Opex contract reviews across multiple technology and operational categories to assess value, commercial risk and compliance.
- Analysed contract terms, pricing schedules, service obligations and performance indicators to identify gaps and improvement opportunities.
- Collaborated closely with internal stakeholders to validate requirements, confirm contract alignment, and ensure business-wide commercial visibility.
- Provided commercial recommendations to support negotiations, renewals, and risk mitigation activities.
- Ensured documentation accuracy and consistency across contract review outputs and maintained clear audit trails.
- Supported commercial governance by identifying opportunities for standardisation, improved controls, and greater supplier accountability.
- Key Achievement
- Completed Opex contract reviews on time with zero delays, ensuring full commercial visibility and enabling uninterrupted commercial decision-making for stakeholders.
Supplier Relationship & Performance Manager
Sydney Water
04.2020 - 08.2025
- Led supplier performance and commercial management for Sydney Water’s Digital Business, delivering governance, commercial oversight, contract performance management, and stakeholder engagement across a large technology supplier base, including Tier-1 vendors. Provided leadership to team members and drove capability uplift across commercial, supplier, and contract management activities.
- Key Responsibilities
- Provided leadership, mentoring, and development support to team members to maximise performance and capability.
- Worked independently across multiple senior stakeholder groups within Digital Business and customer accounts.
- Developed strong working relationships with sourcing, finance, legal, and mid-level client managers to support commercial and financial matters.
- Delivered pre- and post-contract commercial management ensuring maximum commercial entitlement.
- Played a lead role in fostering strong internal and external customer relationships, driving service and commercial alignment.
- Managed Tier-1 technology suppliers including Telstra, SAP, Wipro, IBM, Dell, and Microsoft, ensuring performance, compliance, and value delivery.
- Led governance activities including SRM forums, supplier meetings, performance reviews, and escalation management.
- Key Achievements
- Supported major contract negotiations, risk assessments, and contract setup activities.
- Developed and implemented standardised commercial templates and processes, driving efficiency and consistency.
- Led commercial execution activities including RFX development, evaluations, supplier negotiations, and contract execution.
- Successfully led the team through the pandemic and EOFY period, ensuring continuity and performance.
- Delivered strong internal and external partner engagement, contributing to the team being recognised as #1 Trusted Advisor within the business.
- Acted as Head of Digital Service Management during leadership leave, overseeing a team of 13 and maintaining operational delivery.
- Contributed to internal and external audits, supporting certification readiness and compliance assurance.
Commercial & Supplier Performance Specialist
Sydney Water
09.2019 - 04.2020
- Supported high-complexity commercial and supplier performance activities across Digital Business, including tender development, proposal leadership, commercial evaluations, and cross-functional coordination for major technology opportunities.
- Key Responsibilities
- Developed capture strategy and supported technical scope definition and pricing negotiation.
- Provided end-to-end proposal leadership from initial inquiry through deal closure, ensuring adherence to key milestones and deadlines.
- Performed commercial risk evaluations and feasibility assessments for complex opportunities.
- Coordinated inputs from finance, business, risk, legal, security, and privacy teams for complex tender submissions.
- Negotiated with stakeholders at multiple levels to build commercial alignment and consensus.
- Key Achievements
- Provided high-quality support to contract negotiation, risk assessment, and contract setup activities.
- Delivered strong customer service across varied stakeholder groups with diverse needs and expectations.
Sourcing Specialist, Construction & Refurbishment
Sydney Trains
04.2016 - 09.2019
- Responsible for leading strategic sourcing and commercial activities for the Construction & Refurbishment category, supporting the delivery of major infrastructure programs across Sydney Trains. The role requires strong commercial acumen, stakeholder influence, and expertise in category management, governance, and supplier performance. Partner closely with business units to shape sourcing strategies, drive commercial outcomes, and ensure effective procurement delivery aligned with organisational priorities.
- Key Responsibilities
- Led end-to-end sourcing initiatives, including market analysis, strategy development, RFI/RFP/RFQ evaluation, and vendor recommendations.
- Built strong, influential relationships with business stakeholders to strengthen procurement credibility and shape strategic decisions.
- Collaborated effectively with project teams, engineering, operations, and suppliers to drive alignment and ensure timely delivery.
- Provided commercial leadership in identifying, analysing, and realising procurement opportunities that delivered cost, risk, and service benefits.
- Developed and executed category strategies that improved supplier performance, reduced commercial risk, and maximised organisational value.
- Negotiated pricing, contractual terms, and commercial conditions to secure competitive outcomes.
- Managed supplier performance, including oversight of SLAs, KPIs, contract deliverables, and escalation resolution.
- Executed contract extensions, variations, and terminations in line with governance processes and business needs.
- Championed innovation and continuous improvement initiatives that supported organisational change and procurement capability uplift.
- Conducted market and industry intelligence gathering to inform sourcing strategies and forward planning.
- Implemented supplier agreements that reduced risk, improved service delivery, and enhanced long-term commercial value.
- Key Achievements
- Established a preferred supplier panel for Wayfinding, managing an annual spend of ~$36M and improving commercial control and delivery efficiency.
- Delivered procurement for the $50M More Trains, More Services program, recognised as a finalist for the Transport for NSW Excellence Award.
- Successfully completed procurement for the Gannon Road Overbridge project, delivered on time and within the $3.5M budget.
- Contributed to transformation programs as an end-user tester for the Equip project, ensuring system readiness and adoption.
- Appointed Ariba Cloud Super User, providing training and support during system implementation and improving procurement system capability.
- Analyzed supplier performance metrics to identify opportunities for cost reduction and efficiency improvements.
- Negotiated contracts with vendors to secure favorable terms and mitigate supply chain risks.
- Developed sourcing strategies by evaluating market trends and competitive landscape for optimal procurement decisions.
- Collaborated with cross-functional teams to align sourcing initiatives with organizational goals and project timelines.
- Implemented supplier scorecard system to enhance vendor management and accountability across sourcing projects.
- Led training sessions for junior staff on best practices in vendor selection and relationship management processes.
- Conducted regular audits of procurement processes to ensure compliance with company policies and industry standards.
- Streamlined sourcing operations through the adoption of advanced procurement software, enhancing data accuracy and reporting capabilities.
- Developed sourcing strategies to improve procurement processes, supplier relationships and capability development to optimize supply chain.
- Conducted market research to identify new suppliers and evaluate their capabilities, leading to better-informed decision-making in procurement activities.
- Managed a portfolio of suppliers, ensuring compliance with contractual terms and conditions, as well as quality standards.
- Increased on-time delivery rates by closely monitoring supplier performance and addressing potential issues proactively.
- Maintained up-to-date knowledge of industry trends and best practices in sourcing, enabling continuous improvement within the procurement function.
- Developed comprehensive sourcing strategies for specific categories, resulting in more efficient procurement processes.
- Collaborated with cross-functional teams to identify opportunities for process improvement and cost reduction within the supply chain.
- Managed vendor relationships by conducting regular business reviews and addressing any performance issues or concerns, fostering a collaborative partnership between suppliers and the company.
- Managed cost reduction projects to meet budget and achieve healthier cost-base, while creating lasting competitive advantage.
- Collaborated with finance, procurement and operations leaders on global sourcing projects.
Program Controller, Procurement Improvement Program (PIP)
Sydney Trains
Sydney, NSW
05.2019 - 09.2019
- Achieved successful tracking and documentation of program activities within Sydney Trains' procurement improvement program. Delivered effective cost control and program analysis, enhancing schedule monitoring and risk assessment processes. Drove alignment of program activities with procurement transformation objectives through collaboration with cross-functional teams.
- Key Responsibilities
- Analyzed and controlled program costs to guarantee adherence to financial plans and budgetary constraints.
- Conducted comprehensive risk assessments based on established schedules to support effective mitigation strategies.
- Crafted detailed program plans, ensuring thorough capture of scope requirements and effective scheduling of statements of work.
- Conducted thorough financial and program analysis to ensure adherence to established budgetary constraints and operational standards.
- Designed and produced comprehensive presentation materials to facilitate governance reviews and program update discussions.
- Achieved timely project completion by effectively managing feedback loops and tracking progress on key actions. Enhanced project coordination through proactive administrative support and streamlined communication among stakeholders.
- Created detailed forecasts and performed variance analysis to assess differences between actual outcomes and forecasted program results.
- Key Achievements:
- Developed and delivered comprehensive cost and risk reports that bolstered governance decision-making processes.
- Monitored and reported on financial performance to identify trends and discrepancies in program budgets.
- Developed and maintained structured planning documentation and tracking mechanisms to optimize procurement improvement processes.
- Developed and presented clear communication materials to strengthen program alignment and foster collaborative feedback cycles.
Education
Bachelor of Arts - Psychology
Mumbai University
Mumbai 04-1996
Skills
- Customer relationship management
- Cross-functional team leadership
- Leadership development
- Strategic planning
- Forecasting
- Contract negotiation
- Vendor management
Accomplishments
- Maintained Technology OPEX spend within 0.8 % of forecast, through effectively planning and tight cost control.
- Supervised team of 13 staff members.
- Collaborated with team and implemented of Supplier Relationship Management in Sydney Water
- Created a Panel of preferred supplier for Wayfinding panel- yearly spend of $36Million
- More train more service procurement Project in total worth $50M was a finalist for Transport for NSW Award
- Was part of End user testing team in Implementation of Ariba and SAP
Certification
- CIPS – Chartered Institute of Procurement & Supply (MCIPS Completed).
- Diploma of Government Procurement and Contracting (2015) NSW Government–recognised qualification covering sourcing, contract management, probity, procurement planning, and commercial governance.
- Contract Management Fundamentals (NSW Procurement)
- Procurement Governance & Probity Training
- Commercial Negotiation Masterclass
- Project Management Essentials (White belt )
- SAP / Ariba / Coupa system certifications
- ICAC Probity in Procurement Training
Timeline
Snr Commercial Specialist
Transgrid
10.2025 - Current
Commercial Specialist
BlueScope
08.2025 - 10.2025
Supplier Relationship & Performance Manager
Sydney Water
04.2020 - 08.2025
Commercial & Supplier Performance Specialist
Sydney Water
09.2019 - 04.2020
Program Controller, Procurement Improvement Program (PIP)
Sydney Trains
05.2019 - 09.2019
Sourcing Specialist, Construction & Refurbishment
Sydney Trains
04.2016 - 09.2019
Bachelor of Arts - Psychology
Mumbai University
Career Highlights
- Led commercial strategy and governance for major technology portfolios across Transgrid, BlueScope, and Sydney Water.
- Completed all Opex contract reviews for BlueScope on time with zero delays.
- Strengthened supplier management frameworks through SRM and governance processes.
- Implemented standardised commercial templates and processes across Digital Business operations.
- Led end-to-end RFX, tender evaluation, negotiation and contract execution.
- Acted as Head of Digital Service Management, managing a 13-member team.
- Supported internal and external audits for certification readiness.
- Supported Sydney Water’s “#1 Trusted Advisor Team” recognition.
- Delivered cost control and schedule-based risk assessments for Sydney Trains PIP.