Commercial Director - Defence

Innova Search are proudly representing a UK engineering specialist who supply bespoke engineered products and solutions to some of the largest defence and manufacturing companies. The company have been operating for over 80 years and has over 400 staff.

The business has tendered and successfully won large-scale, multi-year commercial contracts across the defence sector, due to this, the company is going through sustained growth and offers an excellent career opportunity to help drive this organic growth even further.

The Opportunity:

The business is seeking a seasoned Commercial Director with specialisation in contract negotiation, particularly adept at navigating stage gates, within the defence industry. The ideal candidate will lead a team of four colleagues across Proposals, Commercial Modelling, and Legal, ensuring effective collaboration and synergy to achieve successful contract outcomes. With a focus on multi-million-pound defence contracts, this role demands a strategic thinker with exceptional negotiation skills, a keen understanding of contractual complexities, and a proven track record of delivering results in high-stakes environments.

Key Responsibilities:

Contract Negotiation and Management:

• Lead and oversee complex contract negotiations for large-scale defence contracts, ensuring alignment with organisational objectives and risk management strategies
• Develop negotiation strategies, leveraging expertise in stage gate processes to navigate various phases of contract discussions effectively
• Collaborate closely with internal stakeholders and external partners to achieve mutually beneficial agreements while safeguarding the interests of the organisation

Team Leadership and Collaboration:

• Manage and mentor a team of four colleagues comprising Proposals, Commercial Modelling, and Legal specialists, fostering a culture of excellence, innovation, and collaboration
• Coordinate with cross-functional teams, including Sales, Engineering, and Operations, to integrate commercial considerations seamlessly into overall project planning and execution

Risk Assessment and Mitigation:

• With the support of your team, conduct comprehensive risk assessments for potential contracts, identifying areas of concern and developing mitigation strategies to safeguard organisational interests
• Ensure compliance with regulatory requirements and adherence to industry standards throughout the contract negotiation and execution process

Financial Analysis and Modelling:

• Oversee the development of robust financial models to support commercial decision-making, including pricing strategies, cost estimation, and profitability analysis
• Collaborate with Commercial Modelling colleagues to assess various pricing scenarios, evaluate financial implications, and optimise contract terms for maximum value creation

Contractual Compliance and Legal Oversight:

• Work closely with the Legal team to review, draft, and negotiate contractual agreements, ensuring compliance with legal and regulatory requirements
• Provide guidance on contractual matters, interpreting terms and conditions, and resolving disputes in a timely and efficient manner

Qualifications & Experience:

• Bachelor's degree in Business Administration, Finance, Law, or Engineering field
• Proven experience in commercial management within the defence industry, with a focus on negotiating multi-million-pound, multi-year contracts
• In-depth knowledge of stage gate processes and their application in contract negotiation and management
• Excellent negotiation, communication, and interpersonal skills, with the ability to influence and collaborate effectively at all levels of the organisation
• Sound understanding of financial analysis, including pricing strategies, cost estimation, and profitability modelling
• Familiarity with legal principles and contract law, with the ability to interpret and apply contractual terms and conditions
• Ability to thrive in a fast-paced, dynamic environment, with a strong commitment to delivering results under tight deadlines
• Strong leadership skills, with demonstrated experience in managing and developing high-performing teams

Additional Information:

• This is a newly created senior-level role with a competitive salary and benefits package commensurate with experience and qualifications
• Travel will be required to both company and client sites
• This role can be performed on a hybrid basis