Commercial Manager

JOB TITLE: Regional Commercial Manager
Key Objectives:
 
•      Provide effective commercial support to the Business Unit Director (BUD) and the Regional Operational Team
•      Ensure effective operational and commercial control of contracts
•      Produce accurate and reliable contract performance data
•      Ensure compliance with all Company governance, processes and procedures
•      Adhere strictly to the monthly financial reporting timetable
•      Provide scrutiny and rigour to the commercial performance, ensuring opportunities to maximise margin, and minimise costs are identified
•      Implement change to the team structure to allow more flexibility of operation
•      Provide mentoring and coaching to the commercial teams
•      Build and develop long term relationships with internal and external customers
•      Identify commercial and contract strategies to secure more work
•      Provide commercial expertise to the Winning Work process
•      Maintain a culture of continuous improvement, promote open challenge to existing working practise and ensure opportunities to improve are identified and implemented
 
    
 
Main Activities:
 
•      Produce accurate financial reporting information, including CVR’s, Forecasts and Budgets on a “no surprises” basis
•      Provide analysis of ongoing contract performance and identify opportunities to enhance and build on revenue and margin returns
•      Support contract operational and commercial teams improvement and contract recovery plans
•      In conjunction with HOC, where a contract is identified in special measures assist in ensuring a clear commercial and contract recovery plan is established, key actions identified, and lead the implementation of actions
•      Minimise working capital and maximise cash collection
•      Manage WIP and Debt levels for the region
•      Provide constructive input into tender and estimate evaluation and enhancement
•      Lead contract terms negotiations with the client through to conclusion and in accordance with Company procedures
•      Take the lead or provide support into the BUD on all matters relating to dispute resolution
•      Maintain a network of working relationships with key strategic customers
•      Ensure a process exists to monitor compliance to policies and procedures
 
    
 
Qualifications and Experience:
 
•       Relevant and demonstrable experience of commercial and contract management
•       Ability to coach and communicate with enthusiasm.
•       Knowledge and expertise of commercial and contract management practices, standards, systems and processes
•       Demonstrable experience in the establishment, negotiation and operation of contracts
•       Understanding of contract law with demonstrable experience in dispute resolution
•       Ability to robustly manage difficult commercial negotiations whilst maintaining good customer relations
•       Understand key drivers of contract delivery
•       Sound knowledge of contract methodology
•       Knowledge and experience in applying continuous improvement principles within change improvement programmes
•       Demonstration of leading improvement actions
•       Ability to interface and represent the business with customers and suppliers.