Commercial Manager in Basingstoke

Overview

Role: Commercial Manager

Location: Basingstoke (2 days/week)

Duration: 6 months

Rate: competitive

Inside IR35

Requires Active DV clearance

What will I be doing

You will be responsible for all aspects of commercial and contractual support including customer bidding and contracting, advising on export and import control (in support of our trade solutions team), risk management, change control, contract and document drafting, and issue resolution. You will be a member of a dynamic commercial and contracts management team, reporting to an experienced Commercial Director or ICT/IDT Commercial lead, where your hard work and professional experience will be expected to generate innovative commercial solutions. You will be expected to manage your projects portfolio with minimal supervision and have experience of leading negotiations and be familiar with the typical issues that can arise when developing or managing complex contracts, and how they can be mitigated in commercial approach. You will be required to support contract management activities as part of your role, which may include engagement with any phase of the contract lifecycle. You will manage relevant post contract processes, ensuring continued customer satisfaction.

Key Relationships

• Your line manager will be either a Commercial Manager, or Commercial Director.
• You will have a dotted line leadership from ICT or IDT matrix leaders (e.g. campaign leads).
• You will work closely with your peers in the function and will be expected to demonstrate versatility across our business areas.
• You may have (following training) some supervisory / guidance over more junior staff, including graduates operating as a Delivery Manager

General Role Accountabilities

• Delivery manager, working as part of an Integrated Capture Team (ICT) or an Integrated Delivery Team (IDT), or within a portfolio area of the business
• Demonstrating general commercial acumen on tenders and contracts which are typically non-standard, of medium to high complexity, or supporting senior commercial staff on major projects, or new business campaigns

Competences

Personal Competence

• An accountable self-starter, modelling responsibility and lead others to be accountable
• A motivated learner, capable of identifying individual / team training needs and closing the gaps
• A role model for inclusion, soliciting perspectives and opinions to influence decision making
• Able to solicit support from others with persuasion and coherent, compelling, evidenced based arguments
• A diligent approach to health and safety (physical and mental) wellbeing at work, able to champion these themes amongst their peers.

Business Competence

• Applying critical thinking and analysis to make effective customer focussed decisions
• Applying business strategy across a mix of individual, team and organisational activities
• Pro-active in the support of transformational change for the business
• Working flexibly across boundaries, in an open and approachable way

Leadership Competence

• A thought leader, able to actively implement new ways of working, even in uncertain conditions
• Able to self-deliver and delegate to wider teams or junior staff in a controlled way
• Provides constructive feedback on performance and mentors / coaches junior members of staff
• Operating as a role model, able to challenge constructively and inspire others to think broadly

Relationship Management Competence

• Able to establish and maintain stakeholder communities, communicating / engaging at senior management level to influence decision making, and coaching others on networks
• Designs and implements a clear engagement strategy and develops and sustains customer relationship plans that lead to profitable, repeat business
• Understands and utilises a broad cultural knowledge to support export sales and coaches others in cultural engagement methods

Negotiation Competence

• A leader in negotiation strategy and planning, capable of influencing up to director level
• Delivers valuable and complex negotiations, influencing senior stakeholders, for mutual benefit
• Coaches others in negotiation approaches / strategy / technique

Innovation Competence

• Able to design and lead on deal structures, gaining buy in at director level
• Supports value proposition development, influencing requirements to our client\’s advantage
• Develops and implements commercial models that optimise value and mutual benefit
• Able to solve complex problems, with ideation from different perspectives
• Demonstrates a sound understanding of the market(s) and recommends changes to approach
• Champions knowledge base sharing of best practice and new ideas alike

Drafting, law and Practice Competence

• Uses and mentors others on advanced drafting skills and methods across a range of contracts
• Able to swiftly and accurately review / mark up terms and assess risk and reward
• Familiar with regulatory, policy and other constraints relevant to the business
• Confident in a range of different agreements (pre-and-post award)
• Supports the development of new innovative terms when required
• Coaches peers in the mechanics of drafting and review of terms and conditions

Commercial and Financial Competence

• Able to influence pricing strategy (including price to win, and pay, performance and incentivisation) in contracts to maximise profitability
• Demonstrates a good understanding of business budgets and financial objectives
• Supports strategic deals that endure past the first engagement
• Uses data to analyse trends and influence decision making on contract strategy
• Actively seeks to implement efficiency in tasks, using technology where possible
• Understands customer toolsets and how we integrate with them
• Applies and oversees governance processes, applying sound risk management and judgement

Values & Behaviours

• A leader in setting an integrity benchmark for others to follow
• Leading collaborative work within workload
• Delivering against personal development plan, and leading on attainment of business goals
• Active listener, able to respond at functional level to themes and ideas
• Leading on trouble shooting, offering support to others, and leading wherever possible on customer relationships