Commercial Operations Lead in Leeds

Safeguard Armor is scaling. We are moving from a reactive, opportunistic sales model to a proactive, structured commercial machine. We need a directive, process-oriented leader to bridge the gap between our internal operations and our external distribution network, and the end-to-end commercialisation. You will encompass the full scope of commercial execution: from enforcing partner performance (Governance) to managing the tender submission workflow (Operations) and owning the data infrastructure (Systems). You will not just report on the numbers; you will manage the framework that generates them.

Key Responsibilities

• Partner Governance & Network Accountability
  • Operationalize Joint Business Planning (JBP): Implement the standard JBP framework across the partner network. Ensure every active distributor has a defined territory, agreed-upon targets, and a clear action plan.
  • Enforce Pipeline Visibility: Establish a non-negotiable reporting cadence. You will ensure that partners submit accurate pipeline data weekly. You will define the standard for what constitutes a "qualified lead" and reject data that does not meet that standard.
  • Performance Management: Lead the Quarterly Business Reviews (QBRs). You will use objective data to hold partners accountable to their JBP commitments. You will manage underperformance directly, implementing improvement plans or offboarding non-compliant partners.
• Tender Operations & Operational Tempo
  • Manage the Tender Factory: Oversee the end-to-end workflow of the government tender submission process (30-50 bids/month). You are responsible for the schedule, the resource allocation, and the on-time delivery of every bid.
  • Compliance Assurance: Act as the final gatekeeper for commercial risk. You will ensure the commercial process prioritizes strict adherence to tender requirements to prevent disqualification.
  • Process Standardization: Document and enforce Standard Operating Procedures (SOPs) for the commercial team. You will eliminate ad-hoc workflows and replace them with repeatable, scalable processes.
• Systems, Data & Forecasting
  • CRM/JBP Ownership: Serve as the owner of the sales technology stack (Salesforce and customer systems). You will manage user access, enforce data entry standards, and ensure the system reflects commercial reality.
  • Forecasting & Analytics: Own the commercial forecast. You will aggregate partner data and internal tender data into a reliable revenue projection for leadership. You will provide the factual analysis required to make resource decisions.
  • Data Integrity: Regularly audit the commercial data to identify gaps or inaccuracies. You will drive the "clean-up" initiatives required to ensure our decision-making is based on facts, not assumptions.
• Commercial Strategy Implementation
  • Pricing & Margin Control: Implement the pricing guardrails defined by the business. You will ensure that quotes going out to partners adhere to the approved margin structures.
  • Territory Management: Manage the assignment of territories and leads to ensure valid coverage and prevent channel conflict between partners.

Ideal Candidate Profile

• Directive Leadership: You are comfortable taking charge of a chaotic situation, defining the rules, and holding people (internal and external) accountable to them.
• Operational Rigor: You value order and consistency. You understand that in a high-volume, compliance-heavy industry, reliability is the primary driver of success.
• System Mindset: You view the business as a machine. If a result is missed, you look to fix the mechanism (the process, the accountability, the data) rather than just working harder.
• Experience: Experience in a Commercial Operations, Sales Operations, or Bid Management roles, preferably within the Defense, Manufacturing, or Industrial sectors.