Commercial Manager in Basingstoke

We are currently recruiting for an experienced Commercial Manager to provide commercial and contracts advice and support within multi-disciplined Integrated Delivery Teams and Integrated Capture Teams. This will be a demanding role with responsibility for providing commercial and contracts support to a diverse portfolio of projects from initial opportunity identification through to contract completion. You will be a strategic thinker, supporting the overall business objectives for growth and innovation (UK and International) with a three year planning horizon.

Role: Commercial Manager

Location: Basingstoke (2 days/week)

Duration: 6 months

Rate: competitive

Inside IR35

Requires Active DV clearance

Overview of responsibilities and expectations for this role include providing commercial and contracts support to opportunities and contracts, managing risk, change control, drafting, and issue resolution within a dynamic commercial team.

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, with expectations to develop innovative commercial solutions.

You will manage your project portfolio with minimal supervision and have experience of leading negotiations, familiar with issues that arise in developing or managing complex contracts, and how to mitigate them in a commercial approach.

You may support contract management activities across the contract lifecycle, including post-contract processes to ensure 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 peers in the function and demonstrate versatility across business areas. You may have supervisory or guidance responsibilities over more junior staff after training (e.g., graduates operating as 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.

Competence Areas

Personal Competence

• An accountable self-starter, modelling responsibility and leading 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 evidence-based arguments.
• A diligent approach to health and safety (physical and mental) wellbeing at work, able to champion these themes amongst peers.

Business Competence

• Applying critical thinking and analysis to make effective customer-focused 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 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 at senior management level to influence decision making, and coaching others on networks.
• Designs and implements a clear engagement strategy and develops customer relationship plans that lead to profitable, repeat business.
• Understands and utilises 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 client advantage.
• Develops and implements commercial models that optimise value and mutual benefit.
• Able to solve complex problems with ideation from different perspectives.
• Demonstrates understanding of the market(s) and recommends changes to approach.
• Champions knowledge base sharing of best practice and new ideas.

Drafting, Law and Practice Competence

• Uses and mentors others on advanced drafting skills and methods across a range of contracts.
• Able to review / mark up terms and assess risk and reward accurately and swiftly.
• Familiar with regulatory, policy and other constraints relevant to the business.
• Confident in a range of different agreements (pre- and post-award).
• Supports development of new innovative terms when required.
• Coaches peers in drafting and reviewing 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 good understanding of business budgets and financial objectives.
• Supports strategic deals that endure beyond the first engagement.
• Uses data to analyse trends and influence decision making on contract strategy.
• 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.