The increasing complexity of the Land & Naval Defence Electronics (L&NDE) UK Corporate Plan is driving transformation of the Commercial activities of the business. This has created an opportunity in the Commercial team. Initially this role will deliver a professional commercial service to the division and as the business is always looking for the leaders of the future, given the right calibre of applicant this role provides the platform in which to develop and progress into a Commercial Manager position with leadership accountability.
Ultimately the role will be accountable to the business for the following key responsibility areas below.
Key Responsibility Areas
Providing assurance in the robust Commercial qualification of agreements, prospects and tenders with delegated approval to sign off bids and accept contracts within the Function's domain area of expertise.
Commercial governance during the business winning cycle including the preparation and negotiation of agreements, commercial offers, contract terms and conditions and providing guidance and support on commercial matters arising during the execution phase of projects.
*Commercial autonomy within the business area within the governance framework of the Company.
*Develop and maintain effective working relationships with current and future customers and all interfaces within the internal organisation.
*Lead commercial interface with bid, sales and project management to develop Commercial proposal and negotiation strategy in accordance with business win strategy ensuring an acceptable balance between contract performance, risk and profit.
*Assess potential liabilities (express or implied) during bid preparation and post contract execution.
*Prepare commercial response to bids undertaking risk analysis, offering appropriate solutions/alternatives to fulfil customer requirements and minimise risk.
*Direct Procurement in prime contract terms and conditions flow down.
*Determine the need, justify and formulate agreements to underpin future contractual relationships.
*Provide contract summary reports to facilitate bid/no bid decisions, tender approval and contract acceptance
*Treasury (Letters of Credit, Guarantees, Insurances, taxation etc) and Legal interface (agreements, terms and conditions, disputes etc)
*Lead and/or support Commercial aspects of contract negotiations.
*Provide pragmatic solutions/alternatives to fulfil customer requirements and reduce risk.
*Provide post contract acceptance advice on contractual issues, interpretation and risks that arise during post acceptance execution.
*Lead on response and acceptance of amendments.
*Lead on response and acceptance of commercial letters/issues.
*Formulate strategies to counter claims and lead response on disputes.
*Provision of revised Commercial risk analyses post contract execution.
*Participate in monthly Divisional contract review meetings.
*Direct project teams understanding and compliance with the company's legal and trade compliance obligations.
The individual will be expected to be flexible in supporting other team members in accordance with the dynamic demands of the business. This is likely to entail providing support to the Commercial activities on the Southampton site.
Skills, Qualifications & Knowledge Required
The ideal candidate will have a high level of knowledge and an in depth understanding in the application of the following Functional specific competencies underpinned by the experience gained from exposure to a varied portfolio of contracting scenarios in markets relevant to the line of business;
*Internal and external Customer management
*Formulation of Contract and major-subcontract flow down requirements
*Formulation of Agreement, interpreting the business need and presenting the case for approval.
*Preparing Commercial strategy for and negotiation of Contracts and Agreements.
*Commercial risk analysis and identifying risk mitigation options commensurate with business winning or customer management strategy.
*Guiding project teams on management of Commercial aspects and able to identify and/or resolve contractual matters arising during the life cycle of the project.
*Commercial tender vet and bid management preparation
*Interpreting and challenging complex price builds and ensuring Commercial provisions are both quantifiable and commensurate with the business winning or customer management strategy.
*Interpreting the financial viability of customers, understanding payment and supply chain cash flow sensitivities, management of letters of credit, bonds and guarantees.
*Interpreting the business scenario and identifying, recommending and implementing the appropriate Commercial approach accordingly.
*Rationalising the market risk and implementing a proportionate based approach to identifying the ethical standing of the customer.
*Identifying any legal, business and trade compliance issues and guiding the project to implement a compliant approach.
*Strong communication skills - both written and verbal, with the ability to influence.
*Demonstrated ability to build effective working relationships, built on professional trust & respect.
*Flexible and adaptable to change
*Striving for continuous improvement, effectiveness and efficiency.
*Confident in Customer and Partner engagement and negotiation.
*Team worker able to work autonomously when required
*Pro-active with a "can do" attitude.
*Good problem solving, numeracy, analytical and decision making skills with the ability to think laterally.
*Commercial and financial acumen.
*Ability to prioritise and manage time appropriately
This is an office based role, display screen equipment user, working to deadlines.
There may be requirements for foreign visits to customer sites. Typically this will be for short periods (days).
- "contract manager"
- "contracts manager"
- "subcontract manager"
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