Reporting into the Managing Director, the Commercial Manager oversees all contractual, legal and ethical aspects of the company’s strategy and performance. He/she is responsible for the development, implementation and leadership of the Commercial function to support the business strategy and to drive the business forward in line with the long-term vision. This includes improving sales, productivity and service, customer/supply chain relationships and achieving clearly identified sales, revenue, cash flow and profit budgets and targets.

As a member of the leadership team, he/she exemplifies the values and behaviour required of a senior leader within a growing business. The Commercial Manager focuses on commercial matters and also establishes effective working relationships with executive colleagues; taking collective responsibility for the day-to-day running of the business.

Key Responsibilities 

Planning, Strategy and Governance 

• Support to and interface with Co-Directors to ensure overall collective formulation of strategy and discharge of responsibilities
• Develop a suitable commercial and contract strategy for every bid/offering/sub-contract, understanding and managing the contract risks within the company’s risk appetite.
• Work within BMT Group Operating Standards, the Group Delegation Matrix, existing governance and compliance regimes, and the authorisation delegated from the Managing Director
• Promoting the global vision, mission and values; being an active member of the BMT group commercial management community.

Commercial Management 

• Support the Marketing and Sales Director and the Operations Director in the qualification of prospects, bid/no-bid, compete/collaborate, and pricing decisions at bid assessment gates
• Support the Operations and Capability and Strategy Directors in the delivery of contracts, their control within the commercial terms and supporting the completion of contracts (getting off contract)
• Support the preparation of bids to optimise the offer/cost/price/risk balance
• Implement governance arrangements that are appropriate to the level of commercial risk associated with an opportunity
• Develop the negotiating strategy for and lead the negotiation of all complex, novel or contentious contracts, alliances or joint ventures; achieving win-win outcomes
• Lead the relationship with the commercial and contract representatives of clients, partners and sub-contractors
• Maintain an awareness of competitors’ win themes and pricing regimes, as well as clients’ hot- buttons and ensure this is captured in our market intelligence, shared with others who need to know
• Be the professional expert on commercial and contract law, working in conjunction with the BMT Group General Counsel and the Partnership Commercial Manager
• Develop and manage necessary compliance regimes to prevent conflicts of interest between contracts and contracting parties
• Manage the quality and compliance assessment of sub-contractors
• Lead on governance and compliance in the areas of: contract law, anti-bribery and corruption, ethical behaviour, and export controls
• Maintain all contract documentation through all gates and the contract’s life 

Experience & Personal Competencies 

• Significant experience in contract negotiation and management of contracts and commercial agreements with customers and suppliers
• Proven experience in the development and negotiation of winning contracts
• Proven experience of contracting professional consulting engineering and design 
• Proven experience of supporting and positively influencing negotiation and contracting 
• Comprehensive understanding of contract law, contract management and contractual structures
• Significant experience of drafting, analysing and modifying terms & conditions for sale or purchase, including identification of commercial risk within terms and identifying/ implementing mitigation strategies
• Significant experience of building and maintaining long-term, genuine relationship by instilling trust and confidence with customers, partners and other stakeholders, at all levels of the business
• Demonstrates emotional intelligence through excellent inter-personal and communication skills
• Ability to establish positive and effective working relationships with all staff members
• Able to quickly win influence, energise, lead and motivate others and to build successful teams
• Excellent reasoning and problem-solving skills
• Experience of working in partnering arrangements such as alliances or joint ventures
• Experience of modern, formal tools, analytics and methods
• Strategic and logical thinking with appropriate attention to detail

If you are interested in growing your career in an innovative, challenging, and supportive company and believe you have the drive and expertise to match – we would like to hear from you. 

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