Commercial Manager (Pipeline)

Duties & Responsibilities

• Assist the sales team to secure profitable and deliverable new business

• Provide commercial support in deal shaping, negotiations & contracting

• Review pricing of existing and new business proposals to ensure they are aligned with company margin, risk and contingency provisions

• Ensure all customer and supplier bids/contracts are approved and reviewed in line with deal approval governance and policy prior to submission/signature

• Identify, manage and report on key commercial / legal risks (legal risks to be communicated to Legal function and ongoing appropriate support / liaison to be maintained)

• Be main point of contact for principal client contract(s) and provide in-life client contract management support

• Review, interpret and advise on existing contract rights and obligations

• Lead change management of contracts including production of BAU contract variations

• Support production of regular contract reporting in line with governance and contract requirements

• Ensure that contract records are maintained and accessible as directed

• Record, ratify and circulate commercial / negotiation meeting minutes when required

• Support the business by owning and performing the ongoing admin of contracts (including the provision of contractual templates / tool kits, and delivering notices)

• Support of sub-contractor relationship management.

• Support of due diligence and MI / audit data request activities

• Work as part of client specific management teams, including managing a pipeline of activity and contributing to client specific strategy, review and performance

Key Competencies and Experience

Experience

Desirable 2+ years’ contracts experience and demonstrable track record of owning and delivering pre and post contract activity, including those set out below.

• Good understanding of bid preparation and submission processes (ITT, RFP, BAFO)

• Ability to identify and analyse key commercial risks such as KPIs, SLAs, contractual dependencies and milestones

• Strong contract drafting and negotiation skills

• Strong knowledge of contract law and its application in SW / IT / BPO/Professional Services environments

• Good basic financial acumen

• Producing reports and summaries which articulate key matters for a senior and/or non-commercial audience

• Starter – Finisher: seeing activities through to successful completion

• Resilient and self-motivated

• The ability to prioritise, meet deadlines and work under pressure

• Have confidence in seeking support, input, guidance appropriately and when required

• Good communication skills