Commercial Lead

4 weeks ago

Renfrew, United Kingdom BMC Recruitment Group Ltd Full time
Key Objectives:
 
•      Actively contribute to the UK Senior Leadership Team (SLT) and the UK Lead Commercial Team, as a leader within the Commercial function
•      Assist in delivering the growth strategy for Energy Transition, ensuring the proactive management of commercial risk vs reward across the growing portfolio
•      Delivering gross margin targets on a predictable basis
•      Ensure the entering into contract process is controlled in accordance with Company AIMS procedures
•      Provide scrutiny to the commercial process, ensuring opportunities to maximise margin, and minimise costs are identified and capitalised upon
•      Implement the agreed Operating Rhythm to ensure timeliness and accuracy of monthly reporting
•      Ensure the veracity of contract financial reporting including CVR’s, Forecasts, Risk and Opportunity, and Budgets on a “no surprises” basis
•      Minimise working capital and maximise cash collection
•      Implement contract commercial improvement and contract recovery plans in conjunction with HOC Contract Improvement when required
•      Lead the Energy Transition and Asset Management commercial team, ensuring the org structure is fit for purpose
•      Provide mentoring and coaching to the commercial and operations teams
•      Build and develop long term relationships with internal and external customers
•      Identify commercial and contract strategies to secure more work and maximise gross margin
•      Provide commercial expertise to the Winning Work process
•      Maintain a culture of continuous improvement, promote open challenge to existing working practise and ensure opportunities to improve are identified and implemented
•      Comply with the Company governance and AIMS procedures including DOA, Bid Authority Matrix and Large Order Procedures
Main Activities:
 
•      Provide expert commercial support to the VP Major Projects and VP Asset Management and their operational team
•      Maintain an effective interface with other functional leaders including finance, digital, procurement, risk and operations
•      Take a shared accountability with Operations for the preparation and delivery of monthly CVR’s, Budget, Forecasts and monthly financial reporting ensuring “no surprises”
•      Provide analysis to ongoing contract performance and identify opportunities to enhance and build on revenue and margin returns
•      Support contract commercial improvement and contract recovery plans
•      In conjunction with HOC Commercial Improvement, where a contract is identified in “special measures” assist in ensuring a clear commercial and contract recovery plan is established, key actions identified, and lead the implementation of actions
•      Support the winning work process and development of commercial models in new markets, with new customers and with new products or services
•      Ensure all new work is secured in accordance with the requirements of Company procedures, e.g. DOA, BAM
•      Provide constructive input into tender and estimate evaluation and enhancement
•      Lead complex contract terms negotiations through to conclusion and in accordance with Company procedures
•      Maintain a network of working relationships with key strategic customers
•      Ensure commercial supply chain management of technical suppliers and subcontractors is administered in accordance with the relevant contract.
•      Provide support to any legal proceedings regarding clients or supply chain. 
Qualifications and Experience:
 
•       At least 10 years post-grad experience working for a construction main-contractor, with at least 5 years in a senior commercial management capacity. 
•       Experience of mechanical scope in process, carbon capture or power generation industries preferred.  Major civils background will be considered.
•       Experience of managing EPC contracts throughout the contract lifecycle
•       A track record of delivering sustainable gross margin returns across a portfolio of projects
•       Knowledge and expertise of commercial and contract management practices, standards, systems and processes
•       Ability to robustly manage difficult commercial negotiations whilst maintaining good customer relations
•       Ability to delicately manage complex contractual relationships and disputes with the aim of dispute avoidance where at all possible
•       Experience of managing and/or supporting legal disputes with clients and supply chain, maintaining relations where possible
•       Understand key drivers of Contract delivery
•       Sound knowledge of standard form contracts and contract law
•       Knowledge and experience in applying continuous improvement principles within change improvement programmes
•       Experience of managing a commercial team consisting of QS’s, Commercial Managers, Cost Engineers etc.  Experience managing a geographically diverse portfolio preferable but not essential.
•       Strong interpersonal skills
•       Ability to interface and represent the business with customers and suppliers.
•       Ability to coach and communicate with enthusiasm

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