Commercial Manager
3 weeks ago
A fantastic Opportunity has arisen for a Commercial Manager with Bid Experience to join the team with our prestigious client at their site in Filton.
Primary Purpose of Role
To provide effective support and direction on all Commercial inputs to our UK‘s bid and opportunity portfolio, through pro-active participation within our UK Bids team and other our UK and Group business functions.
To influence the development of capture strategies for new business opportunities that safeguard legal and regulatory compliance whilst maximising financial outturn and minimising financial and contractual risk.
To have responsibility for the contractual, commercial and bid finance aspects of assigned bids.
To ensure that all necessary governance is enforced and the correct policies and processes are adhered to, including where necessary and appropriate that escalation and upward briefing is conducted accordingly.
Principal Relationships
Lead Senior Commercial Manager for Bids
Legal & Contracts Managers
Head of Bids & Bid Managers
Business Development Managers
Trade Compliance and Export Control team
Finance Team
Procurement Function
Customers
Key stakeholders within our Business
Contractual responsibilities on bids:
Lead negotiation activities with customers during the negotiation / contract award phase for assigned bids
Prepare the contractual proposals, as required for the bid
Oversee the negotiation and agreement of all our UK Collaboration Agreements (Non-Disclosure Agreements, Teaming Agreements, Royalty/ IP Agreements)
Review and approval of Commercial inputs to data packs to prospective subcontractors to ensure the correct flow down of contractual terms, conditions and risk
Commercial and financial responsibilities on bids:
Participate in all regular Bid Team meetings including with the wider bid team, as well as on assigned bids
Act as commercial formal point of contact with Customers for all communication following ITT publication, proposal submission and during the proposal follow-up/ negotiation phase and contract award phase
Support the development of Sales and Procurement Strategies for all bids commensurate with Customer requirements and TAS UK commercial policy.
Coordinate signature and issue of formal proposals in accordance with TAS UK delegation requirements
Solicit and record Customer feedback on bids on behalf of TAS UK.
Prepare the financial proposals, as required for the bid, including customer price break down schedules and milestone payment plans.
Prepare commercial input to bid risk assessments, commercial/contractual strategy and pricing strategy
Prepare and review Price and Cash Sheets (PCS) as part of the bid preparation and approval activities, including milestone / cash flow and foreign currency analysis.
Prepare required material to support gate reviews, and support these reviews as required
Manage all contract award and order booking processes in line with policy and processes
Conduct a robust handover of award projects to the project execution team
Experience and Skills
At least 5 years in a Commercial Manager role
Knowledge of European Space customer community and their procurement and contracting processes or equivalent such as MOD procurement processes.
Experience of leading on the preparation and negotiation of high value Financial and Contractual proposals for institutional customers, ideally within the Space, Aerospace or Defence sectors.
Experience of bid finance activities
Experience of drafting collaborative agreements, including Teaming Agreements, MOU/HOA, NDAs
Confident in presenting the Commercial proposition to senior management and in leading external Commercial negotiations.
Background in Project based Research and Development/Technology Development programmes
Experience in a product-based business would be beneficial
Skilled and effective negotiator
Experience of managing and developing people
Education & Qualifications
IACCM accreditation desirable
Business/Law Degree or equivalent (E.g. CIPS level 6)
Knowledge of Contract/Company Law
Knowledge of UK and other Export Controls
Word/MS Office applications
Strongly numerate with excellent Excel spreadsheet
Valid Driving Licence and Passport
Personality / Behaviours / Values
Excellent written and verbal communication skills
Confident in working with complex financial models and spreadsheets
Thorough in approach, with strong attention to detail.
Ready to adapt to the needs of a growing business
Comfortable with managing multiple and sometimes conflicting priorities
Team player, ready to engage with, and motivate others
Experienced in negotiation with in high profile Customers
Capable of identifying issues requiring escalation to senior level for resolution timely with business needs.
Willing to undertake travel on an ad-hoc basis
Willing to work extended hours occasionally with some notice.
Recognising the restricted nature of the work there is a requirement for the candidate to be eligible to obtain Security Clearance for this role.
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