Head of Commercial

6 months ago

Warrington, United Kingdom Bilfinger Full time

**Head of Commercial - EAP**

Location: Warrington

Bilfinger UK is a leading engineering and maintenance provider, supporting customers across the chemical & petrochemical, nuclear, oil & gas, pharmaceuticals & biopharma, power & energy, utilities, renewables and food & beverage markets. We enhance the efficiency of assets, ensuring a high level of availability and reducing maintenance costs.

We have extensive experience in offshore and onshore facilities; specialising in asset management services throughout all life cycle phases from consulting, engineering, manufacturing, assembly, operations, maintenance, and decommissioning.

This commitment is delivered by an experienced and highly competent workforce of over 4,500 employees operating from 14 offices in strategic industrial hubs, upholding the highest standards of safety, compliance and quality.

Responding directly to a member of the B-UK Supervisory Board and responsible for delivering P&L performance across a portfolio of capital projects and/or frame contracts for a defined sector of the B-UK business (Engineering, Automation and capital projects).

**Main Responsibilities**
- Work with the CFO to implement the overall commercial strategy and organisation aligned with B-UK business strategy, goals, targets and objectives.
- Responsible for the day to day activities of the commercial function, ensuring compliance and governance to all aspects, thus ensuring that we have full transparency, consistency of reporting, risk mitigation and evaluation coupled with clear objectives your team.
- Review, analyse and challenge monthly project or frame contract performance reports, including validation of receivables, Work In Progress (WIP) and working capital performance, ensuring consistency of reporting and best practice across all contracts.
- Ensuring forecast accuracy on a month by month basis, with clear demonstration of variances, coupled with betterment plans to ensure targets are achieved.
- Define commercial organisational requirements, recruit, coach, train and develop the commercial team/s.
- Organise, manage and actively participate in Contract Reviews and/or Project Boards.
- Review and validate NORMS, sales rates, margin models, cash-flow forecasts and all commercial aspects of tender submissions, ensuring commercial terms including payment terms, Parent Company Guarantees (PCGs) and bond requirements, etc. are within acceptable limits
- Provide commercial leadership/support in tender/pre-contract commercial reviews and contract handover / operational kick-off meetings supporting the operational teams through the transition from tender team to delivery team to maximise profits and the risk exposure.
- Lead commercial stakeholder management with the client in order to mitigate any losses, as and when required develop a claim management strategy to ensure optimum financial recovery for Bilfinger UK, whilst ensuring the contracts are delivered compliantly and effectively.
- Detailed analysis of underperforming projects and/or frame contract developing and delivering intervention (“spotlight”) plans to mitigate risks and return performance to the required levels.
- Ensure SAP accurately reflects project and frame contract status in terms of actual and forecast revenue, costs, work in progress (WIP) and obligations
- Own and manage OE initiatives ensuring they are identified, recorded and driven through the required process, ultimately delivering tangible and measurable commercial benefits for the business.
- Carry out monthly site visits and engagement with the site team to drive commercial performance and ensure innovations and improvements are planned, resourced and being delivered.
- Work closely with the Project Controls Lead to ensure we have parity of reporting, demonstrating key performance metrics and operational efficiency.
- Provide feedback to the estimating and proposals team based on actual commercial performance on projects and frame contracts including Norms, sell rates, and productivity factors through a lessons learned process.
- During the Annual Commercial Cycle, ensure that the following dealt with as a minimum;
I. Rates & national agreements are in place, including changes to legislation,

II. Budgets - support the in the development and agreement of the following year’s budget.

III. Year-end - support the business unit in tracking the year-end critical cash and margin items to conclusion.

IV. Audit - support the finance function in providing required support for the internal and external audit of accounts.
- Ensure best practice is shared across the business and work with the Line Manager and/or other VP’s to set the right behaviours and culture across the regions/business units.

**EXperience & Qualifications**
- Financial & Commercial experience of projects and/or term contracts
- Experience of dealing with operational and project teams
- 15+ years’ experience working within a contracting or customer commercial

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